Mike details how Verity's cutting-edge, AI-powered autonomous drones are revolutionizing supply chains by creating "zero-error warehouses." He discusses how their system integrates both empirical and digital data to provide real-time insights, prevent costly errors, and achieve significant ROI well beyond traditional automation.

Learn how Mike, a three-time UiPath Global Partner of the Year, is building a high-performing sales team with a technology-driven, value-first approach and using a modern AI stack to enhance efficiency and scale. Finally, discover the invaluable career advice he shares for new leaders.

Key Topics

• Insights on the integration of AI in inventory systems
• The role of drones in providing real-time data and improving warehouse efficiency
• How AI is helping to predict outcomes and prevent inventory errors
• Real-world examples of AI's impact on large-scale warehouse operations

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Mike DeLeonardis and Verity 00:34 Mike's Journey in Technology and Automation 01:52 Warehouse Intelligence Platform Overview 05:29 AI in Warehouse Operations 06:28 Targeting Enterprise-Level Clients 08:02 Data Insights Across Warehouses 08:44 The Evolution of Warehouse Management 11:30 Data Integration and Accuracy Challenges 14:13 AI and Machine Learning in Warehousing 15:26 Overcoming Market Objections 18:27 Understanding Client Executives 20:04 Client Success and Continuity 21:26 Implementing AI in the Buying Journey 23:09 Building a Bespoke AI Technology Stack 24:59 The Importance of Technical Background in Sales Leadership 26:20 Reflecting on Career Advice 27:58 The Importance of Team Dynamics in Leadership

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

Mike DeLeonardis, a seasoned leader with 27 years of experience in managing large-scale teams. Mike shares his reflections on leadership, the importance of building a peer network, and the parallels between team sports and business success.

Key Topics

• The value of peer networks in leadership roles.
• Lessons learned from mistakes and the importance of a softer touch in management.
• How team sports principles apply to enterprise selling and technology.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Value of Building a Peer Group

00:55 Value of Leadership Coaching

01:38 The Importance of Teamwork in Sales

02:23 Parallels Between Sports and Business Success

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

In this Chapter, Mike DeLeonardis discusses the integration of AI in the sales process, focusing on how technology can enhance productivity and efficiency in sales teams. They explore the challenges of quota attainment in the tech industry and the importance of building a customized technology stack that addresses specific business needs.

The discussion highlights the role of AI tools in automating deal qualification and improving buyer engagement, as well as the significance of having a technical background in sales leadership.

Key Topics

• There's no right answer for the technology stack.
• Focus on impactful technology for Go-to-Market.
• Quota attainment in tech is alarmingly low.
• Aim for a more efficient manager-to-producer ratio.
• AI tools can automate deal qualification processes.
• Real-time buying signals are crucial for sales success.
• Digital sales rooms enhance buyer engagement.
• Researching prospects is essential for effective sales.
• A technical background can benefit sales leadership.
• Success comes from leveraging both technical and sales strengths.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Implementing AI in the Buying Journey

00:55 Building a Bespoke Technology Stack

01:55 AI Tools for Sales Efficiency

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

Mike DeLeonardis discusses the challenges of introducing innovative technology in the market, particularly in the context of warehouse automation. They explore common objections related to ROI and business cases, emphasizing the shift towards higher ROI expectations.

The discussion also highlights the importance of understanding client needs through value selling and the role of client success in ensuring continuity and satisfaction post-integration.

Key Topics

• The market is evolving towards higher ROI expectations.
• Value engineering is crucial for overcoming objections.
• Identifying pain points collaboratively with clients is key.
• 10-15X ROI is becoming the new standard in automation.
• Client executives must understand both technology and ROI.
• Continuity in client success enhances the customer experience.
• Pre-sales and post-sales should be integrated for better service.
• Understanding SaaS is essential for modern sales roles.
• Effective communication of value is critical in sales.
• The customer journey requires a seamless handoff between teams.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Overcoming Market Objections

03:05 Value Engineering and ROI

05:39 Client Executive Attributes and Success

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

Mike DeLeonardis, Chief Revenue Officer at Verity delves into the complexities of warehouse management, focusing on the integration of data systems, the accuracy of inventory records, and the role of AI in enhancing operational efficiency.

