Customer Success Story | Glance Improves VisiStat's Demos by 75%

A Glance Customer Success Story

Who
Tina Bean
Co-founder & Vice President, Sales & Marketing, VisiStat, Inc.                          

About Tina
Tina’s career took an uncommon journey from California real estate agent to high-tech marketing when she discovered the power of Web analytics. Today, she specializes in showing realtors and other SMBs how to win business with VisiStat, her company’s suite of Website tracking tools. 

Tina is also a prolific blogger and Twitter user, sharing her knowledge about Web analytics for business and the sales process. According to one of her colleagues, “Tina Bean is one of the most effective and contagious thought leaders I've ever seen.”

What She Sells
VisiStat provides a suite of easy-to-use Website tracking tools for inbound marketing and lead generation. It offers real-time traffic data for anyone who wants to see who is visiting their Website, how long they stayed, what search engines and keywords brought them and more.

“We are next generation Web analytics because our technology focuses on uncomplicated and extremely valuable instant information that shows exactly how many human visitors go to a Website, as opposed to traditional or old-generation log file reporting” said Bean.

Tina’s Sales Challenge
Tina works daily to win new customers, target new vertical markets, and keep her current customers happy. But she faces three key challenges in forging and maintaining these relationships:

1) How to demonstrate the potential of a real-time data-centric solution…
2) to a non-techie audience…
3) without having to travel the country endlessly.

Although the Web analytics solution involves complex technology under the hood, VisiStat was built specifically to be easy to use for non-tech and low-tech customers. She needed a sales tool that would help her communicate the speed, power and value of real-time web analytics, while also showcasing its simplicity during sales presentations and demos.

How Glance Helps
Tina believes her products’ features and capabilities speak for themselves; all she has to do is show a prospect how they work in the real world. She uses Glance to demonstrate VisiStat’s real-time technology in real-time.

Glance is a fast and lightweight screen-sharing tool that can easily keep up with VisiStat’s real-time data processing when she’s demoing her software-as-a-service (SaaS) solution using the prospect’s own Web traffic. “I can tell you all day long how great my product is. But until you see it analyzing your web site in real time, you’ll really understand what I’m talking about. Other technologies can’t keep up with the real-time data provided by VisiStat. Glance is instantaneous and able to keep up with what I’m doing,” she said.

Glance is also the perfect sales enablement tool for her non-technical audience since it requires no software to download and controls to master. “The dead space on the other end of the phone while the customer is downloading WebEx or some other web conferencing tool is excruciating. Using Glance, my demos have improved by 75 percent,” she added.

Results
“Glance has paid for itself many times over,” said Tina, who uses it daily to host webinars and product demonstrations on the fly. “Glance is instrumental in demoing and closing a sales lead. It was has streamlined VisiStat’s sales process.

“I can’t afford the time and expense to fly all over the country showing software. Instead, a customer lead turns into a prospect. The prospect trials the software and we contact them a week later to do a real-time demo of technology with Glance. This accelerated sales process has opened many more doors for us compared to the old way of endless travel for in-person meetings.”

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About VisiStat
VisiStat, Inc. distinguishes itself from other analytics services, such as Google, ClickTracks and WebTrends, by being the first on-demand Web analytics provider to focus on complete Website management and online marketing performance for business, sales and marketing-level needs. VisiStat continues to be the price-performance leader in real-time site management tools, providing intuitive visual reports specifically designed for Web 2.0 business applications and Website productivity. VisiStat.com turns Website visitor tracking into actionable business intelligence. A privately held company founded in 2005, VisiStat, Inc., is based in Campbell, CA. To learn more, or sign up for a full, no-obligation free trial, visit www.VisiStat.com or call 408-725-9377.

About Glance
Glance is a simple, quick-connecting screen-sharing tool designed to help sales pros maximize every conversation within all steps of the sales cycle; prospect, demo, close and support. The Arlington, Mass.-based Company’s technology is used by thousands of companies worldwide. For more information, or to sign up for a free, 7-day trial, visit www.glance.net or call 1-888-945-2623.

