Dreamforce 2024 | Andrew Russo | BACA Systems

Clips
More from Dreamforce 2024

Andrew Russo

Salesforce Architect

BACA Systems

play_circle_outline Revolutionizing Stone Countertops: BACA Systems Robotics and Salesforce Architect Transform Industry Technology

play_circle_outline Transition to using Salesforce for sales, service, ERP, unifying business

play_circle_outline Enhancing Operations with AI: Transforming Customer Interactions and Forecasting Inventory with Einstein and Generative AI

play_circle_outline Utilizing Prompt Builder, Copilot to create hyper personalized automations, assist users

Info

Andrew Russo | BACA Systems

Andrew Russo

Salesforce Architect BACA Systems

search

Christophe Bertrand

>> Hello and welcome to theCUBE. We are at Dreamforce 2024 actually in the New York Stock Exchange Office in San Francisco. My name is Christophe Bertrand. I'm a principal analyst at theCUBE, and we are going to be talking to clients, partners and Salesforce folks in the next couple of days. Today, I am joined by Andrew Russo, who is joining us to talk about his experience with Salesforce. Andrew, tell us about what you do, who you work for, and the interesting projects you have going on.

>> Yes. So I work at BACA Systems and we're robotics manufacturing company, so we do robotics and automation for the stone countertop industry. And my role really is I run almost all of our entire technology stack. So 365 for our emails and our business applications there. And then I run all of our Salesforce and really even our on-prem infrastructure. So have a lot under it, but we've moved so much onto the platform that really my main focus on a day-to-day basis is Salesforce at our company.

Christophe Bertrand

>> Great. So that's a very big remit. I mean, you have on-prem, you have, of course, the SaaS environments and Salesforce is one of those. And more importantly, and I want to double click on your business because I think you said something super interesting, robotics, love that. And of course, you're manufacturing robots that will be used by companies to actually create their products. So it's got to be a pretty important purchase for them.

>> Yes. So it's actually generally for our customers, one of their largest investments in their business and generally it also becomes their first investment. So they're buying a saw as probably one of their first pieces of automation because they've done hand cutting and things like that with having people actually cutting the countertops with Makita angle grinders, and that's how it's done with hand fabrication. Then the first big investment generally is a saw for cutting. So for our customers, it's a very important investment for them, and really, it's important that we're able to deliver a really amazing experience that is easy for them and also able to run our company as efficient as possible.

Christophe Bertrand

>> That makes a lot of sense. So let's talk about Salesforce and the various components that you leverage. So first of all, you're the Salesforce architect and I guess operator in many ways. Tell us a little bit about your background with Salesforce and then I want to double click on how you leverage the technology in a context of creating these important robots.

>> Yes. So really my experience with Salesforce, I was kind of thrown into it. I didn't really have any Salesforce experience going into it. I had been pretty much, I started out with exporting leads and I was just helping with the Salesforce and then they had gotten Salesforce for just the sales in the beginning, just they went to the trade show in 2014 when the company was founded, needed a place to put leads. That was Salesforce is what it was, because when they did that decision, it was like, where do we go that we can scale and grow with instead of, okay, we have a CRM, now we hit a roadblock. So then in 2017, I started to take over more and more and I started helping with a Service Cloud implementation. So we rolled out Service Cloud because we had sales, Service Cloud on it was just the next logical thing. And that's really when I started learning Salesforce a lot through Trailhead, honestly, a lot of just self-taught learning of just figuring it out as I went. That was kind of what it was. We're a small company, we're less than a 100 employees, so we don't have a big giant pool of people doing Salesforce. And now, really where I've grown to is I've learned a lot more about the platform. I've got, I think, now 20 plus certifications from Salesforce. I have tech systems architect and application architect, and really we have a really large Salesforce organization where we have pretty much our entire business runs on the platform.

Christophe Bertrand

>> So that's very impressive, 20 certifications, and I believe you probably spent a lot of time here in San Francisco taking those classes and others. I know that it's a very big deal here. So let's talk a little bit about the platform. You mentioned now you leverage a platform in much wider way than when you originally started, which makes a lot of sense. Let's talk a little bit about AI and what you've done around AI and also any other interesting integrations and customizations you've been able to develop.

