welcome to another episode of Glide chat my name is Mike Lombardo with me is Kevin O'Hare manager of Technology workflows of commercial East yep that's right it's a long title yeah it's a long title that's a long time it is oh I know first of all I want just thank you for the amazing partnership we've had over the years I mean Glide fast you know was born and raised in in Boston and um you and your team have just been partners for us from like day one oh absolutely I mean it's our pleasure at any time that you know we need help someone to go above and beyond for customers or you know to help us with events whatever it may be you guys are always there over delivering so thank you no problem yeah we have to be you're either in the tub of the out of the tub that's the way I look at it so I see some of these other you know companies that's like yeah we do service now but we also like we no it's like we're all the way in you're all in and we appreciate it we just talked a little bit before first of all uh congratulations on an amazing career yeah 10 years now yeah this is um coming up on 11 in October wow unbelievable so and and we were talking right out of college right to service now yeah I went to Providence College yeah and uh right when I graduated you know I had done Sports internships in college really for for people that are in the area they're familiar with Nessun but for those that aren't it's the company that televises you know Red Sox and Bruins games and through the Providence College you know Network I was introduced to Rich Gotham who's the president of the Celtics wow and uh I got the opportunity I'll never forget this conversation yeah I I was talking to him and I was expecting it to be you know 10 15 minutes yeah hey kid you know but it ended up being a 45 minute conversation and we were talking everything from Providence and our experience but also his journey and his career uh and advice that he had for me as well that's awesome at the end of that conversation yeah I had just asked him you know if there's any opportunities that come across your desk please let me know and and please keep me in mind and and I took it as you know it's a shot in the dark yeah yeah this guy just spent 45 minutes with me and it was really a couple days later yeah he sent me an email wow and I was introduced to to Kevin Haverty and the rest is rest is history that's unbelievable I'll never forget it and try to pay it forward every time I can so did you want to get into like sports in college I think everyone that's yeah has that dream and you know having a microphone like this and and calling highlights on Sports that's awesome um but I really didn't know yeah yeah yeah yeah and and actually one of the things that rich had said to me that has always stayed with me your young in career yeah you know you may not know exactly what you want to do but when you're looking for that first company try to find a great company yeah really strong leadership yeah where if it ends up working out and you stay there great you know everyone that's that's in sales has has done it and um so he started there did that for just under two years and then we started an inside sales program I was one of the original six people across number three so I did that for a year and then I was a field rep uh for six years wow and then I transitioned over into this role so I've had the opportunity to to grow through the program and you know from a servicenow perspective hopefully show is an example of someone who's just starting you know how you can continue to build your career within servicenow yeah and again just very thankful that that servicenow is invested in me and giving me the opportunity to grow my career here yeah well you've earned it as much as I'm sure servicenow likes to to help but they do it's uh beneficial to them as well right and uh and you've definitely added a ton of value TX what we call it now it's changed a lot over the years and relabeled a couple times maybe to to some of the audience outside like explain what the TX world is sure absolutely so uh for those that may not be familiar we have our four main workflows within servicenow we have our technology workflows our creator workflows customer workflows and employee workflows and so when servicenow first started we were very much so focused within it yeah and still to this day the critical core piece to our business we've been so fortunate that over time we've expanded and come out with all of these other offerings that really span across organizations and now as we continue to invest on the industry side as well continuing to become more and more strategic for our customers yeah but specifically within technology workflows you're talking I.T service management I.T operations management Asset Management strategic portfolio risk security really kind of the core of where service now started and where we continue to invest in those areas and we're very fortunate to be leaders in each of those spaces and that's because we just continue to invest and our customers continue to guide us and where they want the products to go so much had to go right for servicenow to get here and I think it's for me because I was a customer of 2010 Boston Medical Center it's first of all it starts obviously with that amazing platform that that other applications can be developed on it right and then that research and development and then to your point listening to customers in like now it's SPM but when PPM first came out it was like just a form you know and then like just they just let customers run wild with it and I saw just amazing Innovations done by partners by customers in servicenow I've never seen any other organization get so like how did you do that why did you do that what you know like in some of the projects we're on with some of the newer products as well where servicenow