Reselling BI: Why DataSelf and Tableau

My name is Johnny Giorotti, I'm the Data Cell founder and CEO. Before I start the presentation, just a quick overview. I've been doing analytics in enterprise grade BI for about 17 years. Myself and my core team here at the Data Self we've been around, we do day in, day out, only bi and over the years we have learned a lot about BI options, different ways of doing things. We've learned a lot of people with their BI projects. So one of my goals is always first and foremost is to educate, share some of the knowledge that I've learned over the years to help you decide what's best for your business. And when it comes to resellers, there's a lot of confusion out there, especially if you're a, if you're not a BI reseller, if you're an ERP reseller, CRM reseller, whatnot, and clients are asking for BI and what should you do? So my goal today is to show you overall options, how to make your BI practice more successful and when and if Data Self is the right offer to some clients and why you should add us if that's the case. So I'd like to start my presentation showing this slide. This slide is what we usually run into in different BI opportunities in what we call the mid market. Our definition of mid market is if the company, if the client is using a mid market ERP or CRM system like Microsoft Dynamics, Sage, Salesforce, Acumatica, if you're using that kind of ERP and CRM system, usually you are a mid sized company and then most likely gonna see some of these BI vendors and maybe some others. And the question is as a reseller, which one should you pick? Most likely you already have at least one, maybe two that already come with your ERP and CRM, should you stick with it for all your clients? Should you offer some others? Which one? Why? So I want to shed some light, some perspective, what I've learned over the years so I can help you make your BI practice more successful. So the agenda, you know again is first of all to shed some light to make your BI practice more successful and also to talk about the Data Self approach. And when we are a good fit, we'll talk about the hot prospects for data, self license and services and then we'll have questions and answers at the end. So let me start with the BI journey from an end user standpoint. Ultimately you need to make them successful. So let's start with the real problem, how we can make an end user BI journey successful. Overall doesn't matter what product they choose, what BI you sell. Let's talk from that perspective. Let's make them successful with whatever you offer. So there are three main ingredients for a client for a company to have a successful BI journey. The first and obviously is the BI platform. They have to select the right BI platform for their needs. It's pretty much what most people do when they go into a they need bi. What they usually focus on is BI platform. And you're right, is a critical component. However, you also need to have BI expertise. BI expertise to select what is the right BI platform. And depending on what you selected, you'll need BI expertise to put it together. BI is not rocket science. It's not. But overall, to be successful, you need to know the data sources, the tables and whatnot. You need to know the BI platform that you're using and you need to know how to put it together to meet business needs. So it takes effort, it takes time to build those skills. So you will need BI expertise at least to select the BI platform. If it's something simple, quick and easy, then maybe you don't need experts after. But to select like the BI platform, you might need some more expertise. The final ingredient, which sometimes it should be obvious, but sometimes it's not, is you need to have decision makers engagement. And the bigger the project or the need, the more important the decision makers engagement. They are the people who will ultimately get the benefit from your BI investment. From the BI investment, they know the value, what they're missing. So sometimes if you do not involve them in the process, the people working with this, they go for the cheap solution because they have a limited budget. But guess what? Sometimes decision makers look at the problem, look at the cost, and they go for the more expensive approach because guess what, they're having pain. And they know the more expensive approach is the way to go. So engaging decision makers, showing them the options, showing them the costs, showing them, showing them the effort to put it together is a critical component to select the BI platform. And then in every step of the way, they should be involved, telling the BI and the IT team what you should be focusing on right now. What do I need? They are the ones that should be driving the process. They don't know the technical details, but they should know the big picture and they have to be involved. So this kind of sounds obvious, but I've seen over and over and over people going through BI projects missing one or two of these pieces and boy, it gets bumpy, it gets expensive, it gets frustrating and Quite often it's not very successful. So be sure you keep this in mind as you go through BI journeys for your clients. Now I'm still talking about clients. What is their regular BI journey? If they don't know better, if you don't know better either, this is what's going to happen. It's just nature. Let's say they have an ERP system and they're not happy with the reporting. What they do, they usually call the ERP var and they ask, can you give me something better? What happens? Sure. Usually the ERP VAR has something better and, and they something that they already know, they're really familiar with and they plug it in and now, great, the client has a better BI out of the RP