CopilotCRM Launches New Technology! (Full Keynote)

What's up, guys? Christian here with co pilot. Hopefully you know me by now. I'm here with Mike Annie's again for a nice little episode. Today's a little bit different of episode. We got a little bit of special announcements, we got a little bit of clips from our keynotes at conference in Louisville that we just hosted just recently. So very excited about this episode and hopefully you guys absorb everything from it. So first I want to talk about is our event Bug Fest. We're doing it on Halloween for a reason. It's going to get creepy in there. It's going to be good. Um, but kind of talk about the reason why we're doing bugfest kind of from the development side as well as like just progressing in, you know, Copilot and innovating.

Yeah. So like, obviously we're price locking everyone that purchases copilot in 2023, so forever they will keep the same price for their monthly subscription. And we're doing that because there are more bugs than we would typically have inside of a legacy type of CRM. So this past couple weeks we've been working on the bugs. We haven't bound from about 80 to about 20. And so our goal is to add more to that and then have one more sprint where we really clean bugs out. Now we'll never be bug free because we're adding features so often. We have three more features we also completed last week. So adding more features and innovating does usually cause more bumps and bugs. But our goal of the past month has really been to stabilize the product and in doing so, it's really, really been helpful for the users and just the overall load speed and just page things being more stable. And so our goal at Bugfest is to get the core users that are really, really intensely using the product and find the bugs and we will reward them for it because they're really helping us build this. And so I appreciate the users kind of as a community helping us build the product. And we want to reward them for that.

No, for sure.

What are the prizes?

Cold hard cash.

You know, how we do things.

So we'll be doing it here.

The pilots will be here. So. And then I'll be over in the studio throwing darts, doing spinners, giving away cash for people that find bugs both on just their account, but then also global. So there'll be different prizes and cash awards and it'll be fun.

And you may see us in a little bit different colors or something than what you normally see us too as well to kind of match that holiday vibes. Right. It'll be. It'll be good. It'll be good. But yeah, bug fest will be good. I think it'll be awesome. I think it changes the culture of how people, again, think of bugs in a software and how we communicate with them too, as well. I tell people there's going to be issues on these calls. Right. It's a matter of how does the team or the CRM resolve them. And I think that's going to be good going forward too, as well.

Yeah, I think in every software there's a number of bugs. If they move fast, there's going to be more of them. But how we communicate about bugs in terms of having the flight log where people can see what we're working on. And we actually just updated that recently. You probably don't have on your list, but we updated it so you can actually see where it's at in the process. And it has a label now. I did see that actually, it's a little bit better because it was a little bit confusing in the past, but now you can see what we're working on. And so our goal is, like, when someone has a support issue, it's not that I have the least amount of support tickets, there's always gonna be bugs or problems using software, but it is how we deal with them. How quickly do we get to it, how open, transparent are we about? And so we're trying to make it where when someone reports a bug, every single one that comes in, we do talk about it. It's not like we just brush stuff under the carpet. And so I hope that the culture of copilot, even as we grow, is that if there's a bug, we address it, we fix it. It's not like it goes for years and you just have to create workarounds. I hate workarounds with all my guts. And that's why we ultimately created copies because of so many workarounds, until finally, like this whole process, if we just challenge this entire thing of how we're doing it and actually created a solution instead of doing a workaround, we'd be able to cut the time it's taking us in half. And so that's really what we're working towards. Yeah.

And I think people are really appreciative of the way that we attach their email or however they like, you know, get communicated with when that bug gets fixed. They get notified like, hey, thank you for putting this bug in.

And we're improving that. There's still a lot of room for Improvement there?

No, sure. No, absolutely. And we plan on doing more bug fest, correct?

Yeah, down the road, like every, every.

Probably three to six months, we'll do a bug fest. I think we'll try and mix it up in terms of how we do them for the community, but we want to make sure that we are always taking sprints to clean ourselves up in terms of the software, because we are. There's just so much we have on our feature backlog and roadmap. And so we are going to be hiring some more devs because we just need the power and, and the, the manpower. But we are also going to be taking those sprints every so often to be like, hey, let's, let's clean things up after going so hard for so long. Yeah, no, absolutely.

And, and our next topic we're going to slide into is deposit thresholds. This is something that we dropped during conference. It was, it was a big deal to us. You know, people, people say, hey, you know, large projects or whatever the case is, they want to be able to put 25, 50% down, whether it's a percentage or an exact amount. You know, in your experiences of growing Augusta, have you used this, have you used deposit thresholds before?