product teams are like involved in our projects and they want to know why customers did this and and how we develop developed and architect Solutions and they get that feedback so they can bake it into that product two two new releases a year it's I mean and it's like where does it end because it's just gonna like it just keeps getting better and better you know you know for all of our sake I hope it doesn't it doesn't I don't I mean just the Innovation is just is just constant yeah I think where I see it headed and we continue to invest in in this space is how can we continue to get more strategic to solve more and more complex problems that our customers face day in and day out exactly and as long as servicenow can continue to have a platform that can adapt and really face everything from the most simple challenges to the most complex and if we can continue to support our customers in doing that in an effective manner then the sky's the limit it's a win-win that bill McDermott and um one thing he said to me which which I was thinking when you were talking is is just like the American dream you know and it's and it's uh in servicenow is just an amazing example of that I mean I figured how old Fred lady was when he started service nine I think he was late late 40s right yeah I think so yeah which and and his he is always just I mean if you've ever had the pleasure of listening to Fred talk on stage even to this day he's still so incredibly humble and it's just fantastic to hear his story but I think that his those traits and his personality still lives within the company going back to your point of listening to customers I mean we're more than happy to be told that hey you're doing this wrong and this is where we want the product to be yeah exactly so we need to make sure that we're always listening to our customers and having that kind of humble mentality as we go into each and every one of those conversations exactly and you know what's funny is like there's really been like four major leaders right at servicenow bloody slootman Donahoe and now Bill exactly and it's funny how all different they all are you know totally for for each of them they were all in critical times of the company you know like yes they were exactly exactly what we needed at that time yeah um and it's it really is a perfect formula that is allowed to get to where we are yeah we're so so fortunate to us to have bills our leader right now and just to listen to him talk and how he motivates us but also how engaged he is with our customers and how passionate he is about servicenow and the servicenow community yeah it Jacks us up every day that's for sure so I have a theory I'm a conspiracy theorist we stole something from Bill and he stole something from us so I I stole organic Innovation for him I love that that phrase organic Innovation but he stole let's go from us hey he we let's go from the roof we we he now I'm hearing it out of his mouth every day like Tom Brady may have something to say about it yeah yeah yeah yeah yeah yeah I heard yeah I noticed how Bill drops we always like to leave our audience with maybe some advice maybe somebody that you know that how many 80 hours of service now so many it's got to be close to the thousands right what's some advice you could have uh because because to your point it's it is a little frustrating cold calling I'm sure and you know a lot of people probably feel like maybe this isn't the right career for me or hitting that roadblock what's some advice you could give um some of those those uh people early on in their sales career that want to get to the next level absolutely so so every time I'm having a conversation with folks in as as an ADR or SDR I I liken it too in baseball right it's a long season there's Ebbs and flows you're gonna go through slumps you could have the best email ever written and guess what it doesn't get read yeah but you could have one that maybe isn't so great but the timing is right so you just it's important to make sure that you're just doing all of the right things and putting the time in and the effort and you know I I believe that you know the talent will rise to the top the people that continue to work hard do all the right things yeah they'll be rewarded in the end and exactly and you know when they're thinking about their career and how they're trying to continue to progress and grow you know certainly got to be successful in what you're doing yep but communicate what your aspirations are and what you want to do and talk to people make yourself visible and you know I know in my own personal career I've had been very fortunate to have mentors throughout service now that have invested in me and I have been very open with about you know what my aspirations are and what my goals are and they've they've invested and made sure that those things happen of course I need to hold up my end of the Box yep but I think my advice to folks that are younger in their career it'll be an advocate for yourself yeah obviously do it in a respectful way and you have to perform uh in in whatever role that you're in but but make sure people know what your goals are exactly you've all been we've all been in there yeah exactly so we want to help people want to help I was just it's so funny you just took the words right people want to help others people want to help those who help themselves right so if you're a hard worker you're being consistent another another word I was thinking as you're speaking being consistent you know it's just a matter of time if you're if you get if you get up every morning and you putting in that work but if you're only doing it half the time you're you're only going to win half the time you only cheating yourself you're only cheating yourself exactly Kevin thank you for joining me this is awesome so much all right have a good day [Music] thank you [Music]