Planful

Mike Rizzo: Hey everybody, welcome back to our favorite thing, the no bullshit demo series. And today I am joined by Nick who is going to dive into what I think is a pretty interesting product and as you’ll see from the state of the milk research year over year is becoming more and more important. And I don’t want to spoil the surprise, uh, but Nick here is gonna, um, to, uh, everything that is good about planful.

So Nick, can you please introduce yourself and then we’ll dive into the questions.

Nick Lee: Sounds good. Thanks Mike. Uh, I’m Nick Lee. I’m a solutions consultant here with planful. So really my main responsibility is working with prospects or customers, helping them Understand the value of the platform and how they can get the best investment at a planful Um been with plant for about three years now and prior to planful i’ve worked in this software space, which is Financial performance management i’ll i’ll go a little bit into that Uh and how it relates to the marketing ops side of things uh, but um have some experience, um working with implementations and doing customer service things as well

Mike Rizzo: awesome uh, what I can tell you is The amount of times our community has been like, can you just get me on with the solutions person?

Like right away, I just want to talk to them. Uh, I don’t really want to talk to your AEs. And that’s, that’s part of exactly why this no bullshit demo series exists. And I’m super stoked that you’re here to do it with us. Um, not that I have anything against an AE giving us a demo, but, uh, it just gives us a, you know, your, your perspective is You’ve probably seen some things, so it’s helpful.

Yep. Yep. For sure. Awesome. Well, cool. Let’s dive into our very first question, which is of course, what is the product? What does it do? Why does it exist?

Nick Lee: Yeah. So, and I’ll try to not make this long winded, uh, but figure I’d give you a little bit of a background around our company first. Um, so for Planful, really where we sit is in financial performance management software.

So really what that means for businesses that want to automate financial processes like budgeting, forecasting, scenario analysis, all of that jazz. Um, they’re able to do it within our platform. Now, Within our platform, uh, we cater to different areas across the business. So, you know, traditionally, we’re speaking to a lot of finance and accounting folks, right?

For forecasting, planning, budgeting, and for accounting, it’s, you know, reconciliations or, you know, cash flow projections. But then, um, you know, in terms of trying to contribute to that overall plan, we, we think of financial performance management as a team sport where we want to get other people like the marketers, like people from HR contributing to those plans.

So what we have in the platform. Our purpose built applications that meet those people where they need to be able to plan. So as an example, HR folks, if they want to do people planning, right, they’re not focused on GL codes and where that’s hitting the financial statements, right? They’re focused on. Okay, what’s this person’s salary?

What’s their benefits? Uh, what kind of benefits plan are they electing? What are those costs going to look like? And on the marketing side, um, you know, people are campaign focused or they want to be able to see ROI in those campaigns and be able to see, okay, am I under overspending on my budget? So, you know, what we try to do is You know, take people out of spreadsheets and bring them in a system where things are familiar to them and they have a purpose built application to use to, to conduct those plans.

Mike Rizzo: Yeah, I love it. I love it. Um, I can, I can say with, um, great confidence that there seems to be this like rising tide of, uh, what you said, right? Like the team sport, right? People really trying to understand how does the business make money. What do we need to do to understand how the business makes money or spends money?

And how do we contribute to the overall bottom line? Uh, rather than, you know, continuing to pull away from it, right. And showing ROI as best as we can. I am super excited by this sort of new era of alignment. We did some episodes with, uh, a gentleman who runs the CFO Alliance. I know you are all very familiar with that group as well.

Um, and I cannot champion enough how important it is for a marketing operations professional to really think about this piece of the business too, and start bringing this into the mix. When you talk about GL codes, right, general ledger codes, and specific, effectively naming conventions, really, at the end of the day, right?

It’s like, how do you recognize and categorize your revenue? Marketing professionals are doing that all the time. They’re categorizing campaigns. They’re doing UTM structures. They have standard naming conventions and processes to follow. We speak a lot of the same language as folks that are on the finance side, yet somehow we’re like two ships passing in the night all the time.

We’re not quite, you know, meeting each other in the middle. So anyway, you can tell I’m particularly passionate about this. I don’t usually go long winded. I’ve on this part of the segment either, but, um, I’m excited that we get to learn more from you guys. So I appreciate it. Yeah, for sure. All right. So.

Let’s dive into the second question, which is why do MoPros use your product? If you can, do your best to show us about like three examples or so of where it really shines.

