DataSelf Analytics for Salesforce.com - 2019 Year End

All right, good morning everyone. Thanks for joining us. This is Johnny Girardi. I'm Data sales founder and CEO and today we'll talk about data self analytics for Salesforce. We use primarily Tableau as the main user interface for the analytics layer. And as you might know, Salesforce has acquired Tableau a few months ago. So it's a great combination of having Salesforce and Tableau together and many companies now are asking how we can make them both work together more efficiently or even just get them to work together. I've been doing analytics for mid sized companies for about 20 years and as is in leading Data self for about 15 years, we've been working with Tableau for over 8 years now and with Salesforce and Tableau for more than four years. So we do have a great value to add for companies who are trying to get more value out of their sales force and even other systems. And the idea today is to give you a little glimpse into the possibilities. Having said that, I'm going to go to my presentation. One of the exciting things for me as a business owner is I'm seeing a lot of companies in the mid market that have invested heavily in Salesforce and other systems where management is finally asking the questions how can I get the data out of these systems? You know, you have the data, it's right there. But, but trying to get information insights from the data in an easy manner, anytime, anywhere by people that are not it is typically challenging. They want dashboards and reports and typically they have to ask the IT kind of people to come up with new reports and dashboards. So management is finally asking and investing in solutions so they can have timely, informed decision making. And that's what my business have been focusing for 15 years is to empower decision makers with easy access to their data from Salesforce and any other data silos they might have. How do we do the magic? Primarily here I'm showing the architecture. We pull data from the data sources like Salesforce. We can also pull data from other data sources like the accounting or the ERP system, Excel, Google Analytics, Social media, point of sale system. Whatever data silos that company has, we pull the data into a framework that can be completely cloud or can also be on premises. We use very robust technology, AWS and Azure for cloud infrastructure. We use SQL data warehousing to do data preparation, data integration, things of that nature. And we use tools like Tableau and Power BI to make easy for business people to find information that they're looking for anytime, anywhere. Over 15 years doing this we have built a very comprehensive set of reports and dashboards that are ready on day one. For Salesforce we have about 1500 reports and dashboards covering opportunities, contact management, tech support, things of that nature. If you also have ERP systems, we also have dows of reports ready to go on day one and we can easily combine erp, CRM, excel, any data together and I'll show a little bit of that as we go through the presentation later. At the end of the day, what's most important is decision makers, salespeople. They'll be able to access their information, their reports and dashboards using different devices like you know, Windows computers, Mac computers, web browsers, anywhere, mobile devices like for iOS and Android, getting information by email, receiving reports automatically in their inbox, getting alerts. So we usually provide decision makers with easy access to their data and it's very easy for them to make changes, it's very easy for them to slice and dice the data. With data self framework, pretty much you can have users using the system with pretty much no training. And I'm going to show some examples where if you know English, just know the language, you can actually ask questions. Natural language is one example, pretty much zero training. If you know English, you have to know English. And there's other functionality to show that it's really empowering for business people to go beyond the pre configured or the available reports and dashboards. So very easy for them to find answer to their questions anytime and anywhere. So what are the main benefits? First of all, as I mentioned, decision makers, business people, salespeople, they're usually not it. And if you show them tools that are complex to learn, guess what? Many of them will not use those tools. So providing a framework that can be inside of Salesforce with better reporting, better dashboarding is critical to empower salespeople to be more efficient and to be able to slice and dice their data without learning. Complex training must be something very simple, fast. No matter how much data you have in Salesforce other systems, reports must run in seconds. Salespeople are usually not patient to wait a report that takes too long to run. So no matter what the data you have, no matter what kind of license dicing they want to provide to your salespeople, reports will run in seconds. And we guarantee that data self reports will run under 10 seconds no matter how much that you have, usually in a few seconds, but the limit is up to 10 seconds. The other thing that many companies have challenges with when they start doing reporting or more reporting out of Salesforce is just Takes a lot of work to build custom reports. We learned this early in our career in our journey and we have built a lot of reports that are popular, critical must have reports for different organizations. That's out of the box. So on day one when you deploy the solution, you don't have a blank sheet of reports. You have more than a thousand reports out of your Salesforce system. And if you decide to also