Yeah, so we haven't used it Augusta in the past because there's been no software to make it possible.

I see.

And essentially all it is is that before someone accepts an estimate, they have to pay the deposit. So that way it prevents them from accepting the estimate. And then you're following up, just trying to get the deposit. And if they're going to send it in the mail, like literally from the time they accept, the time you actually get the 50% down on a big project could be a week or two. And so now all of a sudden you have this weird estimate that's in limbo. And so the goal of the deposit threshold is that before they click accept, it says, hey, look, you need to pay this deposit. Bang. Hit their credit card. And now when they click accept estimate and you're notified, deposit's already been paid. So there is no waiting or like reminding them about their estimate. So what's going to happen is they click, except on the estimate it says, hey, this is the deposit that's required and we need your card on file, if that is a requirement the company requires. And so now they put their card information in, it locks that to their account in perpetuity in terms of being on file. And then it also takes the deposit, so it prevents any sort of follow up, any sort of back and forth via email or phone to get a deposit or get someone's card on file. And so we launched it at Landscape Summit a couple weeks ago. And we're actually going to put at the end of this video so you actually see the full keynote of when I presented deposit thresholds. And ultimately the bottom line is you will never again if you're using copilot, need to ask for a credit card or have asked for a deposit because it'll all be done in the process of accepting the estimate.

Yeah, I think people are going to get very excited about this. I think this opens up to other industries too as well. Maybe not a lot of landscaping or maintenance people do, you know, due to direct the deposit. But you know, other people do like contract work or what have you. I think think it's opening up to other industries.

Ultimately you want deposits on anything that you are having to outlay. Any sort of direct cost. So direct labor, but then also materials is a big part of it. So any project you typically want a deposit. Now the problem is in the past, for example, for my locations, anything over $3,000 as a project value, we accept. We need 50% down to get the job started. However, because of the pain of collection, collecting a deposit and like having to send them another link for an invoice for half the amount and all that other extra steps, we would do 3,000. I would prefer that number to be like 500. Yep, it's like anything over $500. I'm one of the 50% and I didn't do that in the past because it would be so much more admin just to collect on that. Where now I'll probably bring that down to 500 bucks instead of 3,000 and be like collect my money. Therefore helping my cash flow dramatically Also helps if someone is like, hey, I'm super busy. I don't even want to touch someone's property until I pay the whole bill. It's really easy. Deposit threshold, just make that 100%, which means you want a hundred percent of the payment if it's above $1 as the invoice, as the estimate. So you could literally use this as a way to do prepayments as well.

So is this a setting that you can set up just like in most things like automations and stuff in our software for everybody globally, or is it. And then you can do it at the customer base?

Both.

Yeah.

So you can set up for your whole customer, for your whole database and your whole company. And then each individual customer, you can individualize what Deposit thresholds you want to have.

Yeah, people are very appreciative that they voice that on my calls too, as well. That the innovation that we do, these updates, they're optional, they're not forcing you to change. Maybe the workflow that you currently have. Is that something that we're going to continue to do in terms of how we update?

Hopefully, yeah. Like, there's certain things that I'm pretty. I'm pretty, you know, stickler on and that I think that everyone should be doing, and those ones I might push through. But by far and large, the goal. The goal is to give as many options as possible and then make the features layered so that way you're not overwhelmed, so you don't have to deposit thresholds when you start off your business and you start off your account inside Copilot, they're all deactivated. And so you're only going to enable that feature if you want to use it. And so the whole goal, even as we roll out more complex features with job costing and price matrices, et cetera, is like, there's layers of the software and you're not going to be overwhelmed as a newbie. But then you're also not going to be disappointed with the depth of and complexity if you're a larger operator.

Sure, sure, yeah. And then last but not least, how did it feel dropping something big at conference like that? I know you've never done that. This is all new. Building a software is new for you. So how did that feel?

Yeah, it was the first time we.