Nick Lee: Yeah. Yeah. So, so really like in terms of the marketing solution, you know, we’re going to allow you to measure your marketing plan at every level of the plan and get, gain that visibility.

Um, so you know, whether it’s creating the budgets, managing that spend, analyzing the ROI. Bye. That’s what you’re able to do within the marketing side of things. Um, now in terms of, you know, why do, you know, Mo pros use our product? Uh, I think it really boils down into a couple of things. First, it’s just time savings.

Um, like the, the, the problem that you introduced, right? Two ships passing each other. Um, there, there’s just a gap between marketing and finance sometimes where people are, you know, they have to, in order to get things reconciled, They have to take things out of offline into spreadsheets and do a lot of manual work, a lot of stitching things together and, you know, a lot of these times these spreadsheets are disconnected.

So, you know, what we’re going to be able to do is actually bring in all of that marketing data so that it’s there for you in real time. And then you can easily come in, start to manage your budget, whether it is, you know, cutting down on certain activities or, you know, planning out new ones as an example.

And then, you know, having the visibility to that is, uh, going to be key where because you’re no longer, you know, at the end of every month, you get an invoice and you have to figure out, okay, where is this spend going? You’re now having that at your fingertips, and now you can actually start to bring in your key metrics along with that as well to see, okay, how is this activity performing?

So once you have all of that, um, you know, really what’s helping marketers is they’re able to see their best performing activities. And then from there, being able to easily shift around dollars where it’s like, okay, I have one campaign, it’s, it’s underperforming where I have another campaign. It is overperforming, you know, let’s, let’s actually move some of that budget into this campaign because we’re actually driving a higher ROI.

And a higher, you know, whatever that key metric may be. MQLs, leads, uh, revenue as an example. So really having that full visibility into seeing, you know, what’s performing well and what’s not along with the time savings. Oh, I’m excited for you to show off the product. And then I think, yeah, it’s probably, it’s probably good enough where, where I can dive in.

So let me go ahead and share my screen. Okay, great. So I am. In the plan for platform right now. And, uh, effectively what I’m looking at is an example of a living and breathing budget for a marketing team. So, uh, before I get into some of the numbers and, you know, what it’s like to interact with some of them, um, just want to first call out.

So, what we have is basically a budget that’s been created and it’s broken out by individual function. So, you know, we have corporate marketing, field marketing, so on and so forth. That is, you know, a common way that we typically see marketing teams try to break out their budget. Uh, however, you know, the, the customers that we work with and they range from different sizes.

I know we’ll, we’ll get into that, um, later on. But, you know, some of them may look at things differently where, okay, maybe instead of by function, they want to look at things by channel or by region. Um, so, you know, that’s all to say, you know, this, this isn’t going to be a lockdown structure that you’re tied down with.

It’s going to be configurable to your marketing teams design. Um, and now within here. You know, what I’m able to do is actually come in and start to interact with the budget now from an end user point of view, you know, I think a VP of marketing, they may have this view where they can see all the different functions, all the numbers and activities underneath each, but reality, you know, we like to see this in the end users hands, right?

So, you know, in terms of an individual marketer, they may have access to only something like America’s demand generation as an example. Right. And so what I’m going to do is actually filter this down just so that it’s not a lot of noise happening in the background as I, as I walk through things.

So now that I’m in America’s demand gen, I can then start to break things down further and I can actually see budget along with the budget associated with different channels as well as individual activities or tactics underneath. And so, you know, within this. Um, basically if I’m looking at my budget, anything in black here has been set and given to me by that VP of marketing or somebody that has delegated that budget, right?

Um, so here I’m able to, you know, track to see, okay, how much do I have at an overall level? And then as I start to plan out activities underneath and budget for those, it starts to pull away from that pot of money. Now, what you’re seeing as well are some other numbers in green and red. This is what it’s actually going to tell me how, how much have I actually overspent in a given month, or maybe I have left within a given month as well.

So, you know, the nice thing in, in really the picture that we’re, we’re helping to solve for is this picture here, where I get this chart for you, the budget. Basically, I’m able to see, okay, what have I actually spent? What have I committed and it should be locked away. And then what do I have available, uh, in terms of what can I spend to plan out new activities or what do I have to create a plan for in order to create that spend?

And then within here, uh, basically what I’m able to do is then, you know, make any changes necessary, um, or, you know, contribute to that plan where, you know, I can see, okay. Right. You know, let’s say we have, um, this ROI campaign. It’s scheduled for September. It has 5, 000 left. I haven’t spent any of it, but maybe we want to shift that out into another month.