integrate data from other systems like ERP, then the out of the box go to over 5,000 covering cash flow, projection, sales, financials, quantity on hand by item, whatever it is, not whatever it is. But there's more than 5,000 answers on day one. So it makes faster for you to give your business users insights to their data. And finally, you know, this word maybe is not very appropriate sometimes in webinars, but I have so many clients that when they came to us they told us that the competing products they were clunky, they were ugly and did self add sexiness to reports and dashboards make them beautiful. I say no, we make them beautiful, we make them insightful. And if you call that sexy, I appreciate because kind of sells as well being the most beautiful solution out there in a way. And primarily it's really beautiful because we use tableau, which continues to be the gold standard when it comes to reports and dashboards. It's beautiful, it's insightful and it really helps people get information out of it. I have a success story to tell about David Witter. He was supposed to be with us today, but he's actually flying so he could not make it today. He's the sales director of NPC Global. They have been using dataself for Salesforce combining data from Sage, ERP and from Excel Quotas for. He's been doing this for about three years now and one of the main use cases that he's been using dataself out of the three systems is something that before was very painful. One of the things he's been doing with his sales team is they can control the actual activities that salespeople do. So let's say they can manage how many calls salespeople do, how many meetings they do, how many quotes they do, but they can't control if clients are going to place the order or not. So they're really focused on helping salespeople do a certain number of calls, a certain number of meetings every week and every month. And the challenge was actually managing those things and seeing the actual results in Sage. So they have the actual calls and meetings logged in Salesforce. They have the quotas for each of these different activities in Excel sheet and then the actual sales is recorded in Sage. We bring all of these three data sources, Salesforce, Sage Sales and Excel quotas inside of Data Self in the data warehouse. We combine the data all together. So when he goes and see to an account manager, he can see the actual attempts which is recorded in Salesforce. Attempt goal is actually in Excel. The attempts is what is actually recorded in Salesforce. So they have a quota of 300 goals in this month and the account manager will actually did a lot more. Here is the actual results. How many actual meetings the salesperson had. The meeting is recorded in Salesforce, the goal also in Excel. Number of proposals in the actual proposals being sent out and the results coming from Sage. So before he had Data Self he was spending many hours on a monthly basis to combine all of this data out of the systems into the Excel to come up with the actual comparison. It was very time consuming. As a sales director, that's definitely not something that he should be spending his time with. With Data Self we completely bring this data together is refreshed every day so he can help his account managers every day to see where they are if they're needing some assistance, some challenges and work with the sales problem, not with the data preparation problem. For the past few years, helped by Data Self, NPC has been experiencing double digit growth in their sales. And David said that part of the reason is because before Data Self, you know, they were spending a lot of data prep and not as much data, not as much time analyzing their data. The second thing was if the total sales was growing or declining before, they couldn't really understand what was driving the growth or decline which clients were driving. You know, it was very time consuming to see clients growth and decline. Products growth and decline was some other factor that was in the sales process was skewing numbers and they were actually managing the wrong initiatives. With Data Self pulling all this data together. David became very savvy in taking a report like this. Just drag and drop and see, hey, I want to see actually what products were sold, who was growing, who's declining and really understand what's behind the numbers, what the stories are behind the numbers. So he, his team can focus and manage better, you know, customer satisfaction, growth and potential. We're planning for next year to have this one of these webinars and actually brings David to the call so he can give firsthand his own story about the whole process and how they're using Data Self to better do sales management. All right, now let's take a look at the product, how it works. I'm going to switch to the web browser and I'm going to show data self as just part of a web browser experience. Most of the things I'm going to be doing in the web browser can be embedded into Salesforce. So salespeople don't have to go to a separate website to get their reports and dashboards. It could be completely as part of the Salesforce experience. They might not even know there's something behind the scenes making reporting easier. It's right there for them just to use. And I'm going to start with the very popular approach when it comes to empower decision makers to get information out of it, which is natural language query. If you know English, you can actually build a lot of reports just by asking what you know answer to your question. So let's say I want to see sales by salesperson and I intentionally mistyped by putting bu just to show that even though I mistyped it, the tool tried to understand what your question