Ever, like, launched a cool feature. And, like, the way that I had to present it, I tried to layer off, like, how we were rolling it out, and then we rolled it out with something new called drone mode that's coming next year for Copilot and using dst, which is differential scheduling technology. And so the keynote will explain all of what I just said there. But that's coming. And so I wanted to make sure that when people saw the power of drone mode, that they would not be like, oh, like, that's impossible, that no one should do that, and everyone else has tried but failed, so you guys can't do it. So that's when I was like, you know, this is coming next, you know, in 2024. But by the way, last night, we worked all night to make sure that we proved to you that there's something like, we're moving towards this. Yeah. And that's when we release deposit threshold. So that again, never will you ever have to ask for a credit card again. Or. Or have to ask for a deposit.

Yeah, these updates in recent time are really tying into each other and making the estimate process smooth and customizable.

Yeah, we're finally getting the place of like getting. Then we'll get stuff that I want.

Then we'll get templates done too as well and everything. Yeah, it'll be sweet, sweet, sweet.

Yeah.

I just want to show appreciation for you guys tapping into these videos, give us feedback, hit the comments, all the above. Like, we appreciate this stuff, man. And I really appreciate you guys booking these calls too. Ever since conference, we've been getting more calls and everyone's excited. Just as excited as the team is about Copilot and what we got going forward. So if you are a potential user, feel free to go ahead and hit our homepage CRM.com go and reach out to the staff, reach out to me, get a call on. On schedule. I would love to learn a little bit more about your business and see if what we could provide here at COPA that's going to help you guys.

All right, keynote landscape summit here.

We.

Go ahead and finish strong. We got a few more cocks. I know typically at these conferences, the last few, it's like we all kind of are worn out. We go back to our room. I highly recommend just lock in. Let's finish strong. The next few are really, really good.

And kind of backloaded these keynotes, so I think it's been really good.

I want to talk about how AI.

Will bring down your overhead.

And.

Obviously AI has been a buzzword the past year and a half or so, but I want to talk specifically for our industry, for our businesses, what exactly it's going to do.

So how this presentation will make you money is to show you how to remain price competitive and get more profitable. And I know a lot of people are worried about being able to be price competitive because of a lot of competition.

You say there's other people that are.

Paying people under the table. The all these other reasons as to why I need to be price competitive in my market, but yet I still want to make more profit. The overhead of having an office. This is why something like call boss is so important, and that is to be able to utilize the place of an admin and an assistant without having to shell out this kind of overhead. So for example, if you actually break down the cost and the overhead of having an office, the office rent, let's just call it an extra 1500 dollars per month in addition to what you would already have to pay for just like blank Storage space. Okay, so let's just say if it was a $1500 for blank storage space, just like an empty lot, versus $3000 a month to have a building, et cetera, so you could have an office person inside of it. If we assume office utilities of $300 a month, again, pretty conservative, because if you have like Ethernet and you have good Internet and water and cable, or you have sewer, et cetera, it's easily over that. But let's just be conservative here. If you have different types of software and the equipment required, like computers, you gotta change those bad boys out every couple years. That costs, let's just call it $300 a month. Training costs here is significantly lower than actual, based upon the data I have. But I want to be conservative here and say 1000 bucks a month to train new office people. The retention of an office person is actually lower than that of a general manager in our industry. If you look at industry averages, keeping someone in the office is significantly less than a year, usually in terms of turnover. And the problem with that is the office person takes significantly longer to train because they have so much more information that is required to be effective at their job than her person out in the field that if they just say, okay, here's a job. I've trained you how to mow. I've trained you how to edge. Follow the job notes, mow, edge, blow. Got it. With the office, there's 100,000 different things that are required to do if they're actually going to be effective in terms of answering calls, answering emails, running payroll, sending out estimates, answering objections, having complaints, and customer service problems. These are so many different aspects that an office admin person is required to have in order to be effective. So $1,000 a month is extremely conservative, in my opinion, in terms of the cost to train that person. Extrapolated across a year, let's just assume you pay them 20 bucks an hour. At 20 bucks an hour, you aren't going to be getting someone that can work solo, by the way. You will have to pay that person significantly more. But let's just be very conservative by saying $20 an hour. All right, so if you're just trying to hire one person in the office, we're looking at $7,100 per month in extra overhead just by having the admin assistant someone in the office to be able to take calls, emails, and do everything in the business. From an admin's perspective, this is why from 200,000 to 800,000, you have financial stress. Because after 200,000, you start needing an admin to help you. And so once that need is presented and you spend this kind of overhead, your profit margins and get crushed. A case study. Here is someone who I actually talked to recently, back in 2021 on zero turn in a video. We went down and interviewed him. And at the time in 2021, he was just doing over 200,000 in annual revenue. In 2022, he did zero turn or a business boot camp, and he did $500,000 in annual revenue and $135,000 in profit. However, in 2023, he's on track for about 6, $750,000 in revenue, but his profit is only 35,000. The reason for that is because he hired an operations manager, an office manager, and he had to move outside of his garage where he was literally running a $500,000 business with two or three trucks. So that increase in overhead is literally exactly what he was the difference between these two numbers, 135 and the 35. That 100 grand was exactly the cost of his office manager, his ops manager, and the cost of the upgraded shop space. And this is, in my opinion, where AI and technology will dominate over the next 10 years. That is before robotics take over mowing. Now, I put taking over mowing in quotes because I don't believe this will happen the same way that in 2002, Roomba was introduced. Alright, in 2002, if you were in the cleaning industry, you thought your life was about to come to an end. There's a couple people that are very happy that that did not happen. Dyson since 2002 has grown exponentially and last year alone raked in over 6.5 billion pounds, or 7.8 billion dollars in revenue. Also, there's 1.2 million twice as many landscaping companies and operating in 2022. And that increased by 7.7% year over year. And the Roomba has been around for 20 years. So if anyone tries to convince you that robotics, and in this industry of mowing specifically, is going to somehow put you out of business, they were the person in 2002 that would have been switching industries from cleaning because it was about to take over their business. And guess what they would have missed out on? $7.8 billion.