We discuss the challenges faced by warehouses, including data discrepancies and the impact of human error, while highlighting the potential of technology to streamline processes and improve accuracy.

Key Topics

• Integration to existing systems is significant work effort.
• 80% of lost goods were never registered in the WMS.
• The convergence of data is powerful.
• AI assisted counting can achieve 90% accuracy.
• Returns challenge creates mismatches in inventory.
• We can be up and running in two to three weeks.
• It's a myriad of challenges.
• We start to take advantage of AI capabilities.
• Technology mirrors how the human brain works.
• Pattern matching is essential in machine learning.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 The Evolution of Warehouse Management

02:51 Data Integration and Accuracy Challenges

05:34 AI and Machine Learning in Warehousing

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

Mike DeLeonardis, Chief Revenue Officer of Verity, discusses the intersection of digital and physical worlds in warehousing through their intelligence platform. He explains how their technology, including autonomous drones, enhances inventory management and customer experience by providing real-time insights and predictive analytics.

The discussion also covers the focus on enterprise-level clients and the importance of data insights for operational efficiency across multiple warehouses.

Key Topics

• Our solution sits at the intersection of the digital and physical world.
• We're reducing order cancellations and driving a better customer experience.
• Our drones form the foundation of our empirical data collection.
• We're delivering real-time recommendations to help prevent errors.
• We focus entirely at the enterprise level.
• Machines can start doing the thinking and the solutioning.
• We provide portfolio analysis for effective P&L management.
• We deliver insights on how to manage multiple warehouses.
• We're able to predict inventory adjustments or write-offs.
• This is really a leak area in warehousing and distribution.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Mike DeLeonardis and Verity 01:02 Warehouse Intelligence Platform Overview 03:54 AI and Automation in Warehousing 06:36 Enterprise-Level Solutions and Clientele 07:39 Data Insights and Performance Benchmarking

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

In this Chapter, we sit down with Mike DeLeonardis, Chief Revenue Officer of Verity, to explore the revolutionary impact of AI-powered inventory management solutions. Discover how Verity's technology is reshaping supply chain operations for some of the world's largest companies.

Key Topics

Mike DeLeonardisshares his journey and insights from over 25 years in the tech industry. Learn about Verity's fully autonomous AI solutions and their role in transforming logistics and manufacturing. Discussion on the future of intelligent automation and its impact on global supply chains.

Guest

Michael DeLeonardis, Chief Revenue Officer, Industry Expert in AI and Automation

Verity

Chapters

00:00 Introduction to Mike DeLeonardis and Verity 00:36 Mike's Journey in Technology and Automation

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.

Marc Rosenstock does a deep dive into AI-driven marketing and leadership. Discover how Marc, a visionary in big data and predictive analytics, details how AI is leveling the playing field for SMBs. He shares crucial insights into embedding AI into daily tasks, optimizing marketing workflows, and understanding AI-first partner ecosystems.

Learn why adopting an "AI-First" mindset is vital for future success. Plus, Marc offers powerful personal advice on embracing risk and authenticity to thrive amidst rapid change.

Key Topics

• AI integration in marketing streamlines processes, making them more efficient and effective.
• Embracing mistakes and learning from them is essential for personal and professional growth.
• The evolving technology landscape requires adaptability and a willingness to learn.

Guest

Marc Rosenstock, President, Rosenstock Consulting

Chapters

00:00 Introduction to Mark Rosenstock and His Expertise 00:37 The Evolution of AI in Marketing Strategies 01:01 The Impact of AI on Marketing Mindset 04:15 Adopting AI in Daily Workflows 06:43 Innovative Applications of AI Voice in Business 08:59 AI in Marketing: Transforming Functional Flows 11:04 Enhancing Creative Production with AI 11:52 AI's Role in Post-Production Efficiency 12:10 AI Applications in Home Improvement and Design 13:41 Understanding the Partner Ecosystem and AI Integration 16:53 The Shift to AI-First Mindset in Marketing 18:42 Designing for AI: New Paradigms in Content Creation 20:07 Leveraging AI for Small and Medium-Sized Businesses 22:05 Embracing Risks and Authenticity 24:22 The Importance of Learning from Mistakes

About Elevator 321 and the College of Coaches

We’re about moving the needle for leaders of tech-driven business. We should talk. Reach us at Elevator321.com.