Customer Success Story | SelectRISC Uses Glance to Demonstrate the Power and Capabilities of Their System

A Glance Customer Success Story

Who
John Cook
President, SelectRISC

About John
John’s approach to business is, “Old school values delivered by new school technologies.” John’s company is in the business of financially protecting family possessions during relocation. Families often experience financial and emotional stress when they move. The ability to provide insurance with a reassuring personal touch is critical to his success. And while it may seem counterintuitive, he believes that technology is pivotal in enabling him to deliver that personal touch. 

What He Sells
SelectRISC’s sales reps offer employee relocation insurance for corporate and government-sponsored moves. It protects families’ possessions all the way from packing through unpacking. John typically does sales demos to the Relocation Departments of large organizations, or to outsourced relocation management companies hired by organizations.

SelectRISC provides the fastest possible claims resolution with its state-of-the-art online claims center. “Damage and loss are frequent occurrences, even with the most careful movers. There’s a lot emotion attached to those things that are lost. When that happens, employers feel that they have failed their employees. That’s where we offer a solution,” said Cook.

John’s Sales Challenges
Moving companies often bundle property protection schemes into their moving packages, marketing them as “free insurance.” But the plans are often not insurance policies at all, often the protection is extremely limited.

“It’s hard to compete against free,” he said. But John almost always wins the battle if he’s able to show prospects his three key differentiators, during a sales demo:

1) The comprehensiveness of the coverage,
2) The personal touch he provides for each client, and most importantly,
3) SelectRISC’s cutting-edge online claims system.

 How Glance Helps
John uses Glance to demonstrate the power and capabilities of his system to prospects on the Web. “We recently were asked to quote a project for a large brand-name manufacturer, which I did from my remote Texas office to a roomful of top executives and risk managers in the boardroom of their Chicago headquarters,” he said. “They asked me to present using their corporate web conferencing tool, which failed miserably. So I instantly fired up a Glance session and saved the day.”

“We had tried a few other web conferencing tools in the past, but they were unreliable and constantly let us down, which could hurt business. Glance, by comparison, has been rock-solid reliable since the first time we tried it,” he said.

In addition to being a sales enablement tool, SelectRISC uses Glance as a team collaboration tool for product development.

Results
SelectRISC has slashed its travel budget by more than 50 percent using Glance, without sacrificing the company’s hallmark personal touch. He’s found prospects prefer the time-saving convenience as well.

“My customers are time-starved executives. With Glance, I can be more respectful of their constraints and show them how our system works in real time without overstepping my welcome. It’s fast, simple and gets the job done without getting in the way,” he added.

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About SelectRISC
SelectRISC is all about protecting families exposed in corporate relocation to the financial and emotional costs of loss or damage to their most personal possessions. We do this by using our industry leading experience to arrange the very best insurance coverage and "old school service" we would provide to our own families.

About Glance
Glance is a simple, quick-connecting screen-sharing tool designed to help sales pros maximize every conversation within all steps of the sales cycle; prospect, demo, close and support. The Arlington, Mass.-based Company’s technology is used by thousands of companies worldwide. For more information, or to sign up for a free, 7-day trial, visit www.glance.net or call 1-888-945-2623.

Customer Success Story | Glance Saves HubCast Big Money

A Glance Customer Success Story

Who
Devin Golden
Vice President of Sales, HubCast

About Devin
Devin’s mission is to revolutionize the way commercial printing is bought, produced and delivered across the globe. His company is blazing a new market category called cloud printing. And Devin believes it will do for marketing collateral what Amazon did for book buying. With the help of Glance, he hopes to turn-on all the big global brands to the ease, cost-savings and eco-friendly advantages of his Internet-powered printing solution.

What He Sells
HubCast is a digital print delivery network that lets communication professionals get their sales and marketing materials printed anywhere in the world faster, cheaper, and better than ever before.

Devin’s Sales Challenge
Devin is trying to overcome the natural resistance and unfamiliarity that comes with establishing a new market category. It’s not that he has to struggle to convince marketers why they need cloud printing – the value proposition is a no-brainer. He just needs to let them see and touch solution first hand so that they can experience their own “aha” moment. 

How Glance Helps
Devin said that because HubCast is a web-based cloud application, Glance is the perfect, seamless medium for demonstrating the service’s capabilities in real time. “Glance makes it quick and easy for our sales reps to engage clients as part of the sales process. Prospects can see exactly how easy it is for them to get print done on a global basis by showing how HubCast works in a real-world experience,” he said.