>> Yeah, so thinking about where we've gone and how we've customized the platform to fit our business, in 2020, we had obviously the whole COVID thing happened with it. It was a big change to business, but we had, the supply chain really hit us hard, supply chain challenges, and I remember this, it was October, I was talking to our Salesforce account executive or AE and I was like, "Honestly, we're trying to figure out this whole ERP thing. I don't have anything to buy from you." This is pretty much what I had said. And she's like, "Well, why don't you look at Rootstock ERP?" It's on the platform app exchange. Just take a look. And I was like, "Okay, but I'll hear them out, but I'm not buying. I want to make it very clear. I'm not in the market to buy anything." So that was the start of it. We started to entertain the idea of what do we do with our ERP? We had a Sage X3, it was off platform. It actually runs on prem. We had Salesforce, if we were to go and reimplement Sage X3, maybe it could be the best ERP, maybe. If we go to a different platform, maybe it's the best ERP, we have Salesforce, we're going to have Salesforce for our sales and service. So do we want to have the best ERP outside of Salesforce and the best CRM for sales and service? What if we were to put our ERP on the platform? So that was a big decision that we made in 2021, and we went live in January of 2022, and we pretty much took our entire ERP, so inventory, accounting, general ledger, AP, AR, purchasing, work orders for building, everything is on the core platform, which I think makes us probably one of the more complex orgs of anybody that I know. But what that also did is it unified our entire business structure because now I don't have, oh, well, where's this data warehouse that's got this information? Where's the sales data? Now, we can build dashboards that have a business 360. We can have revenue not only from our opportunities but also our aftermarket part sales. We can look at what are our warranties and RMAs. We can look at what's our on-hand. You can have a executive dashboard like I've never seen at any other company because everything is in the platform.

Christophe Bertrand

>> Wow, okay. So that's really going zero to a hundred in a matter of what? A year and a half or a couple of years, post-COVID.

>> Yes.

Christophe Bertrand

>> Which no small feat. Well, let's double click on that, I really like what you've done with integration of the... So you went from CRM, leads CRM to now full integration with ERP. You're running the business on this. Let's talk about some metrics. Now, you've got a very complex org in terms of Salesforce, you have to have lots and lots of workflows and processes under the hood and automations that you've built. What about the metrics? How are you measuring success? How do you say, well, we're doing better, we're doing worse, or these are areas that we can probably fine tune?

>> Yeah. So right now for us, how we measure success is really looking at, one, operational efficiency because we've been able to take some of the errors, so even before the whole generative AI explosion is what I would just call it. Well, I think it was... Is that 2022 October-ish timing? I think we already had started doing predictive AI. So Einstein discovery, doing predictive AI forecasting. Now, we had all of our usage of inventory usage and we knew what our sales were in one place. So we started to not... Forecasting sales is good, but ultimately what revenue matters more is how do you forecast what you need to buy in advance? So we started doing that where we were taking what our usage was and what our predicted sales would be, and we started forecasting our actual purchasing. What that allowed us to do is decrease our on-hand inventory. So when you increase inventory turn, cash flow has a massive impact to it. So things like that are really where we started to look at once we were live and we had good reportability and observability into what was happening in the business, it was what do we take as areas to start to work on? Because in our past system, it's really hard to compare a system that you had to use Crystal Reports to get any information out of. And if anyone's ever done Crystal Reports, good luck.

Christophe Bertrand

>> I may have in the past. I feel your pain.

>> So now with Salesforce reports, end users do reporting. It's not a administrative type of thing that you have to have a here's the reporting person, end users build Salesforce reports. So now, we're able to really measure it. So if you look at our automation, right now, our focus is low code, no code because you don't really want code. If I look at our total code that is ours to own and manage, you could probably print it out on size 12 font and probably maybe 10 pages of A4 paper. That's our total actual code that is our code that's not in managed packages. There's managed packages that are purchased, so the ERP stuff, but from our code, we don't have a lot, a lot of it is all flows. And what that allows us to create really quick experiences for users that save a lot of time. So screen flows, I think we're at 700 screen flows, or well, 700 total flows, of that, I think it's about 70% screen flows, which is a lot.

Christophe Bertrand

>> Got it. Well, and more importantly, I want to just go back to what you said because the implementation literally changed the financial outlook, probably the margins as well. We didn't go there, but obviously when you control inventory, it can control probably also how quickly you get things delivered in the process, that has to also have a very positive customer impact. The customer experience must be enhanced because you are just better at what you do. Is there anything that's customer facing that you've also implemented that maybe updating them on their order, things like that?

