Name: Salesforce Quote-to-Cash: The Guide for Salesforce Admins
Uploaded: 2024-08-06T16:29:34.395Z
Duration: 45 min 32 s
Description: Salesforce Quote-to-Cash: The Guide for Salesforce Admins

Transcript for "Salesforce Quote-to-Cash: The Guide for Salesforce Admins": Amazing. Hello, everyone. Welcome or welcome back to another Salesforce Ben webinar on Salesforce quote to Cash, the guide for Salesforce Admins. I'm Simon. I'll be your host for today's session. So as some of you may be aware, quote to cash is a crucial end to end business process that can transform your sales process by mitigating human error and inefficiencies. It encompasses the entire sales cycle from generating a quote for a prospect to receiving cash from the customer. Effective quote to cash integration can lead to improved sales efficiency, greater customer satisfaction, and enhanced sales performance amongst other wins. So it really is an essential process to integrate into your organization. So throughout the next hour, we'll be exploring the need for integration between sales and finance, how advancements in quote to cash automation have empowered companies to accelerate their end to end sales processes in recent years, and different integration options, including a live demo of Saligo's prebuilt apps and templates. That's enough from me. I'd like to invite your speakers for today's session onto the stage. So we have Dave, Silego's director of platform product marketing, and Brent, a solutions consultant at Silego. I'll leave you in their very capable hands, and we'll pop back into the q and a. Great. Thanks, Seema. So before we get started, I just wanna give you a quick, overview of our platform, our our webinar platform called GoCast. There's couple of features I wanna point out for you. There's an attendee engagement bar on the right side of your screen where you can access the group chat. You could submit questions through the q and a bar, and and please submit those questions in the q and a section, not the session chat. That way it'll be easier for us to manage that. So, with that, Brent, we're ready to get started? Yes, sir. Excellent. So let's take a look at the agenda. As you said, we're we're gonna talk about what are the benefits of automating your quote to cash. We'll talk about why integration is necessary and why it's not as simple as it may seem, what options you have for integration, and, you know, we wanna talk a little about why you might wanna use Siligo, to do that. And that, you know, rental could do a demonstration. We'll talk about some Seema kind of o overlaid what quote to cash is, Seema kind of o overlaid what quote to cash is as as we said, and we've kinda laying it out. Here's the way that we look at it, all of the steps that there are, and it does encompass the entire sales life cycle. And if you're joining on on this call, this is probably the core of your business, and there's gonna be significant advantages to automating that. Well, you know, we're looking at some of these, you know, and and their advantages across your your organization. You know, in terms of efficiency, the processes are are faster. Automation's gonna speed up the quote to cash cycle by reducing manual intervention and by streamlining your workflows. Improved accuracy by reducing quotes, minimizing human errors, ensuring more accuracy in your quotes and orders and invoices. Automated validations and checks can reduce the risk of errors in pricing and discounts, contract terms, and you're gonna get more consistent data across different stages of the of the process from quoting through billing because there aren't those error human errors in creating that and because that that data is simply flowing directly from system to system. There's gonna be a better customer experience because customers are gonna receive their quotes and invoices more quickly. It's gonna lead to faster order processing, faster delivery. There's better revenue management. And where your your your forecasting is gonna be more accurate because automation's gonna provide you with real time data and analytics. Better cash flow because you're faster invoice generation and faster payment processing. You're gonna improve your cash flow and reduce your days sales outstanding. And, you know, in terms of scalability, an automated quote to cash system can scale better and handle increased transaction volumes as your business grows. You're gonna be more adaptable because you can change faster to business changing business needs, new products, and pricing models without significant manual reconfiguration of those processes and and and those integrations. You know, better compliance, better auditability, really. It's the automated systems will ensure your adherence to those, regular requirements in those company policies. But even more important, they're gonna provide detailed audit trails for all your all your transactions, and that's gonna simplify things when there's a requirement or compliance for financial audit. And all this comes together, right, for to to reduce costs. You can reduce your labor costs because there's less need for manual labor, and and that's gonna save save money. And your operational efficiencies that we talked before, those streamline processes are gonna reduce operational costs, and they're gonna improve your resource utilization. And better better collaboration across departments. Right? Because if everybody's using if if those systems are integrated, if that data is agreed upon, then, you know, there's that no multiple versions of the truth. There's there's easier for people to work together because that data is slowing without manual changes and manual interventions. So all put this together, we we need integration. Right? Right, Brent? Correct. I think that transitions perfectly into this next slide