This video interview was originally posted on SMB Group Spotlight.
Laurie: Hi, this is Laurie McCabe here with the SMB Group Spotlight and today I’m talking to Peter Chase, who is the founder and executive Vice President for Business Development at Scribe Software. Scribe specializes in providing integration solutions both in the cloud and on premise to help business integrate and get more value from their business solutions. So Peter, welcome and thanks for joining me today.
Peter: Thanks for having me.
Laurie: Before we get into a lot of detail about what you guys do can you give us a little bit of background on the company?
Peter: We’ve been around for 18 years now, so 1996. We are in the same business we started out in, which is helping companies get their business systems to connect with one another. We sell across the globe so we have customers all over the world. We do about 25% of our business in Europe and we have a large partner network that we work with that help us deliver value to customers across that global footprint.
Laurie: Okay, that’s a good introduction, so given that what you do is integration can you tell us a little bit more about the kind of integration solutions that you provide to small and medium businesses?
Peter: Sure. Most small and medium businesses are using multiple systems. There was a recent Venture Beat survey that said small businesses use somewhere between two to five, on average, different marketing systems just to run their different parts of their business as well as now the advent of CRM and other types of system support, your back office systems. None of those applications were really meant to design to communicate well with one another, especially as we’ve added all of these new cloud applications. So how do we as a small business make sure that we have a single view of the truth around a customer, how do we make sure that we have efficient processes so that when, let’s say some marketing activity, say you’ve done a webinar, how do we know when that prospect shows interest that gets followed up by the sales team while they use different systems. We sort of sit in between and it enables companies to be able to define those data exchanges without having to write code in a visual environment, so it really lowers the barrier for small/medium businesses.
Laurie: So basically you’re helping them integrate those different workflows among the point solutions, which we’ve found in our research is a very big problem. Most small businesses and even medium businesses have barely touched the tip of the iceberg when it comes to that kind of integration.
Peter: Exactly, and part of that reason is because the barrier to get that done has been so high. You need programmers, you need large IT staffs, and most organizations don’t have those staffs or those specialized skills to be able to do that effectively.
Laurie: Right, and the promise has been a long time from a lot of vendors is that we’re going to make integration easy. How are you guys trying to do that at Scribe?
Peter: Well, there has been a lot of progress in that area, especially in the cloud-based applications with better application programming interfaces, what they call APIs, which make those applications more open, but companies still have to define how they want that information to be exchanged, when it happens, how it happens, and that information isn’t always compatible so you might have to sort of build some business rules and some data rules around how you exchange that data. We provide this nice visual environment that allows you to be able to do that, and not having to be a programmer, just that you understand your data and how you want to exchange it. That really is critical to enabling small/medium business to affect that.
Laurie: So it sounds like it’s a storyboarding kind of thing almost, a WYSIWYG way of kind of way to say I want to integrate this with this, is that what’s really unique or differentiating or are there other things?
Peter: Well there are other products out there that are beginning to do this, I think probably the most unique differentiator that we have is that we work with so many systems integrators and value added resellers that so many of that and big organizations rely on because they don’t have the ability to have all those skill sets, and one of the things we built right into the product is a social capability where using social media type approaches where companies can collaborate with their systems integrators and their VARs and now whether that VAR, they could even have the VAR sort of manage all of that and do a turnkey, or they could collaborate on it, or they could just bring them in when they need them on specific issues. So that sort of building a technology platform that enables that to be an efficient process is so critical.
Laurie: Well that sounds like it would be a huge help because even if small and medium businesses have IT resources they’re often times generalists, so they’re still looking to the partner to help them.
Peter: Yeah, and there are some products out there that are very sort of simple where I can say if this happens then edit then send it here, but most companies need more than that, their systems are very unique to what they do, and their workflows are unique, so in the past they would have to go to either custom programming or very expensive platforms and tools. We sort of bring enterprise capable quality integration availability to small and medium business and that’s what makes us unique.
Laurie: So where can an SMB that hears about this, that wants to learn more, where can they go to learn more and get some way to evaluate the solution and see if it’s a good fit.
Peter: The simplest thing is to go to scribesoft.com. We have plenty of resources around videos and different information about what types of scenarios they can integrate easily, what applications they can integrate easily, but we also have free trials. Whether you want to trial our on-premise installed software product or you want to trial our cloud-based platform you can trial either one of those. We have a customer success set of resources in our company that will actually work with you through your trial if you have questions or if you’re looking for some best practices they can help provide those best practices and enable you to really prove out that you can do it effectively and get what you want.
Laurie: I’m sure you can also help them connect with a partner, right?
Peter: Oh well that goes without saying. We have hundreds and hundreds of partners across the world and we can connect them with them. If they’re partner is not our partner and they’d like to get enabled we have an on-boarding program for partners that’s very rapid, so we are all about enabling not just the small/medium business but the entire ecosystem that they rely on to be able to help them and collaborate together efficiently.
Laurie: Peter, thanks so much for joining me and it was very informative to learn about Scribe and it sounds like a great way for a lot of SMBs to integrate their business applications, so thanks again.
Peter: Well thank you, and we’re looking forward to helping companies make that happen. Thanks.
Laurie: Great, thanks.
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