Steve Galligan and Joseph Mohay, CEO and CRO of Integrated Digital Strategies (IDS), join the show to discuss IDS's target niche—franchises. We star with IDS's history and their pursuit of franchises, and whether the business was built with this niche in mind or if it was a discovery over time. We then pivot to the engagements themselves, including what these services offerings entail, the typical buyer's journey for franchise prospects and clients, and the biggest or most unique considerations to factor in when offering services and solutions for franchises. Lastly, we wrap with how this manifests in their operations and processes. They share their approach for handling, working with, and providing value for franchisors AND each individual franchisee—and how they've structured their org chart and teams to enable engagement with these clients.