here where you may be asking the question why integrating Salesforce and your financial systems is essential for a true quote to cash, efficient process. Right? So when your sales platform lives in isolation from your finance platform, your billing system isn't as informed of any updates, to quotes, terms, or any of the supporting documentation even. And and that may lead to incorrect invoices and bills being generated. And that ultimately results in wasted time, wasted effort, needing to correct and, resend those bills, obviously. So in in parallel, the, your your sales systems don't know when payments have been completed, leading to a delay in the execution of certain contracts, affected by that breakage. For your finance teams without correct information flowing in, your month end close process can be delayed. Financial reports may not match, leading to inaccuracies in reporting, cash flow estimates, etcetera. Not a bit good. But for your operations and IT team, lastly, it's it's hard to imagine or to to manage rather 2 disparate systems, and it requires a lot of effort and maintenance to sync the systems and scale as the organization grows. Certainly, that's something that may be manageable at first, but as that volume increases, when as your business grows, at some point, that's gonna become a problem that needs to be solved for. Alright. And then pass it back over to Dave. Yeah. So it sounds like they should be really simple. Right? We're just gonna connect, and and integrate our our CRM Salesforce with our ERP, whatever that ERP happens to be. But if we look under the surface, it's it's it's not that simple. It's much more complex than it seems, because, first of all, there you you you will probably have some very personalized or or highly configured forms. You may have special data. You may have things in your sales process that are very different than others. But I think more important is that there are many more applications that are automating different elements of the quote to cash process, and they're gonna need it need to be integrated as well to fully automate that process. You know, and and that's you know, in the past, that wasn't a problem. People highly configured their systems to make sure it worked and then hardwired their integration, which was not fun and expensive and broke a lot, but it still was 2 systems. Now we have these multiple systems. And before we, we move on to the next and start looking at what, the your integration option is gonna be, we do have a poll. And let me see if I can do this right because I screwed this up a lot. But we're gonna ask you what integration technologies you use. Can we see the poll? Did I do that right? That's a good question. I can see it on my screen, David. Okay. There we go. Lots of custom coded so far. Actually, we see a lot of that. People using the native integrations. That's very common. People moving data manually. That's not only very it's very common and not fun. Oh, there's someone using an iPass. That's nice. Or a few people there. Alright. So it's great to get we we have a little background about what where people are in in terms of the technologies they're using. We got some more some more iPaaS. We got more native. Yep. Custom code is still number 1. So let's kind of let me just go back to the slides, and we'll move on to those integration options. Brad, you're gonna talk a little about those for everybody? Absolutely. So we've already talked a bit about why integrations like this are necessary, but it's also important to discuss the different options and, and basically go through the pros and cons of each. And you really gotta start by asking yourself, you know, what what is your integration strategy? Are you planning on building? Are you planning to buy? What does that look like? But, you know, starting off at the, the top left corner there, regarding manual data transfer. These are all viable options, I'll start by saying. But, you know, for manual data transfer specific, this can be inexpensive, but it's it's often error prone. Right? I think everyone can relate to the situation where, someone forgot to key in the information correctly. Maybe it's a typo. Maybe it's just an, a missed thought. Either way, it can be time consuming to deal with, and it tends to be quite tedious. Next from that, you have direct API integration, which we saw a number of you were were using. And and this, again, is is a good option. You get exactly what you want, and you have complete control over the process. There are no recurring fees, but it usually turns out to be more expensive in the long run. You're not required to maintain this integration and perpetuity, and, you need a developer to make that happen. And if you don't have a developer resource internally, at least one with Bandwidth, you're gonna become dependent on outside outside resources for maintenance and support, which as I'm sure everyone knows with billable time can tend to add up. And when certain things like, making mapping changes should be very simple. It's certainly something you don't want to deal with. Then next, moving on to native for plugging into creations. These, these can be quick. They can be cheap, easy, but at the end of the day, you get what you get. And if you have any complex needs that fall out of a scope of basically what that, that, box solution handles, you're you're basically out of luck at that point. And so, you know, as your business grows, there's going to be new unique requirements that pop up in these these use cases that are handled by those native integrations outside of the scope of that box. So there will need to be a solution for those at some point in time. Then lastly, that kinda leads us towards the business process automation box that you see there at the, the bottom right. Or basically we're we're