system. And sometimes that's enough. It's awesome. It works. It works for many companies, but many companies, they are sometimes more sophisticated and they have more systems that they need bi, maybe a CRM system from another vendor, maybe I'm the same vendor, but you know, the people who the the BI tool is different or maybe the team to put it together is different. And then now you have two BI systems, one only for the CRM system people, one only for the ERP users. And guess what? Companies have many data sources and they have payroll systems and Google Analytics and whatnot. And what happens is if a client is a little bit more sophisticated, they'll end up with a lot of different BI solutions, a lot of licenses, a lot of users, a lot of teams working different ways, as expensive, as messy, it's hard to maintain. And as a reseller, if you're only focusing in one of these areas, guess what? You are not making enough money from this client because they're getting BI from other vendors for the other solutions. So you're not making as much money as you could if you could do something that would work across. But most importantly and most critical, if a client is unhappy with this situation and they think it's a mess, they don't get it together, what can happen? They might find another partner, they promised them the world and then you lose a client. I've seen many times where the client was not happy, the client scratched the whole thing, dropped the erp, the CRM, whatever they have, and went to a different completed provider. And the vendor, the VAR initially that did not offer ways to plug the missing components completely lost the client. And BI can be a reason for you to lose clients. So I'm just giving you this BI journey, it's regular. I see this all the time. Just be Aware of these things, of these possible problems, and try to help identify which ones can be pain points that you can move them to what I call a more structured BI journey. What are the components of the more structured BI journey? Well, typically clients that are a little bit more sophisticated, they have more data, they will need a data warehouse. And the data warehouse usually have a few main values. One is to bring data together, not only to bring the, let's say ERP data together. So you can see AP together with ar, we can make your projection, cash flow. You can see your orders, sales orders, your quantity on hand, your inbound items from production and purchasing, whatnot, make projections. So the data warehouse will help you blend your data from your ERP system along with any other data source. It becomes a single repository for reporting needs. It's awesome in that regard. Also, it guarantees a single version of the truth. So if you define in the data warehouse how you want to be calculating your sales or your gross profit, KPIs, you define there in a single place in the data warehouse. Now you can build dozens, even hundreds of reports pulling that definition from a single place. So you can guarantee that two reports will be looking at the same metrics, the same rules that to define your KPIs. That's a major benefit of data warehouse as well. And speed with data warehousing, you make your reports run much faster than if you don't have a data warehouse. Then you need to have a really solid analytics platform. And this platform should have a deep, should cover a deep and wide range of BI needs. It should be super easy to use because at the end of the day, BI is for decision makers and quite often they are not very IT technical. So they need something that is easy and intuitive. So ease of use is very critical. It must provide reports in many different ways, through desktop, through web, mobile devices and emails. So different ways to access information anytime, anywhere. And it should run reports quickly, usually in seconds. Regardless of your database, you should have a framework that will be reliable, that you can count on, that you don't have to wait, that you reduce the chance of the data being stuck in the middle and you have something that is not so reliable, it must be as reliable as possible. Now when you go for a more structured BI journey, that you have to use some kind of data warehousing in a very solid analytics solution. Guess what? If you're not a BI expert, it's going to be complicated. It's very hard to select the right tools. It's not so easy to put them Together again, it's not rocket science but if you're not, if you don't have a team doing this for years, it's probably going to be expensive, it's going to be time consuming and not very effective. So you will also need BI expertise to get this job done. I'm still talking from an end user standpoint. Now let's talk about the BI practice. Now that we cover some ideas to make clients more successful their BI journey, let's cover some ideas on how to make your BI practice more successful as avar. So first of all you probably have a fairly good number of what we call clients with unsophisticated BI needs. They just need a little better BI solution. They don't need anything very sophisticated. And probably you in your practice you already have, you already know some kind of BI tool that comes with the ERP system or CRM system or some add ons that you're familiar with and that's great, it works. Many of these smaller unsophisticated clients with unsophisticated BI needs, it's actually all that they need for quite a while. So you are probably doing great for many of these clients and keep on doing whatever you're doing. Now there are probably larger clients and clients with more sophisticated BI needs that if you keep on pushing some unsophisticated BI products, you're actually not doing your trusted advisor job. You're pushing them something