When we look at the technology and AI of what we've already looked at in the sales process that you're gonna follow going from a estimate request form being submitted all the way to a job being scheduled. We already talked about technologies that have been in place to be able to skip these steps of this process to avoid the leakage in the sales process. Because again, we can patch these all we want. We can try to call people back fast. And I think you should. We can have automations to make sure that a credit card gets on file, consolidate the sales process. It'll prevent leakage at every one of those steps and it will not necessarily affect your close ratio. But remember, I think close ratio is a pretty pathetic way of tracking your lead efficiency. And that is the entire system, not just one step that we so anally are trying to measure and manage. So we talked about over the Phone estimates or OTP, and this technology is like 15, 20 years old. You go into Google Maps, you can do these little pins and you find out exactly the area of the lawn to be able to do an estimate over the phone. That meant that I'm able to skip the step of assessing the property. I don't need to go there and see how tall the grass is. I don't need to go there and see how big the lawn is. I can just give the price over the phone. So it skipped that entire step completely and allowed you to give it a quote in minutes versus having to wait a couple days to go visit the property, route them in, make sure you do it after work, and then send them the quote a couple days later. We talked about earlier yesterday about AI databasing. People's pricing is something that's very expensive, but it's possible, and that is to basically make a database of every single customer in your market and literally do OTP over the phone, that is measure every single property or market. It will cost you a lot of money, but it's possible and you will get more accurate. If you really wanted to do that, you can. Don't recommend it. It's very cost prohibitive. However, using AI, using tools like Simple Estimate, you can get to a much more accurate price without the customer even having to call you. Therefore reducing the need for, for an overhead position. That's costing you a lot of money. As we've already covered. We've talked about rounding and this is what we're adopting in Augusta Lawn Care that the customer can simply assess based upon a picture which size of property they are. And I'm going to use that information with the disclaimer that on the first property visit I might change the price and I guarantee you less than 90, more than 95% of people, it'll be just fine. And if it's a couple dollars off, I'll raise it next year. I'll on my price increases. The last piece of technology is what I want to talk about today. And this is something I'm pretty excited about. We've been working on for quite some time. That's at Copilot and it's called dst.

And I'm going to come back to what DST is in just a moment. But first I want to look at what the old fashioned way to schedule jobs looks like. This is what the process is. Send the customer an estimate and in this case, the customer is now on their client port portal and they're going to accept or ask for changes, work change orders if they wanted to. But we're going to assume that they're going to accept this estimate. And this estimate has a mowing or a recurring service, but it also has a $5,000 sod install. And in this case, in this example, I require 50% deposit on anything over $3,000. So therefore, before I can really schedule this job, I need $2,500 as a deposit. Good.

Why?