Glance has also helped his sales team gain trust from cautious clients. HubCast sells mainly to senior sales and marketing executives whose job includes protecting the corporate brand image. Glance enables sales reps to showcase all the quality controls built into the service to put their mind at ease. 

Results

Devin said Glance’s greatest benefit is its rock-solid reliability and ease of use. He’s used numerous online presentation tools through the years, including WebEx, GoToMeeting, Microsoft LiveMeeting and DimDim, and all have failed him. “Our most recent tool was ReadyTalk, and we experienced malfunctions or problems with it on every sales call, literally. Glance works every time.”

“Glance helps us deliver a better overall customer experience, which leads to higher conversion rates. When we used LiveMeeting for webinars, a third of the people who signed up dropped out because of technical difficulties, or because they didn’t want to download software. With Glance, we’re getting nearly 100% participation with no drop outs.”

Devin said that Glance is also saving HubCast big money. “We’re saving about 30% annually in licensing and management costs compared to the other tools we’ve used. And that’s just the software ROI. When you factor in the business won due to the better user experience and usability, the ROI goes way up,” he said.

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About HubCast
HubCast is a technology platform that empowers Communication Services Firms to deliver distributed print for their enterprise clients. We leverage a powerful team, an alliance of partners, and the most advanced digital print technologies. HubCast is a tool that enables modern print communications service providers to help their enterprise clients maximize Return On Communications Investment (ROCI). The HubCast community is creating a market leading exchange for boundary-less growth.

About Glance
Glance is a simple, quick-connecting screen-sharing tool designed to help sales pros maximize every conversation within all steps of the sales cycle; prospect, demo, close and support. The Arlington, Mass.-based Company’s technology is used by thousands of companies worldwide. For more information, or to sign up for a free, 7-day trial, visit www.glance.net or call 1-888-945-2623.

Customer Success Story | Glance Has Increased CabConnect's Customer Acquisition

A Glance Customer Success Story

Who
Steve Michel
VP, Sales & Marketing, CabConnect

About Steve
Steve has a long history of bringing “old school” businesses into the digital age. In his latest venture, he aims to revolutionize ground transportation organizations (like cab companies, transit authorities, etc.) with technologies that let them operate more profitably, efficiently, and eco-friendly.

What He Sells
CabConnect’s software suite includes electronic payment systems, GPS services, driver cashiering and personalized card-swipe programs. Cab companies offer the service to businesses who provide corporate-funded transportation for employees and guests, while getting a better grip on transportation expenses and cost cutting. Transit organizations such as the San Francisco Municipal Transportation Agency (SFMTA) use CabConnect for its paratransit taxi debit card service, eliminating customer fraud, while delivering a better user experience. CabConnect coordinates and manages all the back-office resources and functions of busy transportation companies. 
 
Steve’s Sales Challenge
Steve struggles with the inflexibility that can characterize ground transportation companies. Most believe the business processes and systems they’ve implemented over the years provide their differentiation, and an off-the-shelf solution like CabConnect can’t improve or address their unique needs.
 
Steven also faces stiff competition from larger, older transportation software vendors offering traditional “point products” that address a specific function, such as taxi cashiering.

How Glance Helps
With Glance, CabConnect is no longer dependent on sales materials, videos and slide shows as the door opener for new prospects. Using Glance, Steven’s sales team can show skeptical prospects the real thing, demonstrating in real time exactly how CabConnect’s suite of software tools work together to solve business problems in a real-world environment.

Glance also enhances CabConnect’s team selling model. “Recently I was in a sales situation where I needed to bring in one of our engineers to handle the technical part of the demo. Even though I was in Chicago, he was in Cleveland and the prospect was in California, Glance enabled me to hand him the baton without any disruption to the presentation’s flow,” he said.

Steve also uses Glance for training, which he believes is one of CabConnect’s competitive advantages.

Results
Glance has benefited CabConnect in three key ways, Steve said:
1.    Reduced travel costs;
2.    Improved customer acquisition; and
3.    Increased customer retention.

“Glance is the most intuitive, easiest to use and most effective way to bring the client into your point of view. Prospects don’t have to install software and muck around with software. They don’t have the patience or time for it. With Glance, it’s not an issue.”

