WBSP874: Scale Growth by Understanding Abacum’s Capabilities, an Objective Panel Review

Speaker A: And again, collaboration was a big theme in 2021. That's when we saw Monday.com, airtable notion ClickUp was born. During that time, Salesforce has been trying to do very similar things, but again, they have slightly more traditional architecture. So it's much harder for them, um, than these guys. Growing a business requires a holistic approach that extends beyond sales and marketing. This approach needs alignment among people, processes and technologies. So if you're a business owner, operations or financ leader looking to learn growth strategies from your peers and competitors, you're

Speaker B: tuned in to the right podcast.

Speaker A: Welcome to the WBS podcast where scalable growth using business systems is our number one priority. Now here is your host, Sam Gupta. Uh, hello, good morning, good afternoon and good evening wherever you may be joining from. This is uh, our uh, review series. Uh, this is the most fun one I think I, uh, personally enjoy because we get to talk about many different solutions. Some of them are extremely, um, innovative. They are doing cutting edge things even though I personally don't like to use those buzzwords. Uh, but they definitely are doing some very exciting things. So, uh, a couple of things from the logistics perspective. If you join for the first time. This is our product series. We have many different cities that we organize as part of our overarching webinar series. Um, we have the product reviews, we have some of the processes and the ERP methodology that we talk about in, uh, that and then we invite some of the friends, uh, for the joint series. Um, so we have those three right now. If you want to know more about these, um, uh, different series, um, then you can go to events and webinar page on elevateiq.com uh, or you can subscribe to our newsletter. On that note, we are going to start with everybody's intros quickly. About Me Sam Gupta, principal at ElevateIQ. ElevateIQ is the independent vendor agnostic technology advisory, uh, firm. Um, and I'm also host of WBS talks. On that note, Phil, do you want to go next?

Speaker B: Sure thing. Hi everybody. Phil Kerper, Managing Director of Ringling Business Solutions. We leverage a couple decades of CEO experience to help our clients really get great business outcomes out of their IT investments. So great to be here, Sam.

Speaker A: Yeah, amazing. And if you have not checked out, uh, you know, Phil's videos, he's doing some very CEO experience in those videos as well. Uh, I can promise that you won't be disappointed if you watch them. They are super fun.

Speaker B: Appreciate it, Sam.

Speaker A: Andy, do you want to go next sure.

Speaker C: Hi, my name is Andy Pratico. I've been involved in ERP software for manufacturers all my life. Uh, I worked all over the us I've worked all over Canada. I worked with uh, you know, over a thousand manufacturers. But um, I now help people more so on how to uncover the truth about ERPs before they buy. I really am embarrassed about the percentage of satisfaction, customer satisfaction and I'm just hoping that I can change that dissatisfaction a little bit to the positive. Thank you Sam.

Speaker A: Hopefully, one of these days. Thank you so much Andy for being here. Shrestha. Ah, do you want to go next? Thank you Sam. Um, hi everyone, my name is Shrestha Das and I'm working as an industry research analyst at Elevate iq And thank you again Sam for calling me here today. Amazing. Thank you so much for being here Sristha. And again you bring a, ah, very unique perspective. So always curious to hear that. On that note, um, I'm going to start with the presentation. Um, and guys, if you guys have any comments, um, questions, stories, uh, experiences using the software, then um, would love to hear those. Uh, we generally like to touch them during the uh, show itself. Um, so the best place to put those comments would be either in the Q and A box or in the comment box. Um, so hopefully uh, you guys can see the screen. Can somebody confirm? Yeah. Perfect. All right, so I'll keep going here and um, I'm starting, uh, but my controls are not working today. Uh, I may have too many gadgets as well. Phil, uh, just like in your room. Um,

Speaker B: um.

Speaker A: All right guys, so, um, again if you're joining for the first time for these webinar series, um, one thing that you need to know about the content sources that we always like to talk about. For this specific webinar we have utilized some of the historical press releases. For the most part we are relying on public information. Um, we could find some of the customer stories. Uh, again we are looking for slightly more meaningful details and cutting through marketing hype. Um, so wherever we find those, uh, through public sources, that's what we like to utilize. Some other sources, blog post, uh, we have some product design analysis as well. We are trying to correlate all of those sources and we are trying to uh, understand whether uh, product design is in line with marketing claims or not. Uh, we are also looking at Reddit threads, user reviews and trying to correlate information from there as well. Uh, if users are feeling, um, them as well, uh, consistent with how we are going to report and comment about These reviews. So overall I guess this is probably the second one that we are doing as part of the App PNA series. For the most part this year our focus has than on several AI native tools. Um, a lot of these ones are positioned as AI native as well. Personally I could not find anything AI native. Um, with these tools they might have some added AI capabilities. Um, Phil, I know you research a lot as well. I don't know if you're going to have any comment you unmuted. Um, um.