Because I need to make sure my cash flow is good. I'm not going to go buy $2,000 worth of sod soil and direct labor that is your COGS cost of goods sold. I'm not going to go spend that on someone's property without first getting my deposit to cover those expenses. So it's a very good thing that you take your deposit. However, this is the old fashioned way of scheduling jobs. It starts with the customer accepting this estimate. Then I'm going to get an automated message back to the customer saying, thank you for scheduling this estimate. We really appreciate. We will get in touch with you as soon as possible. We will get you on the schedule. Let's go.

That can be automated. Some people will do that manually. Then the next email is going to come across and say, hey, we need your credit card. Oh, and by the way, we also need a deposit. Please click on this link. Please sign in to your client portal. Please add a credit card on file. Oh, and here's the invoice that we need you to pay. Clear as mud.

Then now that they've paid the deposit, now they put a car on file. Let's hope so over the next couple days. Now your scheduler is going to email them a date of service, not only for the mowing, which in this case is this top part saying, hey, we're going to be coming on this specific day, plus or negative, one day based upon the weather. And by the way, here's the estimate you've accepted for your Sod install with all the different detailed line items to avoid any sort of. I never saw it on the estimate. So that's why you put all that information right there and then you tell them below. Here's the date that we're going to be showing up your property. And that has been done by your scheduler who should be able to look at your dispatch board at your calendar and be able to know exactly when they can put them on the schedule.

That's the old fashioned way, but I want to show you today what the copilot way looks like in the future to be able to schedule jobs. And never again will you have to ask a customer for a credit card on file. Never. Because they will never be able to accept or do business with you without first putting their credit card on file. Also, you will never have to wait to collect a deposit ever again. Because when the customer clicks accept, they'll be having this box that simply asks for their credit card information and tells them exactly what the deposit amount is based upon the rules that you put on the back end of the system. So in the back end of the system, I would simply put that I want 50% down of any estimate that is accepted above 3,000. Therefore, it knows exactly the deposit amount that is required in order for this job to get scheduled.

Now the copilot way and the second part of how we are going to be doing scheduling is this. And this is dst, we call it drone mode. And that use differential scheduling technology. And the reason that this is different than any other offering in the market and any other CRM that has ever tried what used to be called automated scheduling is the fact that it can differentiate between a recurring job and a project job accurately. Look at your budget hours on the calendar and be able to tell the customer as they pay their deposit and put their car on file in one box. And when they click accept estimate, they also get the date of service for both the mowing job for the project. Let's go.

So as soon as that box pops up, they pay the deposit, captures that credit card information, slides that in their client portal. Because they're already in their client portal when they're looking at the estimate. So they don't need to log into it. As soon as they click that now the job is accepted. When it comes to you, it's on the scheduled deposit, paid credit card on file. You don't see it until it is. The next thing that's going to pop up is this. Thank you for accepting your quote. Your mowing is Scheduled at your property on Tuesdays plus or negative one day for weather and scheduling. Your SOD install is scheduled to begin August 18th. We will arrive between 7 and 8am you will be notified if this schedule changes and every part of this will be customizable by you as a business owner. If you need to make changes to this.

And this is going to be coming in 2024, let's give it up for the DST.

But the team worked all night last night.

To prove that this is not too good to be true. Because, like, you mean, I'm never gonna have to send an email saying, hey, please update your credit card, or hey, like, you put your credit card on file, but now we're taking it, you took it off and now we can't do the job. Or hey, Mr. Jones, I know you accepted your mowing quote, but we need you to put that card on file before we can do the job next week. No longer will be you scrambling and trying to get a deposit for 50% because you need the work put on tomorrow's schedule, but because they want to send a check for the 50% of a $40,000 job, you don't get the either A, you don't get the deposit before starting the work, or you're going to go ahead and just risk it all and just start with absolutely no deposit whatsoever.

I'm excited to announce that you will never need to ask for a credit card again. You will never need to wait to collect a deposit. Those steps of the sales process have been completely eliminated. And I'm excited to announce.

The deposit threshold launches right now. Let's go.

