Nobody Has Champion in Their Title

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Nobody Has Champion in Their Title

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Vicki Cantrell and Dave Finnegan on what retailers and retail tech vendors get wrong about each other.Nobody has "champion" in their title. So how do retail tech vendors find the person who will push a project through? Recorded live at RetailClub AI Festival in Huntington Beach, Ricardo Belmar and Casey Golden talk with Vicki Cantrell, CEO and co-founder of Vendors in Partnership, and Dave Finnegan, Operating Partner and Chief Connection Officer at BlackFinn Partners. The two hosted VIP Connect, a three-hour session held right before RetailClub kicked off, where retailers and solution providers sat at the same table to learn how the other side makes decisions. Retailers think they know how retail tech vendors operate. Vendors think they know what selling to retailers takes. This conversation shows how much both sides have been guessing.with.In This Episode, You'll LearnWhy "we do AI" stopped working as an opener for retail tech vendors, and what great marketers lead with.What's happening behind a vendor rep's pitch, and why the budget question keeps coming up.The ROI question that retailers say makes selling to retailers a real conversation.How to find the champion inside a retail organization when nobody's title says it.The one question a former CIO says changes the whole discovery meeting.Why retailers want vendors to challenge their roadmap.If this episode changes how you think about how retail tech vendors sell to retailers, leave us a five-star rating and review on Apple Podcasts, Spotify, or Goodpods.Subscribe & FollowHow much did you love this episode? Drop us a 5‑star rating and review on Apple Podcasts, Spotify, or Goodpods. Subscribe on YouTube so you never miss an episode and check out the other shows in the Retail Razor Podcast Network: Retail Transformers, Blade to Greatness, and Data Blades.Subscribe to the Retail Razor Podcast Network: https://retailrazor.com/Subscribe to our Newsletter: https://retailrazor.substack.comSubscribe to our YouTube channel: https://go.retailrazor.com/utubeThis is the first of eight episodes we recorded live at RetailClub, rolling out across all four shows on the Retail Razor Podcast Network. Subscribe so you catch every one!Featured guestsVicki Cantrell, https://www.linkedin.com/in/vickicantrell/CEO & Co-founder, Vendors in Partnership - https://vendorsinpartnership.comVicki is a retail strategist and community builder, recognized for relationship building and accelerated growth. She founded Vendors in Partnership and the Vendors in Partnership (VIP) Awards, celebrating partnerships between retailers and solution providers and creating a joint community of these industry experts to advance retail innovation and partnerships.Her career includes Retail Transformation Officer for Aptos, NRF’s SVP Communities and Shop.org, COO of Tory Burch, CIO of Giorgio Armani and Gucci Group. Cantrell is a Vice President for the Retail Orphan Initiative (RetailROI), a non-executive director of Tandy Leather Company, and on the Executive Leadership Committee of the Retail AI Council.Dave Finnegan. https://www.linkedin.com/in/davefinnegan/Operating Partner - Chief Connection Officer, BlackFinn Partners. https://www.linkedin.com/company/blackfinn-partners/Dave Finnegan is an award winning retail innovator, brand anthropologist, and storyteller with over 25 years of experience leading customer experience, tech and digital transformation. He helped launch Build-A-Bear Workshop (CIO) and later served as Chief Experience Officer at Orvis, driving the brand’s most successful era. Dave now advises brands and investors through roles at BlackFinn, the NRF, and NewRoad Capital Partners.As a brand anthropologist and a member of the Explorers Club, in 2022 Dave dedicated a year to studying human experience. He traveled to every continent—interviewing indigenous leaders from the Amazon to Africa, scientists from Antarctica to the Galápagos, and some of the most interesting people in the world, including the librarian of the world’s oldest library at the Monastery of St. Catherine. He is currently pursuing a master’s in Anthropology at Harvard which is helping him to continue his journey to better understand human experience.Chapters00:00 Teaser00:52 Show Intro03:46 VIP Connect Recap: Inside the Room Where Retail Deals Get Made04:18 What Is VIP Connect? The Event Bringing Retailers and Vendors Together05:37 Everyone Says They Do AI — Here's Why That's a Problem06:48 How AI Has Completely Changed the Sales Conversation08:38 What's Really Happening Behind the Vendor's Pitch11:40 The Decades-Old Disconnect Between Business and Tech13:03 Forget Titles — Find the Real Champion15:36 People Buy From People: The Power of Just Asking Questions18:16 Stop Asking "What's Your Problem" — Ask This Instead21:56 Show CloseMeet your hostsHelping you cut through the clutter in retail & retail tech:Ricardo Belmar is an NRF Top Retail Voice for ...

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