>> That's actually really funny. I was just in my head thinking of what's the big customer one? One of the biggest things that we did that sounds so obvious and simple is order tracking. When an order ships, send them the tracking number. It used to be a manual thing that the aftermarket parts team were like, "Oh, we shipped it, okay, let's try and get the tracking number." But I built a Salesforce record triggered flow that sends them the tracking to a custom branded tracking page that runs on Experience Cloud, and in the URL, it has a unique code that is for their order. When they click the link, it opens our branded tracking and it says, if you need help, it has our contact info so we don't dump them off into a UPS or FedEx website because then it's like if you're a customer, you get that and it's like, oh, now, I've got to try and go talk to them. No, if you have a problem, call us. We have our relationship with our carrier, so we'll work with them to handle it. But that's such a small thing. But customer experience is what matters because for us as a US manufacturer, really what our competition and what our competitive advantage is our US experience. Because US market, the US market has a very different expectation than a European market. For example, if you think about the expectation of what happens in August in the US, we don't close down in August. In August, everyone goes on vacation. So when it comes to part sales and stuff like that, we have to support our customers. And that's the big thing, us as a company where we really strive to be able to deliver that experience. And also, it's about how do we set up ourselves for AI? Because what we did in 2022 laid the foundation for generative AI for us as a company.

Christophe Bertrand

>> That's great. And that's exactly what I wanted us to talk about. So how do you leverage, you mentioned Einstein and gen AI in general, because yeah, it's been a buzzword for the past few months. Okay, great. But literally you're running a business, you're running your business on Salesforce and the platform, now gen AI has become a tool for you. What have you implemented, number one? Number two, what has been the impact for end users, for customers and overall to your business?

>> Yeah. So for us, the company, I started to look at the generative AI as Salesforce was talking about it, and this was in 2023. At the beginning of the year, they were talking about all the stuff at TrailblazerDX, they were going to announce. And I was like, "Okay, this is cool." And I was like, "Well, I could go build this, I could do external services, I could do it in flow kind of." But then I was like, "You know what? Honestly, we have other bigger fish to fry. I'm not going to go try and build my own integrations." Because if anyone's built an integration, there's one thing that's a given with an integration, it will break at some point-

Christophe Bertrand

>> Absolutely....

>> sometime and it will be on a holiday at 7:00 PM is when it will break. It's just a given. So I didn't want to go build it myself. And so we started to wait and I was like, "Okay, well, let's wait and see what Salesforce does with it." So we started the sales email pilot, which was really powerful in I think it was June of '23. So it was about a year and a couple of months ago. And then one thing we found out that was that we really needed even more customization to fit what our business had. So coming out of the sales emails, we ended up moving over to working on doing generative AI with Prompt Builder. So I was like, "Hey, Salesforce, we need help." And we're a small company, we're less than a 100 employees. We don't have a massive million dollar contract value with Salesforce. We are probably one of the smaller customers they have. But we were actually able to become pretty much the first Prompt Builder pilot customer later in that year. So we started to get these hyper personalized automations that we could do to send emails that were crazy personalized. And part of it was the foundation of how we started storing customer information about their recreation. What do they like to do? Do they golf? Do they ski? Because when you go to send personalized emails, that's the information you need to create those hyper personalized type of emails for sales. Then when we started to go into Copilot this year and building out agents for employees to use, what we started to find was that it was important to look at what our users were doing and what could help them to find information. Because users searching through Salesforce is such a bad use of time when you think about it. What they really want to do is ask what it is. So what we started to do is just collect from users. Whenever they were having a question in mind, they were going to go dive to try and build a report for, get information. We just have them write down what they were going to go try and search and then send it. So we made a form where we started collecting some of those things so we could then start to build out actions and allow Copilot to actually enable our users to save them time and do it on the platform where I didn't have to build any integrations because I don't have stuff that breaks.

Christophe Bertrand

>> That's great. And I think that's exactly, I think, the intent of the technology, but you're right, it takes a lot of investment on your part, a lot of, well, thinking through really what the outcome needs to be. And it feels like you've done a lot more than others have who may be a lot bigger than you. Well, look, Andrew, we've covered a lot of ground, so I'd like to thank you so much for your time. Congratulations on all the work you've done. I'm sure there's plenty more to do, but it was great to learn about BACA Systems, to learn about your business and to learn about your integration, not the integrations, the fact that you don't have integrations. You've done this really out of the box.