referring to Ipass in that scenario or if you're unfamiliar integration platform as a service. And these are great because they're admin configurable. Someone else will always maintain the code. So if it breaks, it isn't your problem. Right? And it it it's very flexible, very scalable. There are recurring fees, but it ultimately turns out to be cheaper in the long run as there's higher ROI compared to the other options listed. We'll go through a number of the reasons why that's the case, but you're gonna be able to, to manage all integrations through one platform as opposed to meeting, say, 20 or so native solutions to do the same job. And then that will lead us into the next slide here where we're gonna talk a little bit more about Zalwego's integration platform, known as Integrator IO. We have these popular ERPs and other applications like HubSpot and Jira to connect with Salesforce or any other application for that matter. And Selingo's Integrator IO lets you fast track your integrations via our extensive library of prebuilt connectors while giving you the flexibility to use universal adapters at the same time. So if there's a connector we don't have, it just means we would need to, you know, leverage that universal connector to establish, connecting to whatever application that may be. And you can you can build out custom integration workflows on the platform like I mentioned, really. It's it's whatever the the APIs that application we're working with can support, our fair game are available for us to to build out to meet your requirements, as well as a number of other options, which we'll dive into. And you can even let your technical users build powerful, complex integrations with the set of developer tools that we offer. So even though we do design the system in a way that's easy to use, easy to manage, we'd like to provide, developer friendly options in the event that your requirements would, find that useful. But I think that is a perfect segue, if it's fine, with you, Dave, to jump right on into the demonstration. I know we've been talking about the the platform. Might as well take a look at it. So, with that, actually, I'm gonna stop sharing and then move over to my screen. Alright. Alright. So what we see here, on my screen is an example of a home dashboard or what your home dashboard could look like in an eventual state using, Integrator IO. Now there you can see here there's a number of different prebuilt solutions as well as custom solutions that are working together, not only to automate the core quote to cash process like David mentioned, but also a lot of those other ancillary pieces like feeding leads from your marketing platform, maybe feeding in all of your customer relevant data into a data warehouse. Really, the use cases are endless at the end of the day. But with this, I do wanna spend a good amount of time in this specific tile you see here for Salesforce. Open this up because, you know, it helps illustrate that there's, there's a long list of applications we can connect to. All of the or the ERPs you see we're connecting Salesforce to here, or leveraging our prebuilt connectors, which have expedited the time to drive quote to cash efficiency through automation. And with this, you can see some of those more common ERPs like your Business Central, your Acumatica, NetSuite, Sage Intacct. And, really, the list, is is endless so long as that, that application we're working with has some form of connectivity like I had mentioned. Now as, you know, I understand the majority of you on the call are are admins today. So there's a few pieces I wanted to point your attention towards that may be useful for, building out your automation workflows, maybe changing mappings as you're creating new records or custom fields within Salesforce or your your destination application for that matter. First, while we are on this interface, I wanna show you how you could potentially align your integration to run-in coordination with when you would expect to use that data. So, you can see the, these are kinda split half and half between flows that are running in real time, which means you can have up to date information, you know, running in the background, and it'll just be there. But there are other certain situations where it may be a benefit to define a schedule for when you would expect to receive that information. Maybe your boss logs in, at a leisurely 10 AM every morning, and you need to have that updated data for him, at 9:30 at at least, you could certainly set the, the run time for a flow schedule to run-in accordance with that. But you can see here, it's very easy to align us with any of our prebooked frequencies, getting this to run up to every 15 minutes. Or if you need something a little bit more specific than that, you can even build out a chronic expression schedule where you can get this to run up to every 5 minutes, and you can get as specific as, you know, picking, the, you know, random hours of the day where your team may find it useful, to get that information when they need. Alright. But I do actually want to jump into an example data flow for us here. And and pardon me for not explaining this before, but as when I refer to a data flow or a flow on Integrator IO, essentially, what I'm referring to is in in in its most basic, form, data moving from one endpoint to another. Usually specific to one record type, but really these can be built out or or built out specific to whatever your use case requires. The perfect example here would be the Salesforce account, to generate new customers within your ERP being NetSuite in this instance. So I am going to click into this for a second, and you can see that, we've got a few steps predefined here. But if I hadn't come in to build this, this would be a great example of our flow builder interface and