Sell Me This Podcast

ServiceNow is one of the most powerful enterprise platforms on the market — and one of the most misused. Real ROI doesn't come from a clean implementation. It comes from understanding the business outcome before a single line of code is written.

Keith Daser talks with Jeff Vosburgh, a leader at Dyna Software and a key voice in the Canadian ServiceNow ecosystem, about what separates the ServiceNow implementations that transform organizations from the ones that create expensive technical debt. Jeff traces his path from technology sales at GE Capital to building out Dyna's ServiceNow practice.

Topics covered:

• How ServiceNow has evolved from ITSM tool to full enterprise platform
• What ROI from ServiceNow actually looks like and how to measure it
• The most common mistakes organizations make when implementing ServiceNow
• How to choose the right ServiceNow partner for your business
• The role of change management in successful platform adoption
• The Canadian ServiceNow landscape and where opportunity exists

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Most entrepreneurs know they need technology to grow. Very few know how to evaluate it, buy it, or make it work for their business. Tech Translator exists to close that gap.

Keith Daser talks with Paisley, founder of Tech Translator, about her mission to empower entrepreneurs by demystifying technology. The problem, she argues, is rarely the technology itself — it's the translation layer between what a business actually needs and what the software market is trying to sell them.

Topics covered:

• Why technology adoption fails for most small businesses — and what to do instead
• How to evaluate software without a technical background
• What founders get wrong when they treat technology as a solution rather than a tool
• Building a business around tech literacy and enablement
• The future of accessible technology for entrepreneurs
• What it means to be a tech translator in today's business landscape

Find Paisley at:
https://www.linkedin.com/in/paisley-churchill/
https://www.techtranslator.ca/about

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

The best tech sales conversations don't start with a product demo — they start with the right question. Robbie Butchart built LaunchCode around that idea, and it's shaped how he sells, builds, and grows.

Keith Daser talks with Robbie Butchart, co-founder of LaunchCode, about what it takes to shift from commodity-based selling to a consultative, outcome-focused approach. Robbie traces his career from the print industry into software development, unpacking how trust, curiosity, and being willing to say no to the wrong deals builds client relationships that compound over time.

LaunchCode evolved from solving bespoke software problems to assembling development teams as a service — and Robbie shares what that evolution taught him about bridging the gap between what clients say they want and what they actually need.

Topics covered:

• Why consultative selling outperforms product-led selling in custom software
• How to sell outcomes rather than deliverables and set expectations that hold
• Trust, curiosity, and transparent process as core sales tools
• How LaunchCode serves both startups and large enterprise clients
• Managing the tension between agile development and CFO-friendly predictability
• Where AI is reshaping custom software development

Find Robbie on LinkedIn: https://www.linkedin.com/in/robbiebutchart/ Learn more: https://launchcode.ca

_____________________________________________________________________________________________


Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Cash flow is the most common reason businesses fail — not bad products or bad teams, but a blind spot in financial visibility. Dryrun was built to close that gap.

Keith Daser talks with Blaine Bertsch, co-founder of Dryrun, about building a SaaS platform designed to help businesses model, forecast, and actively manage their cash flow. Blaine shares his journey from entrepreneur to software founder, what it took to find a genuine gap in the financial tools market, and how Dryrun serves businesses from early-stage startups to established mid-market operators.

Topics covered:

• What cash flow forecasting actually requires — and where most businesses fall short
• How Dryrun bridges the gap between spreadsheets and enterprise finance tools
• What makes financial software sticky for users
• Lessons from building a SaaS company in Canada
• How better financial visibility leads to more confident business decisions
• Who Dryrun is built for and what problems it solves best

Find Blaine at:
https://www.linkedin.com/in/blainebertsch/
https://www.dryrun.com/


_____________________________________________________________________________________________


Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Most cybersecurity conversations are built around fear. This one is built around staying ahead — and why innovation, not reaction, is the right frame for protecting your business.