that is not right for them and you're leaving money on the table because the more structured BI solutions are usually way more expensive and you make a lot more money out of it. And most importantly the client will be so much more satisfied and will be growing more quickly because they're doing much better job with decision making process. So keep on having your BI practice probably for the smaller, less sophisticated BI needs clients. But you'll have to embrace or you have to partner with a company like Dataself to tackle BI needs for the companies that who really need something that is more structured. And again it will require expertise if you don't have an in house or if it's limited. Partnering or hiring the right people is definitely highly recommended. Now let me jump into the Data Self approach. Before I jump into it, let me tell you why Data Self was founded and the very simple vision we have. Well, my team, my core team, we've been working together for 17 years. In 2005 we decided hey, actually when companies, mid sized companies are trying to go into the structured BI approach, they struggle, they don't know how to find the right BI platform. They don't have BI expertise and they don't know how to engage management to get it done. Quite often was failure, expensive, bumpy, slow, frustrating process. Guess what? There is a big need in market. Let's be like the king of the hill in this market where we are going to be a BI expert. We're going to be doing this day in, day out and know BI really, really well. Let's find a BI platform that we can work with and let's find something that is the BI best of the breed that is out there. Let's find the best of the breed and make it easier, make it simpler, make it affordable so these mid sized companies don't break the bank trying to get this theoretically expensive bi. And because we've been doing this BI expertise, building BI expertise and using a solid BI platform, we have seen many of our clients creating reports and dashboards that are generic and could be used by other clients of ours. So over the years we have built a very comprehensive out of the box solution that comes with thousands of reports and dashboards. So when a client starts a new BI project, they don't need to start from scratch, they don't need to start with the report 1, 2, 3, 4, 5, 10. They start with a lot more and quite often a lot of the initial reporting needs are are fulfilled with the out of the box solution. That's what we do. BI expertise, solid BI platform in a comprehensive out of the box solution. Now if we look at the architecture that I showed before, so we use SQL Server for data warehousing. It's a very well, it's a great platform for data warehousing. However, we do not need to use stored procedures and integration services. So there is little programming because we use our own extraction transformation loading tool. So deploying and maintaining SQL Server data warehouses is much easier and faster than if you use the programming approach. Then we have chose Tableau to be the analytics platform and I'll talk more about that in the next few slides. And as I mentioned, we have built a very comprehensive out of the box solution that today has more than 5,000 reports, dashboards and KPIs. Again, you don't need to start from scratch. With a fresh data warehouse and a fresh reports, we have a lot to get started. It's really valuable. Now. Why did we choose Tableau? Tableau is the analytics platform that we're using. Why did we choose Tableau? We've been using Tableau for about six years and there are three main Reasons why we chose Tableau, the number one and the most important ease of use for the past five years in a row, Gartner. And Gartner is one of the most reputable companies doing technology assessment for Fortune 2000. Gartner has rewarded Tableau as the gold standard for analytics and ease of use. It's one of the easiest to use technologies out there and that's number one reason why we chose it five, six years ago. It's really impressive bias for decision makers who again, are not it savvy people necessarily so being really easy to use. It's critical and that's number one reason. Number two reason, Tableau is a very mature BI platform analytics platform and they have a very wide, a deep and wide range of BI features. So it's great that when people ask for something, usually we have in the portfolio of tools, features to tackle those needs. So it's great. It covers a pretty deep and wide range of BI features. Finally, pricing Tableau and Data Self. We're not cheap. No, we're not. But boy, we do not break the bank. It's a great value, it's affordable. And we'll talk more about later. The pricing is right for companies who need a more structured BI solution. Now, this slide is funny. The story is funny. All the BI vendors that I know, except Tableau, all of the other folks, they started their business or their BI solution by having some software engineers or data scientists or some business people looking at the other BI vendors and saying, huh, look at the other folks. I can do better, I can make it faster, I can make it flashier. Oh, look how cool. I can do this. And then they hire soft engineers and then they build this BI solutions. Pretty much everyone started like that. Tableau was a different story. The founders of Tableau, they were actually Stanford University professors and they were studying how decision makers, how business people look at data and have insights from it. You know, it's a journey, it's a process. Business people know the business, they can smell, they can sense the threats and opportunities, but they have to dig through the data to make sense of what exactly causing this good or bad thing. And then they get the