Speaker C: Well everything claims to have AI these days anyways. Whether it's native or not I think is the question Sam, isn't it?

Speaker B: Well and we've hit that a couple times. Sam, you've given us some good education on that. Um, if you just bolt AI on top or next to it, whatever, that you're not able to fully use the potential of AI and have the system grow with you if you will or learn with you. This one because you use the term Sam. Uh, Gen 3 FP and A. And in that definition that I found of that it includes AI native design. But just like a couple weeks ago these guys were formed in 2020so it's got to be AI has had to come since then. And the other thing I found is they got a third round of funding last year in 24 and on that when they went after that funding they particularly said they were going to invest that money in a more complete AI package. So they're definitely investing funding with $60 million that they got in June of 2025 with the story to get that that they are going to make that stronger AI platform. So it's not native but maybe they are integrating it. Well, it's hard to say.

Speaker A: Yes, a couple of touch ups there guys based on your comments. Um, so number one, I don't know where the definition of Gen 3 is coming from. Phil, I don't know if you have done any sort of research on that.

Speaker B: Um, I just did a simple Internet search and it came back with a new class of planning platforms built on modern architecture, AI native design and rapid iteration cycles reshaping what finance teams expect from planning software. So it was really very generic.

Speaker A: Yeah, yeah. So I would say that's more of the marketing version of the definition and I don't know who coined it to be completely, completely honest. Um, I get the sense of when they classify this, uh, between these three. I don't know if that is coming from any reputable analyst firms. Um, if it is then obviously we need to dig into Details how they do that. Um, now if you are going to bucket, let's say Aleph and um, Abacum, let's say in Gen 3 and some of the newer ones and the other ones are probably going to be in Gen 2. That almost gives a sense that you know we are saying that the richer platforms or the larger platforms are slightly more legacy I guess. And I'm not entirely sure about that, that assessment, uh, because they have a different place I would say uh, in the, in the market depending upon what you are looking for. Uh, as a cfo, uh, this is supposed to be easy to use, uh, pre integrated when you are not going to have uh as much implementation maturity, as much implementation budget, then these tools are great. Now do you want to call them Gen 3? And again I think we need to dig deeper into that.

Speaker B: Um, yeah, I found the term interesting so maybe that we can, I don't want to go too sideways on it but both of the founders were former CFOs so they're not software guys, they're CFO guys who kind of came to this journey to solve pain points. So to them it may not be the main focus of the tech. It might be are they getting done what they want to get done for their customers?