Right. I can easily drag and drop, move that over. Now that budget has been set there or, um, in another example, if I scroll a little bit more developer awareness ads, right here in the month of August, we actually overspent by 2000. What I can actually do is say, Hey, let’s pull from this December budget that we have to true that up to make sure that we’re not overspending.

We’re keeping track in tabs of where our budget is at any moment in time. Uh, and then, you know, let’s say in a different example, okay, maybe this ROI campaign, I actually don’t want to do that anymore. Uh, it’s no longer in our plans. We’re doing, we’re planning to do something else. What I can actually do is remove that.

And what it’s going to do is actually. Put it back into that pot of money that we have so that again, people have that visibility into, okay, you know what was spent, but then what is stored, stored away. And then what’s, what’s remaining, because I know a lot of times people today, you know, they’re getting an invoice at the end of the month.

They’re having to go back to their plans, update it within a spreadsheet and then, you know, maybe inform some other people’s to update it in their spreadsheets as well. Right. It’s not dynamic. And, It can take a lot of time just to get that work together. So having that in real time is going to be super valuable for those marketers.

Mike Rizzo: Oh yeah. Yeah. This is huge. This is really, really cool. Um, I’m sure you have more to uncover here, but I do have a question about the, uh, this performance, uh, bit. Um, what is that relative to? Is that relative to the goal relative to time? Uh, yeah. Tell me about that.

Nick Lee: So it is relative to a goal and time, uh, and I’ll get into that, uh, in just a moment, but basically, um, you know, what, what we can do is set targets like for Google ads.

Hey, I want to have, um, you know, 5 million of revenue by the end of the year, right? In order to get to that, we need to collect all these different steps where it’s okay. We need to figure out how many leads we’re getting in the door first. From there you can set targets as to, okay, I want a milestone. I want X amount of leads by this date.

Uh, so that, that’s really where that, that performance is coming into, which, you know, I’ll, I’ll show in a couple of minutes. Um, I think one thing I wanted to call out before we dive into here, just so that, that people are aware, um, you know, in terms of how this data is actually getting in here, uh, we’re going to be trying to pull that data from some of your source systems.

And we can, you know, talk a little bit more later on as well about, you know, some common systems that we, we typically, uh, interact with. But, you know, in terms from, you know, all of the costs and how we get those actual costs in, in, in, in the system, you know, we’re going to be pulling data from your ERP system or, you know, any other system in which you’re collecting those costs, right.

For the committed pot of money, right. We can actually connect to your purchase order systems as well. So if, if marketers have to go through and submit purchase orders, um, You know, basically they’re saying, Hey, we want to use this money for this purpose. Right. And you don’t want to, um, overstep and, you know, kind of double count that money in different ways.

So we, we connect to that so that we account and basically you can tie that into, um, the, these particular campaigns as an example, where we can have unique identifiers that connects all that data and also connects it to the GL codes as well.

Mike Rizzo: Very cool.

Nick Lee: Now, you know, that that’s kind of the first piece, which is really that that marketing, uh, budget management and spend management.

Um, now in terms of being able to see the goals, it’s going to be a little bit different. So in terms of being able to track performance, you know, what we believe in, uh, here within plant full is is gold based marketing where. You know, you may have different goals such as, okay, I want to increase sales or, you know, we want to increase the awareness of our brand.

Right. Um, we can set up different goals and obviously there’s different metrics with that as well for increased sales. You know, we’re looking at revenue for brand awareness and maybe a click through rate, right. As an example. Uh, but you know, in terms of that, we are setting things up so that you’re able to track those metrics and see, you know, how those individual campaigns are performing against that goal.

Um, again, just like how we had the budget discussion around, you know, it’s going to be configurable to your organization. Other folks will have different types of goals, right? They may have revenue targets broken across region. I know that’s a common example that people use if they are, you know, not so goal focused, you know, in this, in this sense, right?

So again, different ways that you can start to measure this. Uh, but you know, what’s really nice is now that all that data is flowing through. And what we’re also going to do is connect to. Things like, um, you know, some of your source systems, whether it’s, you know, Salesforce or, you know, Google ads, LinkedIn ads, we have some out of the box integration points.

We’re going to be able to pull in those metrics as well so that you’re able to track it over time. And from there, basically within this increased sales goal, I can then start to break things down further, right? And you’ll notice it’s actually some of the same stuff that we were seeing in that budgetary view.