insight, ah, look at this. It's because this is happening, It's a journey. So Tableau founders, they were studying this process. They hired psychologists, they, they hire graphic designers. And at the end of the study they say, huh, that's very interesting. What if we make a company, what if we make a software that will help decision makers to walk through the data discovery process by Themselves with little or no assistance from experts. And then they created Tableau, and then they hired the software engineers, and then Tableau came to life. So Tableau is pretty much the only BI vendor analytics vendor that started the business from the right angle, in my perspective, looking at the right problem, understanding the problem, and creating a solution to help solving the problem. That's why they're so successful. So this is the Gardner I was talking before. Every February they tell how well the BI vendors are doing in the Fortune 2000 world. And Tableau and Microsoft have been leaders for many years in a row and we're so excited that we use them. They're not magic wand. They will not make all wishes come true. But Boy is as close as it gets. Alrighty, so let me show a little bit about how the product works. And in this presentation I'm going to show an actual scenario where one of our clients, a distribution company here in California, the CEO and the CIO called me a couple of years ago. Initially the CEO told me, johnny, we're having a lot of issues. We're a growing organization. My decision makers are very data driven and boy, we're struggling. Getting data in a timely fashion is very hard. It's very expensive and quite often we have to wait for decisions until we get the actual data or we have to wing it. And either way we're not doing well. We could do much better if we have timely information at our fingertips. Can you help us? Can you help out my decision making process to be more empowered, my decision makers be more empowered and to see their data and slice and dice anytime, anywhere? The CIO told me, johnny, our main issue is not so much resources. We are a growing organization and we have resources, but I think we don't have the right tools because my team, my IT team, we're spending a ton of hours every month working reports and massaging data and copying and pasting Excel and distributing information. It is very time consuming, it's error prone and it's frustrating for everyone. Well, make a long story short, they invested itself. And what I'm going to show you next in the demo is one of the dashboards that the CEO built himself that before was taking a lot of hours from different people to put together. This example is actually one of the dashboards the CEO takes to his board meetings. He has monthly board meetings. Before he was going with a stack of paper and now he goes with an iPad and, and also a stack of paper. Because some board members are not very techie savvy. So they don't have computers with them. Some of them they do. And then throughout this presentation I'm going to show how much better now this whole board meetings are. So this dashboard I'm going to build from scratch. The CEO want to have a component, a quadrant that would have this month sales details showing sales by customer, by product, invoice number, invoice number showing by the penny. Then he has to compare website visitors from Google Analytics and show against his ERP sales and see if the website campaigns are affecting their sales or how long it's taking to affect his sales. The last component is regional sales and how large the deals are by state. So let's go into the product and I'm going to be using the data self desktop which is powered by tableau. Most of the things I do here on the desktop can also be done using web browsers and using mobile devices. So you know, people have different options to do what I'm going to be showing you. And when the CEO came here, he has to make some decisions first which connector he's going to be using to build his dashboard. And here I'm showing some of the connectors out of the box. We have, we have AP, AR, CRM information, financials, inventory, whatnot. In his case his dashboard was about revenues, all of them. It could be different connectors, but in his case was revenues. And now he's going to be building the first quadrant of the dashboard which was detailed sales this month. The idea is if the person knows how to drag and drop, they can do it. Let me show you here. He came here, he picked customer name, drag and drop in the report. These are all the customers he wants to see sales. So you go to the sales, just drag and drop. And right now he's looking at sales for all the customers across the whole company history. Well, he wants to see sales this month. So let's bring date to the report. So invoice, date, drag and drop into my columns. And right now I seeing sales by year. And this could go back to as far as you have data. If you have 20 years worth of data, you'd see all the 20 years. Well the co once by month. So let's expand from year to go to the quarter level, let's expand the quarter to go to the month level. So I have all the information. But hey, I only want to see this month's sales. So I don't want to see everything. Well again you just need to drag and drop. I take invoice, date, drag into my filter shelf now and Then the tool asks me how do I filter my dates. I have different date buckets. I'm going to choose relative date and then I'm going to choose months and this month. Guess what? Now this report will always show this month, whatever the month is. Next month it will automatically show May 2017. And now if I need to change this report to show previous month, there it is. Maybe the last, I don't know, two months or maybe when I see