Speaker A: Yeah, and gen 3 is definitely used a lot. I mean you can see that um, used in Reddit forums and other FPNA professionals, they use it. But again generally FPNA professionals, they don't have as much enterprise architecture IT background or enterprise software categories background. Their limitation is going to be just in the FPNA tools and the tools. That's it. Right. Um, now to your comment, uh, Andy related uh, to AI. I think that's the comment that you had made. Right. So yes, you can use AI. AI doesn't have much of a meaning I would say. Uh, in fact I just read a book called AI Snake Oil and they like to talk about very similar things as well. Um, it doesn't have much of a meaning. Now um, when you talk about AI native, if somebody is claiming AI native and they are not AI native, I would say that will be a little bit of a stretch. Um, AI native is a very different architecture, very different capability. So companies might want to be slightly careful there. But again if they are obviously doing that then we'll call them out that we did not find any evidence if they are really A.I. ah, native, maybe they are working on that. Uh, or maybe they are AI native only from the marketing messaging perspective. More comments guys. Um, if not then we can keep Going here. Right? Okay, perfect. Um, all right, so here I would say overall positioning there uh, is very similar to the ones that we have reviewed so far, which is going to be lf. And generally what we are trying to do with these reviews is we try to bucket similar platforms together as much as possible, uh, in terms of sequencing as well. So you are sort of getting a sense of similarity among different platforms. Um, that's how our tiering structure is created as well. Uh, we try to bundle them together so they are slightly more comparable. So in this case as well this is going to be easier. Now you might argue that, that you know what, we said the same thing about Aleph as well. That was easier too in terms of the maturity. Aleph came across as more of the just the connector. It does not have as much functionality built um, for the analysis that you have to do yourself. But in that you have other advantage that you are getting Excel Google Sheets so you don't have to learn the proprietary language which is a huge barrier in the Appiana community. So that serves a very different purpose here. In this particular case you are going to get a lot more ui, but you are not going to have as rich feature as some of the other peers. Um, they are peers that are going to have far more mature functionality. Uh, from the consolidation perspective, from the scenario analysis perspective, um, what if scenario, that's where the real firepower is required from the FPA tool perspective. Uh, but that is very hard to do when you are trying to do these pre integration. You don't have the real um, ETL layer in between to be able to move that data. You don't have that data storage built as part of the platform. Um, so again the purpose for which these platforms are designed are very different than the richer ones. So again it will not be fair to compare both of them. But these would fall under more easier FPNA category, lighter um functionality, easier to use, easier to learn, uh, pre integrated. So you are not going to have as much implementation budget. Collaboration is a big theme. Collaboration is very hard to do in uh, the traditional platforms. The way they were designed, their data models were very different that we notice, um, among ERP categories as well. So that's about their overall positioning. Now some uh, um, comments related to their background. They started in Europe and this is the theme that we have seen with several other categories and the platforms as well. Generally you are going to have two variants. They are very similar. One has started in the us, one has started in Europe. Europe ones are going to major penetration There, they are going to be aligned far more there in terms of the kind of integrations they are going to have, the language alignment, localization, alignment, uh, you know, all of that is going to be relevant, uh, in those platforms. Now these guys are targeting us as well. They are selling in the US but not as much as Europe. Um, Europe was, uh, their home base, primary target market. They understand that market far better than the other players. Uh, similarly, Aleph was here in the US So even though Aleph is slightly lighter, I would say, but they are almost like, uh, America versus, uh, Europe. Um, you know, design mindset or penetration. Go to market strategy, perspective. Okay, um, if we don't have any other comments, I'll keep going here. In terms of competition, I think we have touched on several of them and guys, um, we are going to review a lot of them. So here, I mean, we are using Gen3 categories as well, because that's fairly used, I would say. So all of these ones, they are going to be fairly lighter, easier to use. So here we have Aleph that we have already reviewed. Then we have Cube and Pigment. They are coming most likely in next two sessions. Uh, and then we have Drivetrain, uh, as well. Um, and then obviously you have Traditional. I'm pretty sure, um, annaplan Planful. They might not appreciate the term traditional here, but we need to have some comparable. You know, they have been in the market far longer. I would say, uh, maybe they like

Speaker B: it better than legacy.

Speaker A: Yeah, I mean, that's definitely. I mean, some positivity there. You're right. And I don't know, I mean, Phil, maybe you can. You probably have a better term here. I don't know how to do that, but. And I mean, we cannot do gen 2 because that's probably going to be insult as well.

Speaker C: Yeah, I don't say older than Andy.

Speaker B: I think traditional is about as kind as you can be. So I say go with that.

Speaker C: Traditional is a good one. Yes.

Speaker A: Yeah, yeah, that's probably the safest. Okay, guys, I'm sorry if you guys are. If we have hurt your feelings, um, you know, with that term. Okay, so Anna, Plan for profits. Uh, they're slightly different. So I mean, again, they are not meant to be comparable. We have to create two different categories. Um, so we have some reasonable way of comparing them right then in terms of the industries. Their industries are very similar as well. Now, this is the theme that we have seen across the majority of the AI native gen 3 sort of platforms. They all target SaaS first, they all target DTC first so in their case as well, they have SaaS.

Speaker C: Check.