“Glance has definitely increased our customer acquisition and throughput. We can now reach customers no matter where they are located, both on the fly and at their convenience. And we can enhance the customer service experience by using Glance to provide instruction and hand-holding,” Steve said.

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About CabConnect

CabConnect is a technology company whose goal is to improve operations for ground transportation companies. Cabconnect offers an all-encompassing software suite of products designed to coordinate and manage all the resources, information and functions of busy enterprises
 
The company helps transportation companies, no matter what size, operate more profitably and efficiently. CabConnect has taken advantage of the latest technologies and have developed key strategic business partnerships to offer customers a system of management software that will give them the technological edge and level of service that is necessary in this competitive and budget-conscious environment.

About Glance
Glance is a simple, quick-connecting screen-sharing tool designed to help sales pros maximize every conversation within all steps of the sales cycle; prospect, demo, close and support. The Arlington, Mass.-based Company’s technology is used by thousands of companies worldwide. For more information, or to sign up for a free, 7-day trial, visit www.glance.net or call 1-888-945-2623.

Customer Success Story | Glance Helps TechniCon's Sales Team Begin Qualifying Instantly

 A Glance Customer Success Story

Who
Anthony Mirante
Founder and President, TechniCon

About Tony (Anthony)
Tony is helping to drive the trend toward “mass customization” of products over the Web. Some of the world's foremost manufacturers have embraced his technology to sell millions of products online, yet customized for specific customer needs. What Dell did for made-to-order PCs, Tony wants to do for the commerce of all complex products.

What He Sells
TechniCon sells Web-based catalog and configuration tools for manufacturers and distributors of complex products, like cars, furniture and electronics. Customers such as Acuity Brands, Lutron and Teknion use the technology to let their customers, sales staff and design engineers easily assemble and customize products in a virtual environment. From product and parts catalogs to quote and order creation, TechniCon helps customers increase sales, streamline their sales processes and eliminate order errors. 

Tony’s Sales Challenge
His first sales challenge is geography. The Oakland-based company’s clients tend to be large manufacturers in the industrial mid-west and east coast, making continuous travel cost prohibitive.

The second challenge is relationship building. Nearly 100 percent of new customer leads stem from inbound Internet marketing campaigns, where there’s no pre-existing relationship or familiarity from which to base the engagement. Prospects tend to be senior sales or marketing executives within large companies, where relationships mean everything. And with the sales cycles typically taking 6 to 18 months, building a strong relationship is both a considerable investment and a sustained effort for TechniCon. “We need to qualify each other. If we’re going to make that kind of investment in a customer, we need to make sure we’re a good fit first,” said Tony.

How Glance Helps
Glance enables Tony’s sales team to engage prospects and begin the qualification process instantly. The fast and lightweight screen sharing tool allows sales reps to give a quick intro to the company’s history and expertise. And once the two parties mutually decide to move forward, the reps can accurately demonstrate online how TechniCon’s solution can serve their e-commerce needs.

Results

Glance has helped Tony’s sales team win more business by establishing instant credibility with prospects, thanks to its simplicity and reliability. “You only get one shot to make a good first impression,” he said. “I’ve used WebEx, GoToMeeting and other presentation tools with disastrous results. They’re just too complex and crash-prone to facilitate open and direct conversation. Glance is like a dial tone. It’s always there. It always works. And it doesn’t get in the way. It’s been absolutely flawless,” he said. 

Glance has also helped the company realize big savings in travel expenses. The long lead times and many relationship-building steps required by his clientele has been streamlined with Glance. “There are a lot of product engineering and data questions that need to be answered up front. With Glance, we can do a number of Web-based demonstrations and answer many questions before we get on a plane to close a deal. Our customers like it because they can see how our company operates and how our solution works without any effort on their part,” Tony said. 

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About TechniCon
Founded in 1987, TechniCon is a leading provider of e-commerce solutions for complex products. Combining over a decade of experience developing product specification and sales automation software with leading-edge Internet and visualization technology, TechniCon has developed interactive sales and configuration systems for a wide range of manufacturers, including Acuity Brands, Cooper Industries, and SMC. TechniCon (www.TechniCon.com) is headquartered in Emeryville, CA with additional offices in St. Louis, MO.