how it's really a blank slate for you to build out whatever you need. But in doing so, the the time to implement a solution like this will be greatly expedited, again, like I had mentioned, through the use of our prebuilt connectors. So if we click in here to this Salesforce step, which is listening for new or updated accounts in real time, we can see some of the benefit of interacting with the iPaaS as opposed to, say, those direct custom built integrations, right, where, instead of needing to understand how to read through code or, use different developer tools, you can actually just establish your connection to, say, Salesforce in this instance and then choose the actual object type you'd like to select from. And this is dynamically connected, so you, you admins will be happy to learn. You know? If, if you do add some custom records into your Salesforce environment, that's not a, concern. It just takes a quick refresh, and you'll see that option available to us to select from. Then there's there's a number of things you could do to the data before it moves downstream if you were aiming to, bake some of the logic into your overall process workflow into the integration layer as opposed to needing to do it through admin work in in Salesforce or even your destination system. But, again, just to highlight the consistency of interacting with those prebuilt connections, Just wanted to show that NetSuite connector as well. Because, again, it it's it's basically going to involve selecting fields from, or different record types from a drop down list, as well as we can support those more custom requirements. Maybe an example right here would be identify or using specific criteria to identify existing, customer records in NetSuite rather than generating duplicates. Ultimately, we're waiting for less time having to deal with those duplicates so you can spend more time on the tasks you find important or even to optimize selling for your team in Salesforce. Alright. Another piece that, you may find critical to learn more about would be how information will be mapped from point a to point b. The good news is, again, this is a consistent interaction point for the platform, so this is gonna work the same, for a majority of the applications we have these prebuilt connectors for, where this column on the left here is the data you're retrieving from your source in Salesforce in this instance. And then you can align that exactly to where you'd like to park that data in its eventual destination being NetSuite. And so you can see here, again, very similar to choosing the record types, you'll be pulling fields from a drop down list, for both the source and destination. And we know that data mapping isn't always as simple as this, value from point a goes to this field and point b. So we have a number of different field mapping types that will allow you to make some of that logic into your, integration layer. Like, far tuning a value has, that one's usually pretty straightforward. But in an example where you were mapping to a subsidiary, you could provide the value here as opposed to, again, needing to store that on your records within Salesforce. You could also define a lookup step if we're following along that subsidiary example. You can imagine a scenario where in Sales Force, for whatever reason, your sales team prefers to write the subsidiaries in shorthand, but when they make their way into your ERP, you need that to actually, translate into a completely different value. That is weird on me. I clicked on something. But, you can build that out as extensive as needed, depending on your use cases. And, you could also do that in a dynamic fashion if you were looking to avoid, building up this mapping table. Additionally, there are use cases. I'm sure you're very familiar with them, where 2 fields may need to be combined, like address information or first name and last name is very common. Any logical operation that you may need to apply for data mapping that is, you know, ever related to concatenation or any of these, operators like you see here, we will be able to bake in using the multi field mapping tool. So, again, you can take some of that logic out of Salesforce and have it baked into the integration layer, thus cutting time out of your your your typical admin tasks. Alright. So I'm gonna jump out of here. There's a few other things that I wanted to touch upon before we jump out of that Salesforce anything tile. Particularly just, you know well, actually, let's jump into another, data flow for a second using another ERP just to, again, highlight the consistency of interaction on the platform. Mapping is gonna look the same. Choosing from the record types is gonna be very consistent. Also, you don't have to learn, you know, how 20 different native or plug in integrations work or function. You'll have that consistent, you know, single pane of glass to look through for all integration needs or touch points. Alright. But also here on the left, you can see some of the other processes, you know, ancillary to your typical quote to cash automation, will let so you can you can imagine a scenario where you're you're feeding, marketing leads, from your marketing platform like a HubSpot to Salesforce, or customer support. Maybe you'd like to manage your cases within Salesforce. You can link, relevant systems like Jira or Zendesk while leveraging some of our prebuilt assets, to to drive holistic quote to cash efficiency, not just pointed at those core processes. We'll go through all of the different, bullet points like you see here on the left, but really the the the use cases are endless, whether it be data warehouses, use cases, human resources, so on and so forth. Alright. I am gonna jump back out, into another tire tile here just to talk about error management and how that could potentially