It’s just now. Pivoted in a different view where now it’s rolling up into this increased sales goal, because these particular activities are going to be focused on, on revenue generating. And then from here, you know, what we can actually start to do is start to look at things from not only an overall sense where, okay, how am I doing for my increased sales goal?

I can see, okay, how many deals have we brought in? What’s my target? Um, but because we’re also bringing in the costs associated with that as well. We can then start to calculate things like an ROI as well.

And then within here, you know, I can set up different milestones, be able to track that and view that along the way. So that’s what those indicators are on the left hand side, which makes it super easy where they can easily see, okay, this social media lead gen campaign not performing well, you know, let’s actually shift some dollars or replan, reforecast, um, so that we can, you know, meet these goals.

And this can happen this can happen at different levels too. I did that the whole increase sales, but if I wanted to do an individual tactics. campaigns can do that as well.

Mike Rizzo: Awesome. Thank you, Nick. I appreciate you running us through that. That is some really, really insightful stuff. Um, yeah, let’s just keep working through some of the rest of our favorite no bullshit demo questions.

Cause, uh, you hinted at a few of them already and I’m kind of eager to hear about the rest. So let’s dive into the next one. So what integrations are most frequently used in platform?

Nick Lee: Yeah. So I think, you know, for a lot of those marketing type systems, Salesforce, Google ads, LinkedIn, Meta, uh, as you saw, we have some out of the box connectors, um, but you know, in terms of other systems, right?

So I mentioned purchase order systems. I know a lot of organizations are using like a Coupa or a zip, right? Those are, are commonly used. And then, you know, obviously with ERPs, You know, I think the big players in this space are ones like NetSuite and Sage, Intact. Um, you know, those tend to be the common systems that we see.

But, you know, in terms of actually getting the data into the system, um, Can handle it a number of ways. Like I know within organizations, sometimes security or it, you know, they may have their, their hands on things and don’t want people connecting to them. There’s different ways that we can set up, you know, that automated, um, connection points or, you know, even just do manual uploads as well.

So, okay. Can collect data from any number of systems that people need.

Mike Rizzo: When you mentioned earlier, uh, I think the thing that, uh, I just thought it was cool. And the fact that you even had it on the thing as an idea of like, sort of like in a way measuring brand awareness efforts, right? Um, you know, you, you sort of cited an example like, Oh, maybe it’s just click through rate or whatever.

Is that coming from more like a web analytics or are you saying like, Oh, typically we’ll see that more through like click through rates on like ads that were running and stuff like that.

Nick Lee: For ads or just, you know, maybe it’s some webinar registrations, right? Different ways that. Folks want to be able to to measure that that brand awareness.

Okay, so we could,

Mike Rizzo: you know, Foreseeably pull in data around other campaigns that are even just like webinars or what have you? Yeah, very cool Okay, it’s funny as I prepared for today as thinking about this no bullshit demo and I was like You know, what’s funny is I, I really don’t tie these things together to, you know, the production time and cost and, you know, the, the, all of it.

I don’t actually know what the margin is on producing these things. I should probably look at something like a plan full at some point. So, well, it’s very

Nick Lee: hard. It’s very hard if you’re doing it manually, I’ll tell you that. Yeah,

Mike Rizzo: I’ve got a, I got a team that’s helping us out now, but yeah. Yeah. Anyway, so this has been insightful for me.

It’s a lot of stuff that I think about all the time. Um, Anyway, so let’s keep moving through the next question. Um, what is the average size of your customer today?

Nick Lee: Yeah. So I think just purely speaking averages, um, you know, I’d say a hundred million to 250 million in revenue is, uh, a common band that we see, um, in terms of the actual marketing budget.

That’s something that we look at as well. Uh, and that is, you know, excluding any headcount that you’re accounting for within that. Um, so, you know, typically we see budgets of, uh, Anywhere from, you know, 7. 5 to 15 million as a, you know, average size budget, um, in terms of how many people are going to be working in the tool.

Right, we usually see teams of maybe 25 to 50 people on average. Um, But, you know, that’s not all to say that we can’t go lower or higher, right? So we have a lot of customers that have smaller market or budget or, you know, a small amount of people in the tool, right? Or even, even larger as well, right? So, you know, when we get into those situations, we, We want to make sure that, you know, for those higher band customers, we can fit all of their needs.

’cause obviously, you know, their market marketing operations are gonna be a little bit more complex and there’s gonna be a lot more data coming through. Uh, and then for the customers on the lower end of the spectrum, you know, we want to make sure that, you know, it’s a good fit and it’s gonna help them do things more efficiently today.