is and give you options. Do you want to see sales? Cash of cash sales, invoice sales? No, I want to see the net sales by salesperson. I confirm I want to see this option here and voila. The tool will give me the answer to my question. Maybe this report is ready somewhere. But if you don't remember where, you just type the question and you get the answer. Now in real life is very common for people to have something in their mind but not articulate the question correctly or with all the details. So if I'm the VP of sales looking at my sales by product and I ask sales by salesperson and I look at the numbers, wow, this is amazing. Sales by salesperson. I put my top salesperson in a C $35 million. That's not right. And then you realize, oh yeah, I only want to see sales in 2018. Suppose in my sample database, 2018 is my current year. When I put in 2018, the tool will tell me, do I want to filter by this number? Well, I want to see invoice date in 2018. I confirmed this what I want to see. And now the report has changed. When I look at, you know, the top salesperson, about $9 million. Now we're talking. So if you know English and you go to this question and you double check, pretty much you get the answer by yourself, anytime, anywhere. May want to break this down by month. Sure, by month. Just type in by month. The tool see there's only a date field which is called invoice date by month. There it is, you confirm it. And right there in 2018, by month I see sales by salesperson. If you know English, you can get your reports just by typing your question. If you want to change the chart to a different format, you choose a different format like bar chart. And now I can see by salesperson, by month, by net sales. It's that empowering. We have, I know many companies using natural language query to help the decision makers, their salespeople, C level people, whoever they are, to easily finance their questions without having to call the report experts. It's very empowering. Natural language is still a fairly new technology. It's just years old. It's amazingly empowering already. And the future looks even brighter. You know, in the next release that is coming out, there's going to be even more artificial intelligence and machine learning incorporated into this, into this process. So the tool is going to get better at understanding the people's questions and coming up come up with answers. And this is available right now if you want to help your decision makers getting their answers through natural language. Out of Salesforce and any other system, we have the framework and primarily we're leveraging tableaus and even power bi natural language functionality out of the data warehouse. All right, but there is more. Let me go now and show some of the out of the box reports and dashboards we have available for Salesforce as well as how we can integrate Salesforce data with other data like from ERP so people can have a whole view of their data, many touch points with the client so you can have better understanding, better management. So this first dashboard is fairly straightforward. Pretty much I'm looking, let's say suppose I'm a salesperson only, you know, my territory would be the US while others as people have, you know, Canada and I don't know, Europe and whatnot. So when they log in to data self, I would only see sales in the US I would not see other countries because would not be my territory. Or if I were just to be in California, then I would only see the California sales. Anyhow, I log in, I see all the opportunities which is in progress, what I lost, what I won. And then in this example I'm actually playing the sales director for the US So I have many salespeople that I'm managing. I can see for each one of the salespeople, I can see what they won, what they lost, what's in progress. I can see by account in the US in all the opportunities at the bottom right Here. Now the beauty is this dashboard is insightful for managing salespeople and it's very interactive. Let's say hey, I want to see just what I want in this period. I just click what I want and right there the dashboard changes the whole thing. To see where my sales are, you know how much by salesperson, my my accounts by sales in all the details, only for opportunities being sold, all the information which is the $2.8 million right here in all the details and hey, you know what my top salespeople is doing, I can just click my top salesperson. Now I'm further drilling down only showing the top salesperson sold by account and what the actual opportunities are for the salesperson. Now in real life you notice I don't see any information. Where is this guy selling to? Well, this is a very common scenario. When you start showing information this easily in dataself, you start to realize that sometimes you need to fix your data, let's say in Salesforce or you need to fix the Salesforce process in a way to make people enter information required for data analysis. So if people are just entering accounts in Salesforce and not entering the address correctly, well, when you try to analyze by territory, you might not see that information correctly. And depending how the system is configured, sometimes you can only allocate by default. This account manager only works with the usa so you don't force them to enter USA as a country by default is always usa but they are required to enter at least a state field. So will be a dropdown checking what state you're selling to or this contact is coming from. That way we can plot information in the map for management purposes. So typically the story that I'm telling here is sometimes when you're looking at your data better, you realize you have to improve your processes in Salesforce