Speaker A: They are doing a lot of business in DTC. We saw that theme with Aleph as well. They had some dtc, not sure how much DTC they really had and then not for profit. And healthcare, the way they work is that's a very franchise centric business as well. Um, even though you know they might not call themselves as retail business model, but the business model is kind of retail. Um, you know the way they are structured organizationally and that's why not for profit. They have a lot more need for FP and A, sometimes not for profit. They are doing their grant and fund accounting inside FP&A. They might not have a real PSA, PSA for their um, you know, project execution, for grant execution, for grant reporting. They might not be doing inside ERP just because they might be too small. Um, you know, and they might prefer to do it inside fpa. If that is the case then obviously FPNA is going to be far more adopted inside public sector companies, not for profit companies, healthier companies and obviously pe, uh, private equity as well as venture capital. Similar business model, the different regulation requirements, but overall these are different slices that they have to analyze, report, um, you know, um, do the scenario analysis, um, etc. So whose markets are being disrupted? Um, you know obviously you have Veena, um, you have ProfX, planful and solver. Um, those would be slightly more traditional platforms. They were in the SMB space as opposed to um, some of the enterprise platforms such as Enaplan would be very enterprise. Uh, adaptive insights. I would say that is very enterprise as well. Um, you know again designed for a very different purpose compared to these mid market solutions. Uh, we just don't have any quadrant as of today. Hopefully we can put together this year. Uh, but we cannot promise overcome it. Um, but if we did that then um, ABACOM probably would be here somewhere. Uh, towards the um, lower left. Um, lower left, right. Okay. I'm so bad at directions. I'm so sorry guys. Um, uh, all right guys, I'll keep moving here unless you guys have any other comments or jokes. Um, I always have room for that. Um, okay, so this is very similar to Aleph, if you have seen that. So their positioning is very similar to somewhere between FPNA and bi. And I don't think VI folks would agree that you know they are anywhere close to bi. Uh, but obviously everybody is going to have some sort of BI interface. Especially when you are going to be something like Appiana Tool which is a Very dashboarding, you know, experience. So they have to have some sort of ba. But again every single enterprise software category out there is going to have some sort of bi. So that's the only overlap that they have. Other PNA tool if you look at them they are going to be far richer I would say from the analytics suite perspective or um, overall how their product bundle is structured. So they might have a lot more overlap with some of the other execution platforms as well. But as of today Abicam is pure play fpna maybe some overlap with bi. Again very consistent with several other FPNA tools that we have uh, reviewed. So this is the comparison slide and again what we like to talk about here is the uh, options that are mentioned here. Let's say if you are doing FPNA selection, these are the options you should be reviewing together. That's probably the fair comparison. Uh, these guys are probably going to participate in a lot of deals together. Um, they are very similar. Their go to market strategy might be very similar as well. Um, now if you compare Abacom with Anaplan or even Planful, I don't know if that is a fair comparison. Um, if you compare Abacum with maybe Giraffe, um, that might be unfair comparison as well. Yeah, exactly, exactly. You know, attendee. Right. Um, okay, so again from the Abicam perspective I don't think you are going to find much difference. The biggest difference that you have in terms of the positives that we have from the Abacom perspective is uh, that they have a lot more UI functionality baked uh, for the analysis aspect itself, um, as opposed to relying on just the Google Sheet and Excel, um, spreadsheets. Now depending upon where you, which side of the curve you are on, some people prefer um, Excel and Google Sheets just because they don't want to learn a programming language. Um, in this case this would be called more of the scripting language. And most of the FPNA platforms they are pre built and pre baked with some sort of scripting language. Uh, with Excel you have Power query, uh, even the formulas that you are going to use inside Excel they are going to have some flavor of Power Query. Um, but you don't use as much, that's why you don't feel it that it's a real programming language. Um, okay, uh, but you have the scripting language with most of the platforms so Abicom has their own built as opposed to relying only on the Power query as well as Excel functions. So that's going to be a little learning curve. But then you are getting a lot more UI functionality baked as part of that as well. So depending upon what you're looking for, if your biggest concern is hey I don't want to learn anything, I only want to use my spreadsheets, Google sheets, then you should probably not be looking at this. Um, in this case you are going to have a ah, little bit of learning. But again it's not as much learning as an applan or planful. That could be too much if you have never used a PNA tool.

Speaker B: And I think that you nailed the key difference it seems between these two of the preference when we get to the customer, uh, um, comments, you'll, you'll see uh, you know, problem statements that include uh, um, you know, getting all of their spreadsheets aligned so that they get consistent results. Um, uh, having the versioning be a problem for them. You know, it's typical spreadsheet type of issues. If the process flows and workflows maybe are a little lumpy and then this made it so they could get on UI and not have to deal with those problems. If you really got your spreadsheet stuff buttoned down and you got a lot of functionality there, I don't know this is going to, I don't know this is going to give you what you want. You know, definitely try it or demo it or what have you. But it seems like that there's other solutions probably better.