>> Yes.

Christophe Bertrand

>> Thank you so much. And to our viewers, well, thank you so much for joining us. My name is Christophe Bertrand. We are at the New York Stock Exchange Office in San Francisco, covering wall-to-wall Dreamforce 2024.

Andrew Russo | BACA Systems

search

Christophe Bertrand

>> Hello and welcome to theCUBE. We are at Dreamforce 2024 actually in the New York Stock Exchange Office in San Francisco. My name is Christophe Bertrand. I'm a principal analyst at theCUBE, and we are going to be talking to clients, partners and Salesforce folks in the next couple of days. Today, I am joined by Andrew Russo, who is joining us to talk about his experience with Salesforce. Andrew, tell us about what you do, who you work for, and the interesting projects you have going on.

>> Yes. So I work at BACA Systems and we're robotics manufacturing company, so we do robotics and automation for the stone countertop industry. And my role really is I run almost all of our entire technology stack. So 365 for our emails and our business applications there. And then I run all of our Salesforce and really even our on-prem infrastructure. So have a lot under it, but we've moved so much onto the platform that really my main focus on a day-to-day basis is Salesforce at our company.

Christophe Bertrand

>> Great. So that's a very big remit. I mean, you have on-prem, you have, of course, the SaaS environments and Salesforce is one of those. And more importantly, and I want to double click on your business because I think you said something super interesting, robotics, love that. And of course, you're manufacturing robots that will be used by companies to actually create their products. So it's got to be a pretty important purchase for them.

>> Yes. So it's actually generally for our customers, one of their largest investments in their business and generally it also becomes their first investment. So they're buying a saw as probably one of their first pieces of automation because they've done hand cutting and things like that with having people actually cutting the countertops with Makita angle grinders, and that's how it's done with hand fabrication. Then the first big investment generally is a saw for cutting. So for our customers, it's a very important investment for them, and really, it's important that we're able to deliver a really amazing experience that is easy for them and also able to run our company as efficient as possible.

Christophe Bertrand

>> That makes a lot of sense. So let's talk about Salesforce and the various components that you leverage. So first of all, you're the Salesforce architect and I guess operator in many ways. Tell us a little bit about your background with Salesforce and then I want to double click on how you leverage the technology in a context of creating these important robots.

>> Yes. So really my experience with Salesforce, I was kind of thrown into it. I didn't really have any Salesforce experience going into it. I had been pretty much, I started out with exporting leads and I was just helping with the Salesforce and then they had gotten Salesforce for just the sales in the beginning, just they went to the trade show in 2014 when the company was founded, needed a place to put leads. That was Salesforce is what it was, because when they did that decision, it was like, where do we go that we can scale and grow with instead of, okay, we have a CRM, now we hit a roadblock. So then in 2017, I started to take over more and more and I started helping with a Service Cloud implementation. So we rolled out Service Cloud because we had sales, Service Cloud on it was just the next logical thing. And that's really when I started learning Salesforce a lot through Trailhead, honestly, a lot of just self-taught learning of just figuring it out as I went. That was kind of what it was. We're a small company, we're less than a 100 employees, so we don't have a big giant pool of people doing Salesforce. And now, really where I've grown to is I've learned a lot more about the platform. I've got, I think, now 20 plus certifications from Salesforce. I have tech systems architect and application architect, and really we have a really large Salesforce organization where we have pretty much our entire business runs on the platform.

Christophe Bertrand

>> So that's very impressive, 20 certifications, and I believe you probably spent a lot of time here in San Francisco taking those classes and others. I know that it's a very big deal here. So let's talk a little bit about the platform. You mentioned now you leverage a platform in much wider way than when you originally started, which makes a lot of sense. Let's talk a little bit about AI and what you've done around AI and also any other interesting integrations and customizations you've been able to develop.