So if you open up all everyone's using Copilot, it's in your estimates, in the Settings part. It's turned off right now so you can customize it later and be able to edit it just like you see here. And it is putting in the estimate total threshold, what dollar amount do you require deposit, what percentage? And you can also change this to a dollar amount. So you could literally, if you wanted to make this prepayment as well by making 100% as the deposit. So all of that will be integrated and you'll be able to customize all of that. We'll be working on part two of dst, which is drone mode, and that will be coming out in 2024. Now, the fine print, because when I say stuff about Copilot, everyone's like, you're selling Copilot. Let me be very, very clear. I've said this over and over again. And as we need, we need till the end of this year to catch up in terms of technology. And when it comes to CRMs, I've been very consistently saying that we need all of 2023 to catch up. In my opinion, Copilot will not be something that I'm proud of until the end of 2024. And by then I do believe it will be obvious that we are the leader in this industry and the trajectory of what we are doing is far in excess and greater than anyone else in this field.

There's a lot of bumps and bruises along the way. We've been moving really quickly. There's a lot of bugs. This week, for example, we have 70 bugs we're squashing over the next three weeks. There's been a lot of hurdles like time, stuff goes down and all nighters that we've spent working on this stuff. Not just to create the features, but I'm learning this stuff.

So please don't think this is a sales pitch. Use Copilot if you believe in what we're doing in the long, long term.

But right now, if you, if you're running a business and you're using a CRM and it's working well, please don't change for the sake of me making this talk. Don't change for fancy bells and whistles and even cool things like we just talked about. Make the right decision for your business. There's. There's a lot of issues that are with Copilot because I'm new to this game and our team of 20, we work hard, but.

There'S still issues with it and I'm open, I try to be honest with that, but I truly believe with all of those imperfections, and I can guarantee you they are imperfections and there's going to be, especially over the next few months, we still are at a crazy pace of trying to catch up.

I also can guarantee you that there is no one in this industry that cares for your business when you use their software as much as I do. Not a single person. And I say that with all confidence and guarantee after getting to know the CEOs and executive teams at these CRMs. I care a lot for your businesses. And for those of you who have used Copilot, I am eternally grateful and thankful for your trust this past year. It's been a bumpy ride. And everyone that comes behind you in 2024 and beyond owes you a lot of gratitude for staying on with us. So thank you very much.

I appreciate it.

Can you give them a round of applause?

If you could actually stand up if you're already using Copilot, I do want.

To actually recognize you and just appreciate you.

Can you please stand up if you're using Copilot currently.

Cool. Thank you so much. Can we give them a round of applause?

But wait, there's more.

Because coming next month, we're going to be integrating pay for performance with Copilot. And in doing this.

In doing this, you will have your employees the ability to be able to, say, see exactly how much they will earn in their day. And it'll look just like this when they log into their app. They'll see all their visits on a thermometer. And as they complete them in copilot on P4P, they'll be able to see what they're earning on pay for performance. It'll also have a live, as you can see here on the bottom, their rate. This is a test account. This person was making $1,400 an hour. Cause I was clicking complete very quickly. But they will see exactly what their hourly rate is, live time. And as they click complete and copilot update in P4P, so they know how much they made, quote, unquote per hour because that's the metric they all know in their brain. And they'll be able to have the reinforcement of compensation as close to performance as possible. It's been something I've wanted for years and years and years, and I'm eternally grateful for everyone that has supported that vision. And I'm extremely excited to be able to show this to you next month. Thank you very much.

But there's more also coming in June. As most of you in P4P have seen, we've been working on something called achievement awards. We have not launched this yet, but it's going to be coming in June of 2024. And it is going to be the ability to be able to reward employees for things outside of just the compensation of P4P. For example, if they have an attendance record like this where they have 70 days of perfect attendance, that is not being late, not calling out and not doing a no show, they can unlock rewards like extra paid time off. They'll be able to unlock things like a gift card, be able to have their own truck for the week, whatever you want to lock in behind the reward system. And there'll be tiers, so you'll be able to have tiers 1, 2, and 3. So if you want to be able to reward them based upon tenor, then the person that stays longer, their rewards compound and it'll be a tokenized system that when they achieve something inside the business and they perform well they get rewarded. Thank you all so much for supporting this. I appreciate it. It is absolutely the world to me and I think over the next 12 months is can become very clear that these tools not only in AI but with team copilot and P4P will absolutely change this industry. And this morning I talked about the fact that yes my revenue has gone up over the past few years. My profit and my tax returns tell it they've gone down. This is what I'm investing to. It's been somewhat of a life work the past five years. I'm eternally grateful for every user that has trusted me along that process. I've had to learn a lot about tech, AI coders and developers and it's a whole new world to me. I appreciate your trust tremendously. Thank you so much. And we have one more keynote.