weeks, maybe quarters, years, days. Very easy, very straightforward. As you build the report, it gets easier to see things. So back to my this month report by customer. But hey, I want to see sales broken down by product, invoice number, invoice date. If you know how to drag and drop, you can do it. We find product here or you can even search and you drag and drop, let's say between customer and sales. And there you go by customer by product you see your sales. If you want to see invoice number, invoice date, no problem. There it is. Invoice number, drag and drop. There it is. Maybe invoice date, drag and drop. On average, about 70% of the customer reporting needs can be tackled by users little training. Sometimes users only need to see this demo to learn how to build 70% of the reporting needs. If you know how to drag and drop to point and click, you can do it. It's very intuitive. It's impressive. All right, that's the first report. Let's go to the next one. I want to see trend analysis. Now the CO1 see sales from the ERP along with the website visitors from Google Analytics. Well, for this client, my team worked with their IT and marketing team to bring Google Analytics into the data warehouse and blend that data using invoice date and website visit date as the common denominator. It took some time, but now it's refreshing every day automatically hands off. And what the CEO needs to do to build this report, he needed to know how to drag and drop. So he want to see sales. So there it is. Sales he want to see by month. So he added the invoice date and he said show me on a month basis. So there it is, sales by month in the whole company history. And to compare with website visitors, website visitors is right here. It's automatically refreshed, just drag and drop into my report. These are website visitors. Let's make bars. So it's quite different than my sales. And the CO also was smart enough to put on a dual access. And now website visitors are in orange bars. Sales is a Blue line. And he can easily tell how long it's taking his website campaigns to affect his sales. This is not his data, but it's similar. I'm just showing you how easily he put it together once the infrastructure, the data warehouse in the tableau connectors were ready. It's really impressive. The last part of my dashboard is geography analysis. You can plot on a map anything that has an address ship to build to. You name it. In his case, he chose the customer state, he chose invoice sizes and sales. And he told the tool, put this on a map and there it is. Let's make it here centered. Bigger bubbles, bigger sales. And the bubbles are sliced by the size of the the invoices and in a few clicks he will put this together. Now he also want to see growth over time. So he even added invoice date to the pages and now he can use the slicer to see how things are growing over the years. He can even say, let's put this on a playback and press play and just sit back and just look at your data. And as the year changes here you see the changes across the territories. Very cool, very informative. Let me leave it in 2017 for now. Okay, so he built these three reports, but he wants to put them on a dashboard for his iPad. So let's go for the dashboard. Now he clicked the dashboard creation tab and then he just need to drag and drop and the tool automatically fits itself, the map and then the train analysis at the bottom. The solution fits itself automatically. The layout, you don't have to be resizing and checking that out. The tool does a lot of the work with the best approach that makes sense. And then now when he goes to these board meetings with his iPad, sometimes a board member that does not have a tablet or access to this online resource, they ask the CEO, how are we doing in the. Well in the past you will have to make notes if he didn't have the answer. And I'll get back to you later. Now he can just take his iPad with his finger, select those states, he got a different perspective. He can export this to a PDF on spot email to the board member and let's go to the next question. So this tool completely gave his team empowerment. So decision makers can now make much more informed decisions in a timely fashion, anytime, anywhere. They can slice and dice, they can change things, they can create new reports from scratch. His IT team, the CIO and the IT team have been freed a lot. Now they're no longer doing all of these manual tasks. Where the data self, data warehouse and tableau automate a lot of the procedures. So the company is in a much better way now, focusing much more in their business and much less in the the old frustrating reporting approach. So that's pretty much a quick overview of the product. There's a lot more possibilities, but I just want to show you the basics of how impressive this framework is still from an end user standpoint. Why datasoft analytics, just reminding you, well, solid BI platform, one of the best with tableau and data warehousing, our expertise in 5,000 KPIs. But people can do it. Maybe the client say, hey, I can do it. Why would I go for data self? Absolutely. Again, this is not rocket science. But if you're going to do it yourself, if you don't have expertise, if you don't have the right platform, and even if you have it but you're building from scratch every report, it's going to take you time, frustration and cost. So at the end of the day, what we save you a lot is time and time is money. It's going to take you usually much less time to get a lot of value out of your analytics platform. If tableau and data warehousing is the right fit for you, we might be the answer to get really quickly a lot of value. So that's our value at the end of the day. Let's talk about pricing. So right now