>> Yeah, so thinking about where we've gone and how we've customized the platform to fit our business, in 2020, we had obviously the whole COVID thing happened with it. It was a big change to business, but we had, the supply chain really hit us hard, supply chain challenges, and I remember this, it was October, I was talking to our Salesforce account executive or AE and I was like, "Honestly, we're trying to figure out this whole ERP thing. I don't have anything to buy from you." This is pretty much what I had said. And she's like, "Well, why don't you look at Rootstock ERP?" It's on the platform app exchange. Just take a look. And I was like, "Okay, but I'll hear them out, but I'm not buying. I want to make it very clear. I'm not in the market to buy anything." So that was the start of it. We started to entertain the idea of what do we do with our ERP? We had a Sage X3, it was off platform. It actually runs on prem. We had Salesforce, if we were to go and reimplement Sage X3, maybe it could be the best ERP, maybe. If we go to a different platform, maybe it's the best ERP, we have Salesforce, we're going to have Salesforce for our sales and service. So do we want to have the best ERP outside of Salesforce and the best CRM for sales and service? What if we were to put our ERP on the platform? So that was a big decision that we made in 2021, and we went live in January of 2022, and we pretty much took our entire ERP, so inventory, accounting, general ledger, AP, AR, purchasing, work orders for building, everything is on the core platform, which I think makes us probably one of the more complex orgs of anybody that I know. But what that also did is it unified our entire business structure because now I don't have, oh, well, where's this data warehouse that's got this information? Where's the sales data? Now, we can build dashboards that have a business 360. We can have revenue not only from our opportunities but also our aftermarket part sales. We can look at what are our warranties and RMAs. We can look at what's our on-hand. You can have a executive dashboard like I've never seen at any other company because everything is in the platform.

Christophe Bertrand

>> Wow, okay. So that's really going zero to a hundred in a matter of what? A year and a half or a couple of years, post-COVID.

>> Yes.

Christophe Bertrand

>> Which no small feat. Well, let's double click on that, I really like what you've done with integration of the... So you went from CRM, leads CRM to now full integration with ERP. You're running the business on this. Let's talk about some metrics. Now, you've got a very complex org in terms of Salesforce, you have to have lots and lots of workflows and processes under the hood and automations that you've built. What about the metrics? How are you measuring success? How do you say, well, we're doing better, we're doing worse, or these are areas that we can probably fine tune?

>> Yeah. So right now for us, how we measure success is really looking at, one, operational efficiency because we've been able to take some of the errors, so even before the whole generative AI explosion is what I would just call it. Well, I think it was... Is that 2022 October-ish timing? I think we already had started doing predictive AI. So Einstein discovery, doing predictive AI forecasting. Now, we had all of our usage of inventory usage and we knew what our sales were in one place. So we started to not... Forecasting sales is good, but ultimately what revenue matters more is how do you forecast what you need to buy in advance? So we started doing that where we were taking what our usage was and what our predicted sales would be, and we started forecasting our actual purchasing. What that allowed us to do is decrease our on-hand inventory. So when you increase inventory turn, cash flow has a massive impact to it. So things like that are really where we started to look at once we were live and we had good reportability and observability into what was happening in the business, it was what do we take as areas to start to work on? Because in our past system, it's really hard to compare a system that you had to use Crystal Reports to get any information out of. And if anyone's ever done Crystal Reports, good luck.

Christophe Bertrand

>> I may have in the past. I feel your pain.

>> So now with Salesforce reports, end users do reporting. It's not a administrative type of thing that you have to have a here's the reporting person, end users build Salesforce reports. So now, we're able to really measure it. So if you look at our automation, right now, our focus is low code, no code because you don't really want code. If I look at our total code that is ours to own and manage, you could probably print it out on size 12 font and probably maybe 10 pages of A4 paper. That's our total actual code that is our code that's not in managed packages. There's managed packages that are purchased, so the ERP stuff, but from our code, we don't have a lot, a lot of it is all flows. And what that allows us to create really quick experiences for users that save a lot of time. So screen flows, I think we're at 700 screen flows, or well, 700 total flows, of that, I think it's about 70% screen flows, which is a lot.

Christophe Bertrand

>> Got it. Well, and more importantly, I want to just go back to what you said because the implementation literally changed the financial outlook, probably the margins as well. We didn't go there, but obviously when you control inventory, it can control probably also how quickly you get things delivered in the process, that has to also have a very positive customer impact. The customer experience must be enhanced because you are just better at what you do. Is there anything that's customer facing that you've also implemented that maybe updating them on their order, things like that?