About Glance
Glance is a simple, quick-connecting screen-sharing tool designed to help sales pros maximize every conversation within all steps of the sales cycle; prospect, demo, close and support. The Arlington, Mass.-based company’s technology is used by thousands of companies worldwide. For more information, or to sign up for a free, 7-day trial, visit www.glance.net or call 1-888-945-2623.

Customer Success Story | Steve Harper Uses Glance to Increase Sales Efficiency

A Glance Customer Success Story

Who
Steven Harper
CEO and Founder, Plan2Win Software LLC, and
Sales Facilitator, The Bridge Group

About Steven
Steve Harper started selling in 1992 and hasn’t looked back. He has used his knowledge of sales dynamics, sales tools, and effective selling to develop training curriculum as a consultant and sales training facilitator. Most recently, he has focused on how the Sales 2.0 world has altered the sales process – for good.

What He Sells
Plan2Win develops software to fill the “tool gap” in most CRM systems around territorial strategy and key account planning. Plan2Win guides users through lists of questions on contacts, customers, competitors and geography, and creates territorial sales plans from the information.

“It asks questions we know most sales people have little time to consider. By working through the answers, sales reps gain valuable insight into the way they do business,” Steve said.

Steven’s Sales Challenge
Technology and economics have conspired to compress the sales cycle so radically that sales people typically must accomplish in one call what would have required several calls and an in-person meeting as recently as two years ago.

“Buyers no longer take meetings,” Steve said. “Every company today is smaller than they were a year ago, so decision-makers are much busier and they’re getting calls from more sales people than ever. You don’t have a call to introduce yourself and sound them out, then another to make your sales pitch and start talking about your solution. When you get the prospect on the phone and they show interest, you had better be able to show them something or the sale is going to the next person. If you don’t have me at hello, you’re done.”

Web-based conferencing and traditional demonstration tools, however, weren’t designed with this pace in mind. Most of them are complex, unreliable, and require the hassles of software downloads, pre-scheduling and registration, which won’t work with today’s harried buyers.

How Glance Helps
Steve has a Glance sales demo ready to go whenever he calls a prospect. If the prospect is interested, he can instantly transition to showing what’s on his desktop and enhance the engagement immediately, with little to no effort on the prospect’s end. 

“At my seminars I always ask, if you think sales is a process, why do you treat it like an event?  “Most screen sharing tools treat sales as an event, where you have to schedule a session in advance. By using Glance to make screen sharing part of my process, I can ask my prospect if they want a quick demo, and within 48 seconds they’re looking at my screen.”

Results
Steve says Glance gives him the “two degrees of improvement” that provides an edge over his competitors.

“A constant challenge in sales is what can I do differently from the other guy so I can be more successful,” he said. “Even a one or two percent efficiency increase is going to get me more attention, and I’m getting way more than that from Glance.”

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About Plan2Win

Plan2Win Software was founded by sales veterans and former vice presidents of sales to provide tools for real territory sales strategy and key account sales planning. The company’s software and sales training push sales people to think like business people. They learn to think analytically, methodically and strategically about their industries, their selling techniques and their sales territories. More importantly, Plan2Win makes them think in new ways. To be successful in today’s environment, sales people have to have business acumen as well as sales skills. For more information visit http://www.territoryplan.com/

About Glance
Glance is a simple, quick-connecting screen-sharing tool designed to help sales pros maximize every conversation within all steps of the sales cycle; prospect, demo, close and support. The Arlington, Mass.-based company’s technology is used by thousands of companies worldwide. For more information, or to sign up for a free, 7-day trial, visit http://glance.net or call 1-888-945-2623.

A Marketing Guru Spreads Her Mojo with Glance

Angela Wills is on a mission to help marketers. She hosts a radio show and teaches and coaches marketers, with a specialty in online business strategies (MarketersMojo.com).

Knowing that many of us are visual learners, Angela combines Glance's screen sharing with phone conferencing to instruct customers across the globe.

Watch her video on our Lights, Camera, Savings Youtube page, and you'll see how recently she taught a 4-6 week course on how to manage affiliate programs. Her customers learned valuable info, and Angela generated income through the program. Just one of many ways you can generate income with Glance.