and other systems to to be sure that when you go to do better analysis, the fields required for data analysis are being properly populated in your source systems. Now what if I want to see in progress opportunities? Same thing I click in progress now it only shows me opportunities that are still in progress. And let's say I only want to see opportunity that I'm in the negotiating phase. Oopsie, Just revert back to the original. So I only want to see in progress and I only want to see things that I'm in the negotiation phase. So there it is right now out of the all opportunities in progress, these are the ones only in the negotiating phase. And maybe I'm having a lot of things going on in the northeast of the country. What's going on over there? Maybe I want to see more details. I can just select that particular area. And now I'm only focusing in those states to see the accounts in those states who the account managers are. Details. Very empowering. So this is one example of an out of the box reporting dashboard that provides easy perspective into your opportunities to let each account manager and sales director to be on top of what's going on in focusing on initiatives that are the most critical. Another dashboard that is also popular in some clients is the concept of sales velocity. If you don't know what sales velocity is, a very simple concept. The idea is sales velocity measures the number of opportunities you have in a period, the average sales, the win ratio in the average days to close. And the idea is you should be increasing over time the number of opportunities that you deal. Every period you should increase the average sales, you should increase the win ratio and hopefully decrease the average days to close. If you manage to change these four different metrics in that direction, what happens is the sales velocity will go over time upwards, you're going to be more effective. Selling, you're going to be looking at what else can you do to increase the number of opportunities, what else can you do to increase the average sales, the win ratio and decrease average days to close? 4 different components of the sales velocity that if you focus on improving each one of them in the long run, you're going to be more effective. This dashboard shows for each one of these four different metrics what's happening over time. So number of opportunities is definitely going up, average sales is likely going up as an average, you know, we have a big spike go down, go up again, slightly going up. Sales ratio in this example is about flat over this period and the average average days to close is likely going down. So in this example, I'm just showing you that for this company, the average sales velocity is going up, which is a way for you to be more effective doing, you know, with your sales initiative. So sales velocity, very popular among sales driven organizations and many of our clients use this dashboard as a way to be more effective managing their sales teams. Just some other ways to look at reports and dashboards. So in this example I have opportunity pipeline. I have all the accounts starting with the biggest opportunities and I can see all the way down, all of my opportunities, how they add up to my total, which is $6.4 million in the opportunity pipeline. Again, all of these views are highly interactive. Right now I see my sales, my account manager, all the Opportunities, all the details. I can filter this by opportunity stage, I can filter by opportunity type, I can filter by status probability. And again, if I want to see what's going on with Peter, my top account manager by opportunity, I click on Peter and automatically it will show only Peter information. See how you know the pipeline is growing, the details. Keep in mind this kind of dashboard. The idea is as the sales director, I see everyone and I can see how each person is doing. Now if you were to look at Peter's dashboard is the same one as this one, but he would not see the other salespeople automatically. It would only show his own information. So when Peter and the sales director are going to be meeting, they already used to see the same KPIs to see the same things and to how interactive information. So when they are discussing opportunities, they can focus on understanding the data, interacting with the data right there on the dashboards and not spending time prepping the data, exporting to Excel, discussing what the heck is going on. The idea is to remove data preparation in focus on data analysis for everyone involved in the sales process. So here again if I were to see, hey, I only care for opportunities that are the type consulting and license. So just picking out those two type of opportunities right there, I see in my dashboard the opportunities associated only with my consulting licenses, the totals by account manager and all the details. Another also out of the box dashboard that is popular to some clients is analyzing stuck opportunities. Many of them are lost, so why bother, right? But many of them, if you are proactive to work on those stuck opportunities, sometimes they are just a call away, an email, again away. And you have to focus your salespeople to actually sift through all the opportunities that are stuck and try to remove the ones that are no longer there, put on hold or something. But the ones that are likely to be closed, don't let them be stuck. Move them forward and pretty much you know how you define a stuck opportunity is pretty much looking at how many days they have been in the same status in the same stage. Are they still lead or qualified, quoted or negotiated for more than a certain number of days that a stuck opportunity. Right now this is a rule that works across all