Speaker A: Yeah, your assessment is definitely spot on Phil. Thank you so much for that. Um, I'll keep moving unless you guys have any other comments. Okay, um, so here um, so one theme I guess collaboration is a big theme and you are going to find collaboration with majority of the Gen 3 and maybe that's how the bucket, the Gen 3 bucket. There is a possibility um, collaboration. I mean we have seen in a lot of different categories of software. You look@Monday.com et cetera. They were designed for collaboration notion. That's the mindset. You require very different design um, to enable collaboration. Generally traditional software, they were not necessarily designed for that. Um, so again depending upon what you're looking for, what you care for, um, they are going to have slightly different collaboration. It might not be as fluid as what you are going to find here but obviously these guys are cutting down in terms of the security layers. They are going to have a lot more security layers. Um, when you look at these um, bigger richer platforms. So I'm not going to touch on every single platform here, um, and Endpoint. And the reason for that is because um, we are doing much deeper Dive in their specific um, reviews. So if you want the link of that or uh, just search uh, for on our events and webinar page. That's where you can, you can find a lot of those. Um, and some of them might be on our YouTube channel as well. Um, so I'll keep moving here. So these are some of the stories that they have uh positioned. So we are simply getting some of the quotes uh from these stories and trying to analyze this. Um, so this is coming from 2021 and that might be uh, the date, um, that closer to that they may have uh, found the company around that. Um, and this is very consistent with ALIF as well. I think there were a lot of different changes in the database technology around that. So that could have been the driver why these companies were uh, born. Um, so here again this is Y Combinator. They are always thinking 10 years ahead. Um, so they gave them roughly about 7 million uh dollars uh for the. And they are positioning them as real time data and collaboration. And again collaboration was a big theme in 2021. Um, that's when we saw Monday.com, airtable notion. Um, ClickUp was um, born during that time. Uh, if you look at other collaboration even Asana I would say got some of the collaboration features as well. Salesforce has been trying to do very similar things but again um, they have slightly more traditional architecture so it's much harder for them um, than these guys. Uh, and now these guys are riding on very similar theme. But then somewhere around 2023 AI came along. So now everybody's looking at AI. But these guys started as more of the collaboration tool, pre integrated. Um, that was their major um, uh motto I guess. So here they are talking about $7 million in seed funding. Um, they are saying mid sized, I would say lower end or mid sized. Um, that would be my take, uh, based on the logos that we have seen. Um, but again depending upon the FPNA maturity sometimes people or companies might need much richer tool even if you are going to be smaller. So the comparison is not the same as what you find with the transactional systems, um, or ERP like systems. So this is slightly different. Uh, but this could work for small and sometimes mid sized companies as well. There's no problem there. Um, now with this money they were saying that they wanted to expand their footprint in um, Europe as well as the US but at that time I think uh, they were majorly present in Europe. Um, some logos in the US we have seen that. Now they are saying their competitors were um, Adaptive Insights Host analytics became Planful. Um, if you guys are not aware of that, I don't think people will find host, um, analytics name. I don't know if they became planful in 2001 or before that. Um, but they did the rebranding and they are called Planful. And then you have Anaplan. So I would not see these three as their competitors. Um, I would think that maybe Aleph is probably going to be a slightly fairer comparison. Maybe Pigment, uh, maybe Cube. Once we review them then um, we would know more. Uh, but right now I think these are more of the enterprise tools and it might not be fair comparison um, for them. And here, um, there have been a lot of different acquisitions. So sometimes FPA platforms are submerged, uh, inside ERP platforms. So depending upon how you look at it, ERP vendors are going to sell that as erp, but the FPNA product is sort of pre integrated with that selling as part of the same package. Um, you might not be able to relate it as the real apppna, but 90% of the ERP vendors have some sort of FPNA capabilities, um, included as part of their product bundle. Whether you talk about Netsuite, Oracle, um, Workday has Adaptive Insights, um, SAP has its own FPNA platform. Platform Infor does, uh, Apico required. In fact, I mean eci. I mean come on, literally everybody, it's less.