But then they also can see growth within the product and evolve within it too.

Mike Rizzo: Yeah, yeah, absolutely. I mean, I think this kind of visibility for a growing team, um, is paramount, frankly, for any growing organization. Um, It’s been quite a game changer for us at marketingups. com to have more professional, uh, fractional CFO type of help.

And, uh, yeah, I can, I can guarantee that hopefully people who sign on that are in the lower band are seeing the value and can grow from there. So very cool. All right. All right. So let’s dive into the next one. Um, what would you say is the average time to complete an implementation?

Nick Lee: So I think it would be.

Anywhere from like seven to ten weeks. Um, you know, that’s typically what we see. Um, same thing goes for, you know, other areas within the Planful platform as well. Uh, basically, you know, as you saw within, uh, the, that, that short demo that I gave. Right, it’s an application and it’s, it’s out of the box. It’s purpose built.

Right. So I know some other systems, they may have to build something from scratch or, you know, do some coding in order to, you know, kind of customize the look and feel of something, but that’s not the case with us where, you know, it’s, we’re talking weeks, not months in terms of the implementation. Okay,

Mike Rizzo: great.

No, that’s awesome. Um, I mean, there’s a lot of moving parts there. So I think that’s perfectly reasonable to, to, you know, I don’t know. That’s where my head was at one. So I was like, Oh, cool. Sounds about right. All right. Uh, let’s talk about your pricing model. And, um, if you can share a little bit about implementation and like setup costs.

So how do you price the tool and are there additional costs for setup?

Nick Lee: Yeah, and, you know, I, I can give you some high level price just because I’m not the AE, um, so they’re going to be giving that. But, um, you know, I think we typically like to stick with a three year annual subscription. Uh, and then in terms of those one time setup costs, you know, there is one for that implementation.

Um, where, you know, it’s typically, um, You know, anywhere from 0. 5 to, you know, one, one X times the, uh, subscription costs annually. So, you know, you’ll see that initial spike with the year one of the ownership costs. But, you know, after that, you know, you’re no longer paying implementation fees.

Mike Rizzo: Sure, sure.

Yeah, I mean, uh, systems like this, you know, your, your CRM marketing automation platform, arguably, you know, something as important as a plan full, um, makes sense, right? Like getting the, the right help and the expertise behind it to have some implementation fees on there makes perfect sense to us. Is it, um, Is it like seat based?

Is it more just like, more just like annual unlimited seats? Is it modules? Is there anything like specific there around pricing? You don’t have to tell me the price, just more like how does that usually come to fruition?

Nick Lee: Yeah. Yeah. So, you know, I think that’s also factored into price amount of licenses is certainly one of them, as well as, you know, the amount of data that’s flowing through, right?

If you are a 10 million marketing budget, Right. You know, that’s something that we see often it can handle, but if you are a 200 million marketing budget, right, there’s a lot of additional moving parts that, you know, that we like to account for as well, just to make sure that, you know, things are going to go smoothly for you all.

Mike Rizzo: Okay, perfect. No, that’s helpful. Thank you. All right, cool. Um, let’s dive into the next one. So what internal teams would you say are needed to get fully implemented?

Nick Lee: Yeah, so, um, I think. For one, obviously the marketing team is going to be in there. Um, so, you know, being able to, to get the data in the hands of the marketers, you know, that’s going to be key as well as all of the analytics and the results that you can start to slice and dice your views and be able to, um, You know, see, see how things are performing.

Um, other teams, um, I think it will, will probably need to be involved, uh, initially just in terms of getting things like single sign on set up. As well as, you know, transfer of data from some of these other systems. Um, so, you know, some organizations will, we’ll kind of have, you know, it focused people that, you know, work on everything Salesforce, right.

And so they’re kind of the gatekeeper. So a lot of times we’ll bring them in and work with them to get that transfer of data set up. Um, and then lastly, um, possibly any finance or accounting teams. So, and that is really for reporting alignment where in terms of all the work that we’re doing here, getting that structure set up, we want to make sure that it’s going to, you know, align with all of the reports when all that financial data is, you know, getting sent back to the finance team.

Mike Rizzo: That makes a ton of sense. Yeah. I expected a finance team to certainly be dropped in there for sure. Yeah.

Nick Lee: Yeah.

Mike Rizzo: Cool. All right. So what about external agencies and consultants? Do you feel that they’re needed to be successful? This really comes from the community. Like all these questions for for that matter come from the community at the end of the day, but this one definitely boils down to look.