"Just using the screen with the conference line helped me connect with my customers," says Angela, who has experienced that aha moment you get with Glance that's hard to describe.

While Angela's spreading the mojo, we're spreading the wealth – giving Angela three free months on her Glance account, just for her short video explaining how she uses Glance! 

What are you waiting for? For three months free, and exposure on youtube and this blog, send yours today!

"Thanks to Glance, I don't even have to put my shoes on!"

Ruben is living proof that Glance isn't just for companies – it's for barefoot freelancers, too.

In this recently submitted video, Ruben expounds on the virtues of using Glance:

"Today, for instance, we have bad weather. It's cold outside, all rainy and muddy," reports Ruben, as he points the camera at the bad weather outside. "I don't have to go anywhere. Thanks to Glance."

With summer around the corner, most of us won't have to worry about weather. But there are plenty of reasons for people like Ruben to use Glance all year long.

As Ruben makes revisions on his Photoshop documents, clients watch in real time, while discussing changes on the phone. Using Glance's super simple screen-sharing tool, clients see what's happening on Ruben's screen and they give instant feedback, make suggestions and provide approvals.

This saves everyone the back-and-forth hassle of multiple revisions, and makes scheduling in-person meetings a thing of the past...allowing Ruben the pleasure of going barefoot all day long. Taking advantage of artistic license, Ruben shows his actual foot as evidence. Okay, we're convinced!

Ruben, to show our gratitude for your video we're going to "foot" the bill on three months of your Glance service – a savings of $150 – all because you submitted your simple video to Glance's Lights, Camera Savings page.

Same goes for any other current subscribers. Follow Ruben's lead, let us know what you're up to, post a video – and get three months FREE!

How One-Click Desktop Sharing Provides All-Day Help To DayliteHelp.com

Cynthia provides sales training and tech support for customer relations software, Daylite.

We were glad to hear in her new video that DayLiteHelp.com's customer relations are improved by using Glance.

Cynthia's in Portland, OR, but 95% of her clients are spread out all over the world. In her new video submitted to Glance's Lights, Camera, Savings page, Cynthia maintains that "the only way I can help them is to use Glance, and I use it all day long, every day."

Wow. All day long, every day! Sounds like the difference between a nimble, one-click screen sharing tool like Glance and a complicated web conferencing application like WebEx.

Glance's lightweight, business-class interface allows Cynthia to jump on and off with customers all day long, to "share clients screens, share their mouse, and provide them with real-time training."

"There's just no way I could do this without using the Glance software. So a big thank you to Glance."

Cynthia, there's just no way we could offer Glance's one-click desktop sharing without people like you! So the thanks is all ours. We're happily awarding you with three months of Glance FREE for your wonderful video testimonial.

Same goes for any other Glancers looking to save $150 – simply post a quick video about Glance, and fame, fortune and glory is yours!

Directory Solutions Group Finds The Perfect One-Click Solution For Software Demos On The Fly.

If you were in the market for directory solutions software like rDirectory or SimpleSync, would you rather sit through a one-size -fits-all automated presentation on the manufacturer's web site...OR experience a one-on-one, personalized web demo conducted by a value-added reseller (and software guru), in real time?

Most of us would choose the latter – and that's exactly what Jerry Welch is offering his customers, with the help of Glance.

For years Jerry's been presenting software products on the fly with Glance's one-click screen sharing, and increasing his bottom line in the process.

Jerry points out in this new video testimonial how "it's nice to have a client on the phone and say ' would you like to take a look.' They ask when I can schedule a presentation, and I typically say how about right now?"

How about right now, indeed. That's Glance in a nutshell!

And with the recent addition of reverse screen sharing, Jerry can view and control his products on his client's desktop. "It just became even that much more valuable," he explains.

And you just became more valuable to us, Jerry! That's why we're giving you three months of FREE Glance service – that's a $150 value – in exchange for your simple video posted to our Glance Lights, Camera, Savings page on Youtube.

Same goes for anyone reading this – post your simple video right now and save big on the tool that's changing the way smart companies do business around the world.

If anyone's interested in rDirectory or SimpleSync, please contact Jerry for a presentation. Chances are it'll also be a great way to see Glance in action.

Thanks Jerry!