Speaker C: It's easier to point out the ones that haven't.

Speaker A: Well, yeah, I mean sometimes they are going to claim that you have FPNA right inside erp, which is. Yeah, it's very hard to argue in the ERP community. Andy, you know this end.

Speaker C: I know that.

Speaker A: Okay, Phil, more comments there.

Speaker B: Uh, nope, I think you nailed it yet. And then just that last piece of funding and once they said the word AI, they got $60 million.

Speaker C: Yeah, pretty quick.

Speaker A: Exactly. That's how it works, right? As long as you have AI there somewhere. Um, okay, so some more comments here. So I guess collaboration we have already tested. So I don't know, uh, if you,

Speaker B: I think collaboration is. I'm glad you highlighted, I'd be interested, I don't know if you noticed in what you were able to look at, uh, how are they handling if they're basically not having finance as the gatekeeper and opening this up. They've got to have a layer of making sure that there's good security on who's accessing what in the system. I don't know if you noticed anything on that level because if I was a CFO And I said that collaboration is great, but do I control access? Do I control what people are able to do and see? Do you have any comment on that or did you see something? I did not.

Speaker A: So I'm going to have a joke there and probably, uh, Andy will be able to relate with it. And this might be slightly feminine joke, but I'm still going to do it. Um, I don't know how that is going to come across. Uh, but you get one thing, and I'm pretty sure you have heard this from your parents as well, Phil. Either you get pretty wife or you get functional wife, depending upon what you want. I mean, it's very rare to find both of them. And this is where I knew when

Speaker B: you apologized for that before you said it. We are going to get you into trouble. No, no, no. You got to do something different than that before we get. Because I can tell you as a fact, I got both.

Speaker C: Yes, me too.

Speaker B: So I could tell you right out of the gate, you're on.

Speaker C: Yes.

Speaker A: I mean, we all are now. We are married and we don't have a choice. Phil, come on.

Speaker B: Well, no, neither does she, but now we're way off the rails.

Speaker C: That's right.

Speaker A: I don't know if a married person is ever going to claim that.

Speaker B: Okay, I'm going to pull you back before you get a hate mail. Now, the point you're trying to make as clumsily as you can and, and, and only. And only alienate half your audience, which is nice. The point you're trying to make is that, okay, what do you, what do you want? You know, pick. It's the pick three, pick two. I, I'm going to say that if, if they didn't, if they say we're building it as a collaboration platform and then building it up, it means that their access and ability for people to see things and communicate and all that is fundamental to what they want.

Speaker A: Want.

Speaker B: They have to build some checks and balances along the way in that so that you don't just take away control of the finance group, who usually is the gatekeeper on this type of information. So there has to be a balance between the two.

Speaker A: And the reason why I mentioned that joke is because these are, um, real world constraints, right? So you get to pick one thing. You cannot pick everything because these are real world design constraints. So when you choose collaboration, that means you have to compromise on security. You just cannot have as many layers. If you have that, then it's probably not going to be easy to use. Uh, it's probably not going to work with the newer uh, technologies, newer platforms because the platform or the design principles might not be consistent with that. For example, in this case. Well, I don't know if you have used any of the newer platforms which would be in slightly more pretty category. Uh, right. So they would be like, okay, you can literally tag them the way you would tag them on social media. Now people have expectation that hey, I can tag on LinkedIn, which really works I guess. Um, you know, why can I not tag inside yet? Pna, that's their expectation now that's not possible. Um, when you have these security layers it just doesn't work. Uh, you know it's going to be pretty bad and that's why LinkedIn is pretty bad as well. Because LinkedIn is trying to protect a lot. Uh, even though you might feel that it's just a social media platform, it's a lot more than that.

Speaker B: Um, so, so maybe we can then swing this around the, their target market because they are kind of, you know, I know, thread the needle are trying to, you know, it's a tool that's maybe better than a very, than spreadsheets and something very simple, a little bit more serious. But yet it's, it's, it's not, it's for lean finance teams, it's not for very large teams or very large corporations. So if you're indeed a relatively lean admin team, finance team, you got a couple managers, you got a couple people in finance, you're less concerned with letting all those people see stuff because they're seeing everything anyways. There's less layers in the organization. So maybe that says in this space they can bias towards collaboration and not security because the audience is pretty tight.