benefit you as a, a Salesforce admin, not only managing your Salesforce environment, but also the integrations tied to that environment. So the good news is you don't have to have a new tab open in perpetuity now that you have integrations running through the platform. This is a scenario where you can just be monitoring your email inbox as one typically does. And, hey, you get a notification that there was an error that, came about because you were trying to generate a customer record or an account record rather inside of Salesforce from one of your Google spreadsheets. Through that notification, I was alerted. I came into Integrator IO. I clicked on the flow that identified exactly what step of the process was the source of the error. So I didn't waste all my time investigating Google Sheets when we can actually see that the error was from by Salesforce. And we'll even provide our error management interface to give you all of the details one would typically need troubleshoot the error from that point, like the actual message classification, again, the source. The classification is a is an interesting piece here to mention or talk a little bit more about as with Integrator IO in particular. We've baked in artificial intelligence, to support the error management process so that we're assigning 1 of 9 unique different class ifications based on the error message we read. And I'm sure you're wondering, hey. Why does that matter to me? Which is a valid question. The reason I explained that a little bit more in-depth as it is because if there's a classification that gets dumped into the bucket of, hey. This can be resolved via a simple retry. Maybe a connection was offline for a second or, there was a intermittent issue, we'll be able to identify those and then retry them automatically, through this solution so that we see only around 5% of errors that come across platform actually require manual intervention and correction. So 95% is where the the vast majority of the errors you would typically see through an integration are already taken care of by our error management. And also in the, in this instance where, there did or did require manual intervention, we could actually see the sample of the data that was the source of the issue. So in this instance where someone forgot to enter in a a name, you know, we can go in and directly make an edit to this data to retry it and push it downstream to the eventual destination rather than spending the time reaching out to the the person who managed that Google Sheet or going in and manually making the changes there, pushing it through the integration again, and then hoping that everything went right. We can just manage everything from this one central interface. As well as I will mention, a lot of other integration solutions fail to consider error management as an out of the box piece. Right? This is something that can sometimes be left out of a build as this an additional consideration requires additional time, which again equals money at the end of the day. But this is will come out of the box, and be embedded in every single data flow that is a part of Integrator IO. Alright. Jumping out of that. There are a couple of other pieces that I wanted to touch upon before we jump into the marketplace. I did just wanna highlight the fact that, through some of the prebuilt solutions that we offer, which don't just involve our prebuilt connectors, we're able to automate the the core quote to cash, processes to drive efficiency in a more out of the box fashion through something like an integration app, where if I click into this, this is between Salesforce and NetSuite. But this is gonna cover the most common processes, like syncing of your accounts, your contacts, your opportunities to drive new order creation in your ERP, your financial system of truth. And then once you have your core solved for, we can then explore some of those ancillary pieces again to drive that holistic efficiency for your your quote to cash. But last thing I wanted to touch upon for the demo portion here is actually going to be the marketplace. So this is where one could come into Integrator IO to view any, any of our prebuilt solutions like that integration app we just looked at for Salesforce and NetSuite, but also since your your Salesforce admins, you can filter by application you're curious about to ideally, either use one of these prebuilt solutions in your own environment, or quite honestly, I I encourage every, new user of the platform or even someone who's just generally curious about integration in general to explore our marketplace so you can, see what others have done and with and see the best practices are the most common use cases between applications that are are very common out there. So you can see, you know, there's a lot of quote to cash, templates here, which will just provide the framework for you to build out any business specific logic that should be applied to your quote to cash process. Those can be fully customizable. And obviously the the framework can be used as the foundation to build off of. But, also, you can see some of those other ancillary pieces are already out of the box at your fingertips, able to be installed, and essentially the blink of an eye, given that, you're you're foregoing testing or or any any specific customizations, or at least the installation process and that that foundation being built would be, expedited. Yes. Highly encourage everyone to take a look given the chance. You have the ability to view the the the marketplace via a free trial of our platform, which is available via our, our website, where you could even just view, some of the prebuilt solutions that we offer via our our general website. If you didn't have the bandwidth to explore free trial. But with that, that does conclude the demo portion