>> That's actually really funny. I was just in my head thinking of what's the big customer one? One of the biggest things that we did that sounds so obvious and simple is order tracking. When an order ships, send them the tracking number. It used to be a manual thing that the aftermarket parts team were like, "Oh, we shipped it, okay, let's try and get the tracking number." But I built a Salesforce record triggered flow that sends them the tracking to a custom branded tracking page that runs on Experience Cloud, and in the URL, it has a unique code that is for their order. When they click the link, it opens our branded tracking and it says, if you need help, it has our contact info so we don't dump them off into a UPS or FedEx website because then it's like if you're a customer, you get that and it's like, oh, now, I've got to try and go talk to them. No, if you have a problem, call us. We have our relationship with our carrier, so we'll work with them to handle it. But that's such a small thing. But customer experience is what matters because for us as a US manufacturer, really what our competition and what our competitive advantage is our US experience. Because US market, the US market has a very different expectation than a European market. For example, if you think about the expectation of what happens in August in the US, we don't close down in August. In August, everyone goes on vacation. So when it comes to part sales and stuff like that, we have to support our customers. And that's the big thing, us as a company where we really strive to be able to deliver that experience. And also, it's about how do we set up ourselves for AI? Because what we did in 2022 laid the foundation for generative AI for us as a company.

Christophe Bertrand

>> That's great. And that's exactly what I wanted us to talk about. So how do you leverage, you mentioned Einstein and gen AI in general, because yeah, it's been a buzzword for the past few months. Okay, great. But literally you're running a business, you're running your business on Salesforce and the platform, now gen AI has become a tool for you. What have you implemented, number one? Number two, what has been the impact for end users, for customers and overall to your business?

>> Yeah. So for us, the company, I started to look at the generative AI as Salesforce was talking about it, and this was in 2023. At the beginning of the year, they were talking about all the stuff at TrailblazerDX, they were going to announce. And I was like, "Okay, this is cool." And I was like, "Well, I could go build this, I could do external services, I could do it in flow kind of." But then I was like, "You know what? Honestly, we have other bigger fish to fry. I'm not going to go try and build my own integrations." Because if anyone's built an integration, there's one thing that's a given with an integration, it will break at some point-

Christophe Bertrand

>> Absolutely....

>> sometime and it will be on a holiday at 7:00 PM is when it will break. It's just a given. So I didn't want to go build it myself. And so we started to wait and I was like, "Okay, well, let's wait and see what Salesforce does with it." So we started the sales email pilot, which was really powerful in I think it was June of '23. So it was about a year and a couple of months ago. And then one thing we found out that was that we really needed even more customization to fit what our business had. So coming out of the sales emails, we ended up moving over to working on doing generative AI with Prompt Builder. So I was like, "Hey, Salesforce, we need help." And we're a small company, we're less than a 100 employees. We don't have a massive million dollar contract value with Salesforce. We are probably one of the smaller customers they have. But we were actually able to become pretty much the first Prompt Builder pilot customer later in that year. So we started to get these hyper personalized automations that we could do to send emails that were crazy personalized. And part of it was the foundation of how we started storing customer information about their recreation. What do they like to do? Do they golf? Do they ski? Because when you go to send personalized emails, that's the information you need to create those hyper personalized type of emails for sales. Then when we started to go into Copilot this year and building out agents for employees to use, what we started to find was that it was important to look at what our users were doing and what could help them to find information. Because users searching through Salesforce is such a bad use of time when you think about it. What they really want to do is ask what it is. So what we started to do is just collect from users. Whenever they were having a question in mind, they were going to go dive to try and build a report for, get information. We just have them write down what they were going to go try and search and then send it. So we made a form where we started collecting some of those things so we could then start to build out actions and allow Copilot to actually enable our users to save them time and do it on the platform where I didn't have to build any integrations because I don't have stuff that breaks.

Christophe Bertrand

>> That's great. And I think that's exactly, I think, the intent of the technology, but you're right, it takes a lot of investment on your part, a lot of, well, thinking through really what the outcome needs to be. And it feels like you've done a lot more than others have who may be a lot bigger than you. Well, look, Andrew, we've covered a lot of ground, so I'd like to thank you so much for your time. Congratulations on all the work you've done. I'm sure there's plenty more to do, but it was great to learn about BACA Systems, to learn about your business and to learn about your integration, not the integrations, the fact that you don't have integrations. You've done this really out of the box.

>> Yes.

Christophe Bertrand

>> Thank you so much. And to our viewers, well, thank you so much for joining us. My name is Christophe Bertrand. We are at the New York Stock Exchange Office in San Francisco, covering wall-to-wall Dreamforce 2024.