Keith Daser talks with Alex Dow, Chief Innovation Officer at Mirai Security, about what it actually means to take a proactive approach to cybersecurity. Alex traces his path from a self-taught teenager inspired by the 1995 film Hackers, through a security operations career at Bell Canada and the 2010 Vancouver Olympics, to co-founding Mirai Security.

The conversation covers what changed about the threat landscape when businesses moved to the cloud, why data-layer visibility is now the real battleground for defenders, and how organizations can think about security investment without getting lost in vendor noise.

Topics covered:

• Why the shift to cloud changed where cybersecurity teams need to focus
• Proactive vs. reactive security models and how to make the switch
• How to evaluate and prioritize security investments as a business leader
• The role of community in building a healthy cybersecurity ecosystem (B-Sides Vancouver)
• What innovation inside a security company actually looks like
• Practical advice for businesses unsure where to start with their security posture

Find Alex at:
https://www.linkedin.com/in/alexjdow/
https://miraisecurity.com


_____________________________________________________________________________________________


Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Recruitment is broken in most organizations — not because of bad intentions, but because the process was never built around honesty, data, or the actual needs of the people in the room. Al Basiri and Lawrence Lara built Hammehr Consulting to change that.
Keith Daser talks with Al Basiri and Lawrence Lara, co-founders of Hammehr Consulting, about what data-driven, transparency-first recruitment actually looks like in practice. Al's journey from psychology into tech and Lawrence's move from Australia to Calgary fed into a shared conviction: recruitment should genuinely work for everyone involved, not just close a requisition.

Topics covered:

What data-driven recruitment means beyond the buzzword
How transparent metrics and clear role expectations improve candidate experience and retention
The emotional side of recruitment most agencies ignore
Why employer branding matters more than most hiring managers realize
The ethical problems with KPI-driven recruitment environments
How to evaluate a recruitment agency and identify one that actually adds value
What great candidate communication looks like and why it builds long-term trust

Find Al on LinkedIn: https://www.linkedin.com/in/albassiri/
Find Lawrence on LinkedIn: https://www.linkedin.com/in/lawrence-lara-134411b3/
Learn more: https://www.hammehr.com


_____________________________________________________________________________________________


Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Cybersecurity isn't just a technology decision — it's a relationship decision. The vendor you choose and the IT partner you work with will determine whether your business is actually protected or just covered on paper.

Keith Daser talks with James Bracken, who represents ESET in Western Canada, about what strong cybersecurity partnerships look like and how businesses can cut through a saturated vendor market to find the right fit. James traces an unconventional path from restaurant kitchens in Ontario to cybersecurity sales — and the parallels between the two inform how he thinks about trust, pressure, and serving clients.

Topics covered:

• What makes ESET's R&D-focused approach different in a crowded cybersecurity market
• How to evaluate cybersecurity vendors when every option claims to be the best
• The role of IT partner relationships in simplifying cybersecurity decisions
• How to have honest budget conversations with cybersecurity vendors
• Why ransomware education is one of the most underinvested areas in SMB security
• What transparency in vendor negotiations actually looks like

Find James at:
https://www.linkedin.com/in/james-bracken-127517b7/
https://www.eset.com


_____________________________________________________________________________________________


Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com

Support the show

Sell Me This Podcast is brought to you by the team at Deliver Digital, a Calgary-based consulting organization that guides progressive companies through the selection, implementation, and governance of key technology partnerships. Their work is transforming the technology solution and software provider landscape by helping organizations reduce costs and duplication, enhance vendor alignment, and establish sustainable operating models that empower digital progress. 

If you believe you deserve more from your technology partnerships – connect with the team at:
www.deliverdigital.ca

This episode of Sell Me This Podcast was expertly edited, filmed, and produced by Laila Hobbs and Bretten Roissl of Social Launch Labs, who deliver top-tier storytelling and technical excellence. A special thanks to the entire team for their dedication to crafting compelling content that engages, connects, and inspires. 

Find the team at Social Launch Labs at:
www.sociallaunchlabs.com