the different stages. But we can customize a solution to show hey, if negotiating is stuck for more than seven days with any news in the opportunity you can call stuck. While a qualified maybe 60 days is okay to be stuck because they're still not highly hot in your pipeline. So you can actually have the threshold to define what a circular opportunity Is by the stage level, not working across all of them like I have right now. And again, this works is interactive. Just I was showing before. What if I want to see all opportunities that are negotiating in stock? I click on negotiating and right there it shows me all of them. Or maybe I want to see the both. I want to see quoted and negotiating. I just select both right now. It shows the dashboard accordingly. I want to see only focus on, let's say again, only on this case on the west side of the country right there it will focus to show me actually it's not filtering what's going on in that particular data point. All right, what I want to show you next is integrating Salesforce data. I mean right now so far I only showed Salesforce. And by the way, we have the same kind of analytics for other CRM systems like Microdynamics, CRM, Sage, CRM, Infor CRM. So no matter what CRM system you have, we provide this kind of reports and dashboards, including Salesforce of course. But part of the value that many people do, including what I was talking about, David, example is when you combine data from Salesforce with other systems. Again, typically Excel is very popular to have code quotas, commission calculation. Very popular to be outside of Salesforce. Actual sales, very popular to be outside of Salesforce. But for salespeople do their job properly, many times they need the data from all of these different data silos together. I'm going to show an example. I'm going to go to this 360 degree view which in this case again would be like, you know, a sea level perspective because I'm actually bringing cash flow projection. I'm looking at receivables, sales orders, opportunities, all opportunities from Salesforce, actual sales in the funnel by opportunity stage. All of these data points, they're coming from different components or different data silos in the organization. But in this example, I want to see them all together. Cash flow projection could be looking at your actual ERP system. You know, like looking at receivables, payables, open sales orders. Things are going to be shipping in the near future, becoming invoices with a certain payment terms. So that can be factored into what the projected cash flow is. We can take opportunities that are supposed to be closed in the near future. Let's say if you say if an opportunity is above 90% chance of closing or 75% chance of closing. Right. If you have a hyperbaric of closing, you can actually look at those opportunities when they're going to be supposed to Be closed when they're going to be supposed to be shipped or delivered when you're supposed to be billing that information and actually factor that expected future cash flow inbound cash into cash flow projection. So if you're trying to manage your cash flow closely, you can factor all of those transactions actuals and forecast to better manage your sales and your cash flow as a business. This is the cash flow projection usually is not a salesperson problem. But if you're managing your salespeople, if you are the C level person like the cfo, the coo, the CEO, you might want to have this information pulling data from all your data sources for better decision making. So this is an example of data self combining all the data for that purpose. And again, this dashboard here is highly interactive. In this example, if I'm looking at the dashboard and I see that this customer actually is a real customer with aging right now on the total aging, I see that there's almost $4 million worth of on time. The red, the yellow color is actually aging up to 30 days late. And they can see that my second customer by sales have actually a lot of late invoices. Is that a problem? Is there any order from this customer that might not go out of the door because it might be late? I don't know. Let me just select this customer. And by selecting the customer, the dashboard will change to show me that this customer actually has an open sales order that is supposed to be shipped today. Will that order go out? Sometimes late invoices are just a call away or an email away. Maybe the payment got stuck somewhere in their process. They are paying. It is just red tape, right? And if the salesperson actually act proactively to call the customer, email the customer, hey, we have the order going out today and I just noticed that you have this invoice that is late. Is there any problem in the client? Well, I'm sorry, you know, just realize I thought I clicked the approval button. I didn't and I just fix it here the check number. Please release my my shipment. So allowing salespeople to see data points across different systems. Again in CRM open opportunities contact management from the ERP system seeing the actual sales open receivables. If you have let's say inventory management or services management that is on a different system that you want to see if you're actually delivering what you sold to this customer. But it's in a different system with dataself we can easily bring them all together and allow salespeople decision makers see all information like this for easy interaction. I know many companies that try to bring all of this data together inside of Salesforce or inside of the ERP system. So they pull data, transaction data from, let's say the ERP system and upload to Salesforce. That's also a viable way to try to get data together. And for transaction