Speaker A: Exactly. And if you go back to. Exactly. And if you go back to their target market, they are targeting startups. Startups. And the fundamental M definition of startups, if you go by the management definition, they are meant to be rule breakers. No offense to startups, but they are meant to be rule breakers. Uh, and that's how they operate. They don't like five layers of security, five layers of approvals, you don't need to have that. Right. But see, when you are going to be slightly more mid market, um, enterprise, when you are going to have a lot more seasoned investors, when you are being scrutinized, it's a different problem uh, than a startup. So again different market, different mindset. Um, these guys would be fit more in the startup market, uh, segment.

Speaker B: Yeah. And I think it speaks to scalability as your company Grows too.

Speaker A: Exactly. And that's how I mean you start on an easier platform, you learn that and then you will know what is required to be successful. On an FPNA platform you go to slightly richer. So it's meant to be a journey, it's supposed to be evolution. Um, if you try to use an appliance from day one you will hate yourself. I'm telling you that right now. Um, okay, so I'll keep going here. Um, so Here still in 2021 this is probably similar slide. I guess I probably duplicated it. So that's my fault. Apologies. Too many mistakes in a day.

Speaker C: I think you went back one slide, Steve.

Speaker A: Oh did I?

Speaker C: I think so.

Speaker A: Okay, maybe I did not mess it up I guess. Okay, apology back. Okay, so here these are customer stories. So we could not find as many um, press releases. Uh, which is slightly strange because you would do a lot more press I would say when you are newer and modern. But in their case they have not done as much um, in our research. So here um, this is the customer and Tavo I guess. Right. Um, they are a leading loyalty platform service provider um, in Europe. Um so that's where I mean we have been tracking their location as well where they are getting the customer stories. So this is um, and they are coming from what? Google Sheets. So again this is going to be very Common Google Sheets Hubspots, UM and any of the SaaS centric architecture they are going to have a lot more problems because their data models ah, were fairly distributed. I would say they were using a lot more tools because they didn't want to invest in the closer integration tightness of the processes. Um but they would need FPNA because that's where they are doing sometimes. I mean they are doing consolidation as well. Um that's what we saw with Aleph. Uh, but that consolidation will not last long. You will not. I mean you don't want to consolidate an fpa um in general even for very light footprint ERP industries you still want to do inside eipro. Um, okay so the second one is also a tech story. This is rapid sos, very tech centric platform. Um they are talking about some of the operational analytics as well. Generally operational data is very different. So here they are talking about events are broken down into size as well as geographic location. RapidSOS My understanding of their business model, I have zero understanding of who they are. Uh but just reading based on the comments I think they are going to be more of the media company I guess uh from the business model perspective and that's why they need to segment based on events and uh, geographic location in general. For media companies, they crave data. They need a lot of data, not only from the marketing, from the customer experience, but then financials are also involved. Um, so they are going to have a lot more operational analytics and that's what these guys are able to do, um, in that platform. Again, ERP is probably not the right place for storing these data sets. You don't want to, to store all of that junk there. It just would not make sense. Um, that's why we strongly believe that FPNA has a place in the architecture along with erp. They both have a place. Now the third one, this is also Moneybox. Um, and again I have very little understanding of what Moneybox does, but reading based on the comments here, um, and this is going to be some sort of subscription box maybe, uh, because they are talking about, um, lifetime value of the customer. Um, maybe they are E commerce. I don't know if you guys have any comments there based on your research.

Speaker B: I did not, but I'm looking.

Speaker A: Okay. Um, so again, I mean these SaaS companies or DTC companies or subscription box companies, they are going to require a lot more analytics as well just because of their business model. So that's where these guys are operating too. Um, so again, if you are in these industries, um, it's probably a better idea to consider them, um, because that's where they are doing well. Um, I'll keep going here.

Speaker C: Moneybox seems to be a type of

Speaker A: finance, uh, company finance company.

Speaker B: They're hard to find. It's such a generic term.

Speaker C: Well, it says they have savings plans, they have pension plans.

Speaker B: I ended up getting something for Sam's closet where he could hide his money.

Speaker A: Yeah, piggy bank. Um, hopefully I'm going to have some money to hide as well.

Speaker B: Sounds nice.