of what I wanted to go through today. So let me go ahead and stop share here. I get back into our slide deck. Okay. So with in this, now that we've walked through the demonstration, I just want to give a bit of background on who Zelligo is. And, basically, so we go is the number one ranked Ipass on G2 crowd by customers based on verified customer reviews out of 236 competitors. Additionally, we were also named visionary in the Gartner Magic Quadrant for Ipass by industry analysts. We process more than 16,000,000,000 data records per month. We have over 150,000 business processes automated for customers across all industries, such as some of those, those more recognizable logos like you see up there at the top, right? Like PayPal, Subrittian, Home Depot, Unilever, etcetera. And our AI enabled error management that I had shown you a bit earlier auto resolves more than 417,000,000 errors per month. So you as you can imagine, that's a very impactful statistic. Just wanna make sure everyone takes note of that. Additionally, we have over 5,000 customers with over 40,000 users that are supported by, over 700. So we can select like Dave and I, spread across the globe. And then finally here, I want to jump over to, a few customer success examples, right? Just to wrap up, starting to talk about how we were able to drive quote to cash automation for these customers, not only in that core process again, but also relevant to some of those ancillary processes and systems, like Swapcard. They are an AI powered event and matchmaking platform. They were facing the issue of poor visibility into their cash flow, their their manual errors, and, accountants were spending 95% of their time on unproductive tasks. Certainly something that no one wants. Right? So so we go help them solve their problem by automating their Salesforce CRM and billing with NetSuite ERP to give end to end visibility into their financials and ultimately driving that that, quote to cash efficiency. 2nd, here we have the CDC foundation. They had a lot of app sprawl over the 20 years of operation, and and they chose Salego to serve as a single point for all applications and built a powerful customized integration layer between Salesforce and their ERP. And they're also currently integrating Concur expense management as well as their ADP instance to ERP for covering some of those, HR relevant processes. I know we didn't touch upon those, during the demonstration or or previously, but, you know, another great use case for HR processes that brought them to quote cash would be, account provisioning. Right? If you have a new employee who's been onboarded, we can use that as a trigger point to generate their corresponding customer, employee profile in something like a Salesforce or your ERP, where wherever that that, employee should live or perform their daily duties, we can help cut time out of your general processes there. Lastly, we have WeTransfer. They had a custom in house built integration between their ERP and Salesforce, but they could never really achieve the intended goal. So they selected Seligo after careful review of other iPaaS competitors like Boomi or MuleSoft for powerful functionality, ease of use, intuitive design, and a library of the prebuilt, automations, like what we looked at within our marketplace. And so we automated their complete quote to cash process along with those ancillary systems, removed data completeness issues, as well as accelerated their time to close and financial visibility. And with that, I believe that concludes the, the presentation we wanted to go through today. I guess, Dave, any other final words before opening it up for q and a here? No. I think you did a terrific job. I just one thing I just do wanna point out if, as we we share the slide with a lot of companies. Those are a lot of large companies. We did some customer success examples. Those are companies of all sizes and one thing that's great about Zaliko. And through these prebuilt applications that don't require you have a large internal development team. It's a solution for companies of any size. Definitely a great white dimension. Amazing. Thank you. Perfect. So I guess we'll move on to, q and a now. If you've got any questions, please do use the, q and a function chat box. Dave mentioned at the start of the session. We did have a couple of questions that came through. So what if we are not using Salesforce or NetSuite for our quote to cash process? Would there be anything prebuilt to help connect our systems? Absolutely. I can I can tackle that one? As as we took a look at in the integration marketplace, we have those prebuilt templates or integration apps for a wide variety of different ERPs or CRMs. So if I think everyone here, would be using Salesforce, but in the event you weren't using, say, next is the ERP. Again, we can leverage something like our template for, Dynamics 365 Business Central, just, you know, ultimately expedite the time to implement flows, to sync your core processes, like contacts, products, opportunities. Again, if there is a specific ERP that you were curious about, you know, feel free to shoot that in the chat. I'm more than happy to follow-up on if we have something prebuilt, or how that integration would look in an eventual state on the platform. Amazing. Thank you. Next question is, are you able to send information bidirectionally between Salesforce and NetSuite so that the sales team has visibility into financial details only stored in NetSuite? Yeah. So, again, maybe not even talking about NetSuite in specific, more just broadly. We're able to point information or data flows in whatever direction is required by your your team. So if it's a benefit, if you're if you're creating change orders inside of NetSuite as opposed to Salesforce as the CRM, you could certainly, switch the