management, sometimes you have to do that. But if you're bringing data together, let's say into Salesforce for reporting there is usually very time consuming, it's very expensive process, it's usually not very reliable. I've heard many clients that do that. And the synchronization doesn't work, sometimes it fails, it's very hard to maintain. And when it goes, the data into Salesforce or other system is usually not interactive like I'm just showing you. So if part of the problem of combining data is for better decision making, going with data self in our data warehouse and using tools like Tableau out of Salesforce and other systems is usually easier to set up, is more reliable to refresh. And most importantly, you will provide business users with easier ways for them to slice and dice your data, interact, make better decisions and move on. So if you want to evaluate if you should actually bring data into Salesforce, the actual transaction data into Salesforce versus using a data warehouse for reporting like we're doing, give us a call. We have a lot of experience with that. We can give an assessment of the pros and cons of both approaches, tell you how ours would work, how much would cost, then you can make an informed decision to see if this approach would be better than the traditional way of bringing transaction data across different, you know, systems. All right, I hope you have enjoyed the oh, by the way, almost forgotten. Part of the decision making challenges is to get people to access the reports and dashboards. There are many ways that our framework can help. One is, as I mentioned before, we can easily embed these reports and dashboards inside of Salesforce or inside of any web based application. Primarily what we have to do is just insert instead of Salesforce a new widget where the content of the new widget would be an iframe link. So we just take this iframe link we insert into the Salesforce web portal. And now this whole dashboard would be right inside of Salesforce, just like you were a Salesforce on dashboard, but easier, more beautiful or sexy some say and interactive. If you use web application that use Java instead, then we can use this JavaScript code and pretty much just open or create a new widget, insert this code and that's pretty much about it. Second is sometimes some business people, some salespeople, they want to receive the reports and dashboards in their inbox by email. And you as an admin person, you can configure each of these reports and dashboards to be emailed automatically to your salespeople or whoever the people are. Or you can also let users as well tell the system what they want to receive by themselves. Let me show an example. Suppose I want to receive this dashboard every day in my email. I just click subscribe and I tell who's going to be receiving. Right now I'm just going to be, you know, when I get for myself and let's say I'm going to also add Peter. The two of us, suppose we are managing this opportunity. We're going to receive this email. I tell how often I want to receive, you know, just tell every day, every week, every month, whatever the schedule is, I want to receive every day as 11am I want to receive only this tab. Or I can receive the whole workbook with all the tabs. Just pick and choose and I click subscribe. That's it. From now on, every day at 11:00am Eastern Time, I receive this dashboard in my email with all the information so I don't have to go and open and click. It just comes to me. Maybe I want to export this data to a PDF, to an email, to a PowerPoint. I can clicky click the download button and I can easily export the data into other formats for easy sharing and management of easy sharing our information with other people. Or I can even make discussions. I can say I want to make some comments here. Hey, let's say I want to say, Zach, what's going on with, you know, whatever? Once you click post, an email will be sent to these people, in this case to Zach, telling whatever the message is with a screenshot of the dashboard. When this person gets that email, if they click on the email, it will launch this page right here and they're going to see the comments and they can come back and write whatever else about their answer. So you can collaborate and discuss around your analytics right there on the dashboard as well as using emails. So the ways to interact with the data is very empowering. My last example I want to show here is let me look at the aging. You know, if you want to try, you're looking at your information and analyze your aging in more details. And again, highly interactive. If I want to see what's going on with my old invoice, I just select them it will automatically filter the whole dashboard showing all old invoices by due date. Where the money coming from? Salespeople engaging the document, customer and whatnot. Now how do this information looks on a mobile device? Many salespeople are filled with salespeople. They're all there using tablets, smartphones. Well, let me show you how it looks on a smartphone. So right now it's simulating the UI user interface of that dash of that dashboard instead of a mobile device. And what it does is it takes all the widgets and put them vertically. It's beautiful. It's right there. And if you click on these bars with your fingers and you interact with, you interact just like the same way that I shown in the web browser. So again, easy ways to get data to decision makers in whatever format or platform that they want. Some people love Macs. Absolutely. This platform works on Macs. We have web browsers that work on Macs of course, as well as a desktop application that is also Mac compatible. Windows and Mac all support it. All right, I hope you have