There are some CRMs out there where getting it stood up, you, you kind of need to go to a partner to really make it do what you need. Do you feel that planful falls into a category of, you know, getting some partner help from your partner ecosystem is seen regularly is almost a standard. What do you say?

So

Nick Lee: I would actually say no, um, just because it is, again, a very purpose built application where, you know, a lot of the times these marketers, they have kind of everything built out already. It’s just living in spreadsheets. And so, you know, our implementation team, they work really hard as well as, you know, our partners that we, we, we have a partner network that helps run implementations as well.

Um, you know, they’re going to work hard to get the structure that you need. Uh, but, you know, I would say in terms of You know, customers that we’ve had, they’ve certainly had some external agencies involved, and I think that typically comes down to, you know, ones that may be going through a, you know, a large change management movement or, you know, even a budget restructuring where people, um, you know, want to, you know, reorganize how they’re actually doing the budget.

Um, or, you know, I know for, you know, some other. Um, organizations, they, they may just want an extra helping hand for any ongoing maintenance or, uh, management of that budget as well. So, you know, certainly welcome, but I definitely not needed and, you know, it’s, I wouldn’t say it’s common. Okay,

Mike Rizzo: cool. No, that’s super helpful.

Thank you. And then, uh, let’s talk a little bit about your support options, uh, you know, how does that usually work? Uh, do they cost additional money? What do you have in terms of support?

Nick Lee: Yeah, so in terms of support, uh, basically once you sign up. Uh, you’re going to have access to a lot of our resources. So we have, you know, 24 7 support on our end.

So if you run into a bug or, you know, anything like that, people can, can help resolve, uh, in a quick manner. Uh, we also have, uh, training materials online in an online, you know, um, Help documentation, right? So people can come in and be able to look up the problems that they need. Um, we have a customer community as well, where we host events.

People can connect with other customers, see how they’re doing things or, you know, bounce ideas off each other. But then additionally, they’re going to get a dedicated customer success rep from planful that you can ping anytime, set up any meeting. Um, but you know, in terms of the support, uh, we do have.

Other offerings if people want to, you know, let’s say buy a package of hours that they can, you know, use for any maintenance or any ongoing support can do that as well.

Mike Rizzo: Okay. Very cool. No, that’s, that’s good to know, especially for those, you know, larger enterprises that want to make sure they got that white glove touch.

You know, we’ve seen that before. Exactly. It’s our final question, Nick. Uh, thank you for bearing with us, but let’s talk about the average time you feel it takes to see success. So this is, you’ve, You know, we went through an implementation. You gave us a number of weeks to get implemented. At what point do we start to really feel like our goal has been achieved?

There’s ROI. We’re starting to understand the value of Planful.

Nick Lee: Yeah. So, you know, I think internally our first definition of success is we want the customers to have the data in their hands, in the platform and be able to interact with it. within one month of the implementation start. So, you know, that’s going through, uh, working with our implementation team, getting in an approved configuration, approved design, and then having it up and running where people can then start to, you know, do some of the things that I was showing around the budget management.

Um, and then, in terms of, Being able to consider, you know, the other side where it’s now we’re looking at the ROI, or we want to look at, um, some different reporting that we can create, or we want to optimize how our budget, um, how, you know, some of our decisions over time, you know, that, that’s really, um, That’s really, you know, anywhere from, okay, after a few months up to a year, we start people, we start to see people, you know, kind of evolving into that and gradually, um, getting into that point where they can, you know, get the, the full benefits and then the optimization portion of it as well.

But, you know, I think in terms of that first month, getting that data in there, you know, it’s still going to be super helpful just because again, it’s going to give you that visibility. As well as, you know, it’s going to get you out of those spreadsheets and the manual work that people may be doing today.

Mike Rizzo: Yeah, for sure. I mean, like it’s got to feel good to be able to interact with your data, uh, in a more cohesive environment within, you know, let’s, let’s call it four to four and a half weeks or whatever. Right. So that’s, that’s a, I love that you have an internal goal to be able to get people stood up and aligned inside of that timeframe.

Um, it shows that you guys are super dedicated to, to following a process and making sure people have success. So, well, yeah. Nick, I really appreciate you doing this. No bullshit demo with us. I’m sure our viewers will appreciate it too. Um, so I just want to say thank you again. And, um, you know, if you guys have come up with more features and you want to share more with us, be sure to come back and do another one with us.

Nick Lee: For sure. For sure. Thank you, Mike.