we have what we call the Enterprise edition. And what I'm going to show you is the entry level system. So if the client purchases it, the entry level cost starts at $30,000. That's the perpetual license. And there is yearly renewals for the maintenance which is 20% the first year is included. People can also subscribe and pay a yearly fee that the entry level cost is $14,000. What is included in the entry level cost? Well, this is for a on prem or private cloud framework. It has templates for one source system like a ERP system or a CRM system. Depending what ERP and CRM. We have a little different pricing that affects that. And if you need a ERP and a CRM, it will go up because now we have two different templates working together. So the templates affect the pricing. It includes five users and usually thousands of KPIs depending what templates that you choose. Additional users, it can cost from 0 to 3000 depending on the types and there is pricing in between. If a subscription is from 0 to 1.3k per year. Services typically service involved, there is an out of the box deployment. There are customizations required, there is training, and there is usually ongoing support. These are the typical services involved in Data Self applications. How long does it take to deploy? It depends. It can be as fast as two days. Literally two days? Yes. We can deploy this whole thing in two days. We've done for many clients. Or it can take several weeks, depending on the specific needs and requirements of the client. Rarely, it goes to months. So usually it's from a couple of days to a few weeks. And service investment? Yes, it can be zero. It can go all the way to five figures. So from a reseller standpoint, again, Data Self is not inexpensive. It's not cheap. No, it's not. But as you can tell, for clients that are more sophisticated, that are larger, that need a structured BI solution, this will not break the bank. And once decision makers see the value we have, quite often it becomes an easy yes or no question. So that's the services component. What is the profile of a typical DataSoft analytics client? Very simple. Larger clients, usually larger clients that have more than $20 million in revenues, they are usually big enough. They're usually sophisticated enough that if they see Data Self, they can quickly say yes or no. So if you have clients above $20 million in revenues, you should show what we have, they should take a look, and you should involve the decision makers. And again, it might be a quick yes or no question, yes or no answer to the data cell value. This, to me, is one of the most important slides of today's webinar, is what's your role as a trusted advisor for your clients for those larger clients that have $20 million in revenues and up? You know, the more sophisticated clients, I can tell you that you're doing a disservice to them if you're not offering a solution like ours for BI needs, because that's what might be missing for them. If you try to push these less sophisticated, cheap BI solutions, you might be doing a disservice for them. They are ready to get something much better. And believe me, they have the money if they see the value. It's about the value, it's not about the cost. And you're doing a disservice to your company because with Data Self there'll be a lot of money involved. And guess what, you get a good cut out of it. So you're doing a disservice to them and to your own organization. So be sure for those larger clients to call us to get in touch to show them, because you can make them much more successful, you can make yourself much more successful and you can start building in your own business. This BI practice where for the right clients you have this enterprise, this real enterprise grade BI solution. With that I go into the Q and A session. Questions? Comments? Please use the GoToMeeting box to send me questions and I'll be addressing them right now. So let me see if we have questions here. Question from Diana how do you compare Data Self and tableau with Power Bi? Diana, awesome question, Power Bi. And let me go back here to my PowerPoint presentation and show this slide. So Power BI is part of this Microsoft BI solution. Microsoft has a several BI tools and Power BI is one of them. Power BI is a competitor of Tableau and is a pretty good competitor. We've been looking closely at Power BI and we're particularly excited with how it's coming together. But in our perspective, in our humble perspective, it's not yet ready for the kind of clients that we have. If you have clients that are not very sophisticated, they're okay waiting for Power BI to evolve to get more mature. Power BI is great. It's very easy to use, it's easy to be wowed by it. So for simpler clients it's fine. It's very inexpensive, it's pretty much free. However, clients who are serious about BI that they need a mature BI solution with a broad and wide range of BI features. Power BI by far is not ready. It's very young products, been around the new version about two years, give or take. There's a lot of missing features that are really critical for bi. I actually have done another webinar two days ago where I went over a comparison of Power BI and Tableau and Data Self. We're going to be making the Power BI webinar available on our website shortly. If you want to learn more about why Power BI is not ready. For some companies, that webinar can be informative and absolutely give me a call. I can give you a lot more details. Again, great BI solution for simple BI needs for experimenting. If you have time to come up with a comprehensive BI solution, Power BI might be it. Otherwise I would say other vendors are mature solutions and Tableau is definitely one of the best. I have another question