enjoyed the demo. What are the next steps? Well, if you want to learn more about Data Self and how we can add value, visit our website, contact your salesforce or your VAR or your ERP VAR or contact us. We have some year end promotions running through December 31st, so if you have budget to have better reporting out of your sales force, please be sure to contact us right away because that might give you some additional benefits if you close the deal before the year end. But anyhow, feel free to contact us. We can explain how we do things. We usually know some of you know many of the competitions so we can give you some ideas of how we stack versus other options. Hope to help you make a better decision when it comes to better better bi. If you work with us, there's some good news. Not only we have the year end promo, but we offer 60 day money back guarantee meaning if the solution doesn't work, you're not going to be investing more than a little bit of money to give it a shot. In our experience, about 98% of the people who tried it a self, they stick around. So if you decide that you work with Data Self, most likely you will love Data self. There's a 98% chance that you'll stick around and you'll love the solution versus what you have today already. I'm going to open the question and answer section, so if you have questions please go to the Zoom webinar panel and post questions and I'm going to answer them right now. All right, I have questions here. By the way, on the Zoom panel there's a little circle that shows chat. If you click on it is where you can type in your question. Question from Natalie. I have a client using Salesforce that is transitioning from Sage to netsuite and it's going to be expensive to bring historical Sage data for salespeople. Can data self help? Natalie? Good question. So the client use Salesforce, they're transitioning from Sage to netsuite. And my assumption here is salespeople are right now looking at their actual sales, just like I kind of showed in the example that even David is doing with npc. I get that you're getting the actual sales from Sage, combining somehow for Salesforce, but because you're moving to NetSuite, that sage historical data. How can you bring Sage historical Data combined with NetSuite? Actual data combined with NetSuite? Yeah, that's a big data problem. And we love big data problems because usually in order to correct not correctly, but to build a solution around complex data problems, typically you need a data warehouse. If you don't have a data warehouse or people who know how to do data warehousing, solving those problems are the usually expensive to set it up, expensive to maintain, and it's usually a headache. We have done for some clients, things like you just said, they transition from one ERP to another. So we took the data warehouse, we took the ERP system, the old ERP system we brought into the data warehouse. There were historical transactions, we froze it. Then we connect to the data warehouse, the new ERP system, in this case NetSuite, and then we take the legacy frozen data, we reformat it to be in the same structure, data structure as the new erp. So we would take, let's say, let's talk about sales transactions. We take the sales transactions from Sage, bring to the data warehouse, freeze it, bring live data from NetSuite into the data warehouse and then we go to the Sage data warehouse in the data in the data warehouse, reformat the tables to have the same format as NetSuite, let's say invoice details, invoice header, things of that nature. We reformat the SAGE data and then we plug those tables at the bottom of the netsuite equivalent table and once we connect them together now your sales history in NetSuite will include sales history from Sage. Like you never change your data for reporting is just your sales data by customer, by salesperson, by product or service, by territories all together. And once we do this integration at the ERP level, we can bring that data along with the Salesforce data that we also bring to the data warehouse and plug them to the dashboard just like I showed you. You know the dashboard that I was just showing that has. Let me just go back here, This dashboard here. If we do that data integration behind the scenes receivables, sales history, opportunities, everything. Cash flow would have a combination of data coming from the legacy system, frozen data with the live system, NetSuite, in Salesforce and in Excel. No matter where the data you have, as I mentioned, we use data warehousing to tackle those problems. So absolutely Natalie, this is something that data warehousing is the right platform to combine the data. And when we combine tools like Tableau and Power Bi for visualizations, you have a beautiful, reliable, scalable platform to support decision making process. I'll send you an email after this webinar so we can talk in more details. I can give you some more ideas of the details and see if Dataset would be a good fit for this project. All right, good question. Let's see if they have more questions. Seems like no more questions. So let me go for my next slide. So this is my contact information phone number. If you want to discuss, please feel free to call us. I hope you have learned something new today. And again, if you want to ask more questions, please feel free to contact us. If I don't hear from you today, I hope you have a wonderful successful year end. Happy holidays. Thanks for joining. By the way, this webinar is being recorded and we're going to make available on YouTube and we're going to be sharing with all of you. Feel free to share with your peers if you need to discuss more before you give us a call. All right, thank you very much. Have a great day.