data flow. Again, we've got prebuilt assets that can be leveraged there just for that. But then at the end of the day, if the applications we're working with can support those bidirectional functions, we can absolutely use the platform to build out, that specific integration. Perfect. Thank you. What does the pricing model look like? Is it based on the number of templates, connectors, or something else? So the pricing model for the platform is basically looking at the number of endpoints that you're you're using. Something like a Salesforce or an ERP would be considered an endpoint. It's not actually gonna be the the individual calls, like your accounts or your opportunities. It's just gonna be those those core applications that we're considering. And then it's gonna be the actual flows, that you're using or have active on the platform at any given point in time. So you would actually have the ability to install, any of the templates from our marketplace on a free basis. It's just a matter of if, if you had the ability to turn on the flows tied to that that template, which again, those templates are are typically covering the core processes. But you can pick and choose what's important to you or decide to, you know, leave some turned off. So, hopefully, that better illustrates how our processing model looks and what would go into consideration there. Yeah. Just to add just to add on to that, you can use unlimited numbers. Or our templates are free for Salego users, our templates, our integration applications, all of that is I mean, as as as Brent said, yes. There's this it's based on your number of flows and endpoints, but you can use all of our assets, in in building your integrations. Gotcha. Great. Thank you both. Another question. If we're looking to automate our quote to cash process, where should we be managing our changes, orders, upsells, downsells, etcetera? So at the end of the day, it again, I hope it doesn't sound like a cop out answer, but it does come down to what your business process dictates. Right? We're able to align that. We've already talked about bidirectionality with, with with what we're capable of and the processes. So if you if your team, already has licenses for NetSuite and they prefer to do or manage their change orders there, Or if sales is working on Salesforce and they are already taking, a period of that process, maybe generating new opportunities for an upsell, that's typically the the the best practice or the most common practice I see. But again, at the end of the day, it's it's up to your business and your own specific requirements. Fab. Those were all the questions I've got so far. Last call for any questions. I'll hold this space in silence while I see frantically tugging your keyboard, maybe. Oh, there was another one. Do you have any slides that compare siligo to MuleSoft? We currently use Saligo and was thinking this webinar would be more specific to CPQ. So, David So let me take that let me take that one, Brian. Sure. Okay. So, yeah, yeah. So, normally, yeah, we're you know, we so we don't need slides paired. Obviously, understand what MuleSoft is and what's illegal is and the differences. And I think specific to CPQ, if you could send, Chris and Ivy, if you could send your information, we'll get you in touch with your account manager and your CSM, and they get into depths of that. But I would say at the at the very highest level, MuleSoft is an iPaaS designed for developers. It is more complex to use. It doesn't have as much in terms of prebuilt applications. And it's also, you know, we're we're a, elastic SaaS solution, so everybody is on one unlimited instance. And and and there's no, there there's no sizing of your implementation, though. There is. So that's another difference from MuleSoft. But, you know, in general, it really is one is a tool for heavy duty developers who are specialized in MuleSoft. Silego is more targeted at a business user being able to do their integrations on their own. But from the specificities, CPQ definitely get us your information, and we'll get you aligned with your CSM and account manager. And they can get somebody from Brent's team to come in and do, do a targeted demonstration of that area. Great. Thank you. Any further questions? Fab. If there are, no more questions, then, I will hand it back to Dave because I think he briefly wanted to say something around the dream pool. Yes. We do have one more slide. Let me move that forward. Yes. For those of you who so and this is for any anybody anybody who's of our customers or anybody attending. If you're interested in in engaging with us, you'll be we'll be sending out a follow-up email after this, and you have that opportunity to set up a meeting with, our Saliga folks who are gonna be on-site at Dreamforce. And, so you'll have the opportunity to engage directly with someone face to face if you're there. For those who aren't going, you could also get in touch with us and then get engaged with us. As Brent said, we have, we you could run a free trial. You can set up a demo. There are there are lots of opportunities to learn more about Saleo. We hope you do. And we hope, we hope you you've enjoyed our time and hope you've learned. Anybody else have any last words, thoughts, comments, Brent, Tima? No. I guess I would just say I I truly appreciate everyone's time and attendance on the call today. It's a pleasure walking you through, what true quote to cash efficiency could look like through a single integration layer as opposed to many disparate solutions. So, generally, thank you for the time. Fab. I believe that, is everything. Well, thank you, Dave and Brent, for, your time as well and for sharing, for sharing this, great insightful presentation as well. And thank you all for joining us as well. I hope you have a wonderful rest of the day.