here from George. How can I get the feet wet promoting Data Self analytics? George, thank you very much for your question. I love it. So few ways to get started. I'm going to cover three which are very popular. The first and the most important one is probably, you know, the best fits for Data Self Are the more sophisticated clients, the larger clients, the clients that typically you already have a great relationship with them, that you're usually in contact with them. They usually know them really well. You know, they're big, they're sophisticated, they're calling all the time for lots of things on the ERP and CRM system that you're supporting. So these are the best clients to start getting the feedback. Let's call together or maybe know by yourself or call a few of them, two, three of them. Very likely one of them will be very intrigued by what we offer. And it's likely that among your top, you know, handful of clients, if they fit the above 20 million, it's very likely you get a sale very, very quickly out of this initial effort. So again, the most, the fastest way to get the feet wet is get closer, talk with the largest clients, the ones above 20 million. Talk with them. Most likely they'll be intrigued. Most likely we get a quick sale right there. Maybe more than one sale, but at least the first one is usually that's the way to get quick, quickly. One second is let's do a webinar. Let's throw a wide net on your client base and do a webinar together to talk about it. Usually out of webinars there's a bunch of leads that come and out of them, we'll nurture them and eventually they'll become leads. The third, which is also a very popular approach lately, is when these clients that are more sophisticated, they're larger clients, they ask you about, hey, I need to upgrade my ERP system or my CRM system, I need to add some components. Well, usually when that happens, there's a lot of considerations what to do, what not to do. Usually it's a great time to offer something like Data Self. Maybe as part of your upgrade selling procedures, you already offer some kind of BI tool. That's great. You should. For the smaller clients that are not so sophisticated for BI needs, yes, do it. But for the larger client, you should say, hey, we have two, three, whatever. Another BI solution that you really should look for, this one is more, it takes more money, but boy, if it's a good fit, you guys will love it. So upgrade opportunities is usually a great time to introduce data Self. So George, let's just wrapping it up. Number one is call your clients, larger clients that you're really close to. Probably you got a sale out of them if you have a few. Second, let's do some webinar, throw a net across your, your client base to Get a bunch of prospects into the pipeline. And third, clients that are asking for upgrades and clients that are more sophisticated or larger. The 20 million and up. Also a great opportunity to get data self proposed. And again, a quick yes or no, George. Appreciate the question, Diana. Thanks for your question. Other question here from Laurie. Typically, how long does it take to sell data self? Laurie, that's an awesome question. I don't think I have any slides specifically for this perspective. No, I don't have any specific slides for this perspective. However, let me tell you this. We've been doing BI for 17 years. It takes a while for companies like us. We're technology companies, we're geeks. It takes us a while to be able to convey the value you provide in business terms. Be very simple, very basic. To talk in a language that business people can understand. The people who write the check. It's challenging for us techies. I'm a techie with, so I have both sides, but ultimately I'm still a techie. But I'm proud. You know, my folks, we're very, very smart team. We look around, we look at other people. We learn from our mistakes. And nowadays we are very effective positioning ourselves, telling what our value is and quickly getting a yes or no. I mean, we don't want to do business, we don't want your money from the client if it's not a good fit. So quickly we can get a yes or no. We have many sales, large sales, I mean very large sales. That our time and the reseller time was like a few hours, two, three hours of my time with my team and your time and we get like no. 50 grand, 80 grand of sales. It's impressive. Of course, sometimes it takes longer, but overall the sales cycle is not. It's not months, it's not weeks of effort. It's usually hours of efforts spread out in whatever the time frame of the client budget and whatnot. So I'm very proud of that part that, you know, it's easy, quick, yes or no, move on, move out and whatnot. Any other questions here? I see no more questions. So let me move forward. Very importantly, people, again, I'm here first and foremost to be an education resource. I know a lot about bi. Of course, I'm an expert in our bi, but I know a lot about other BI solutions like power, bi, sci and whatnot. If you're trying to decide what to do with your practice or for some clients, feel free. This is my cell phone, my email. Shoot me an email. We can schedule a call to talk about those things if you' interested in data self and I think if you engage with us you'll be really happy because again, we have one of the best platforms out there. We have expertise, we have a great out of box solution. I think we'll be very happy working with your team. We can complement your services, we can augment them until one day hopefully you can take over as much as possible to be more self sufficient supporting this level of enterprise. Bi I hope you have found this webinar informative. I hope you have a great hump day. Thank you and talk to you some other time. Thank you.