Speaker A: All right, uh, I'll keep going here. So again, some more tech here. Flip side, um, you know, crypto. Crypto is a tech company. Um, and again they have very different analytics need, uh, the kind of analytics that you are going to require for crypto. And depending upon whether what kind of crypto company they are, if they are crypto exchange, um, that's a very different business model than just a crypto trading company. Um, that would be a very, very, very different business model. But again, these are all startups, as you can see. Um, they are on Google sheets. Um, so that's where they are migrating from. So 90% of the stories that you are going to see, they are Migrating from uh, Google Sheets or spreadsheets. Um, it's very rare that somebody would migrate from very mature richer platform unless they are trying to save cost or they just don't understand the intent of fpna. Maybe they overbought it and then they are trying to go lean. Um, that could be a possibility. But for the most part 90% of their customers are going to come from Google Sheets. And this is the very logical transition. This is how you should be planning. If you are coming from Google Sheets, please do not go for anything else. This is probably the best option for you. Okay, so here some more comments here. This is Yokel and uh, they uh, were on Google Sheets as well. Um, they were on Xero, so 0quickbooks. Very similar. Um, our customer data was extracted from M Data Warehouse, imported into Tableau. And surprisingly enough, uh, even if companies are going to be on fairly SaaS and very lean platform, they have Data Warehouse, uh, they have dashboards. And sometimes the purpose of those dashboards is to build the whole damn M ERP inside. That just wild the way it works. But, but that's how companies are operating because they have no other place to consolidate data or correlate those data sets. So sometimes a lot of ERP functionality is going to reside inside the data warehouse, um, and tableau as well. So that's where you want to be slightly careful in over architecting, over engineering, um, your systems. But Data warehouse is a play in the architecture. ERP has a play in the architecture. FPA has uh, a play in the architecture.

Speaker B: Yeah, this one was a little surprising, the Oka one by the way. They're uh, POS systems and card machines.

Speaker A: Interesting.

Speaker B: Um, um, they already had a pretty complicated solution. They had built a data warehouse. They had stood up a uh, tableau system or uh, software on it. Then they still had Google Sheets. This one was a lot different than the others. It's almost like they went sideways to get to this from where they were. Maybe they didn't build what they had the way they should have.

Speaker A: Yeah, I mean Phil, you will find a lot of companies, especially if they are tech. So in this case this would be tech, right? Pos, um, substantial development department. I mean developers, they don't understand erp. They don't want to understand ERP processes. But they love databases, they love programming, they love SQL. So it's much easier for them to build. So there are always going to be outliers based on the internal capabilities as well. And biases obviously.

Speaker B: That's a good point. Thanks.

Speaker A: Um, let's keep moving here. Um, thank you Phil for that comment. So here, um, this one is Clark. Clark. Um, Clark's Journey and Clark this. Is this the shoe company Clark or different company, I guess. Um, so I don't know.

Speaker B: Another very generic name, right?

Speaker A: Yeah, yeah.

Speaker B: Uh, Clark because yeah, it's British shoes. It's possible.

Speaker A: Yeah, because that would be a bigger company. So that's a big logo. I guess if they have the real Clark. Clark versus the startup Clark.

Speaker B: Well you know, like I said, it's very generic. You can do Clark Gable.

Speaker A: Yeah, I know. Um, yeah, so I don't know which one is that, but you might want to do research on that. Uh, sometimes it's hard to do this in slides because we are not able to dig through that. Um, maybe uh, you'll have some information there what they do. Uh, maybe we can put probably logo here. I guess. I mean then we'll probably recognize a little bit more visual. Visual, visual. Okay, I forget all this. Um, okay. All right guys, so here, um, these are still customer stories. So this is also now Personio. I don't know whether you guys remember this or not. We did Personio review and Personio uh, is a, ah, I would say they would call themselves as more of the Gen 3 uh, ACM platform. Even though I don't think Gen 3 term exists in the ACM world. But the philosophy is very similar. Uh the kind of things that these guys are able to do. Personio is able to do those in the ACM world. So here you have that connection. And one thing that we have noticed in Personio review is that they were very Euro focused. I don't know if they even penetrate right now um, in the American market. So here the comparable for Personio would be maybe ukg, um, um day force could be but Dayforce I would say they have much bigger logo. Um, their distribution model is slightly different but UKG probably um, is the best comparison for Personio. Um, but obviously they are very well valued invested. Um, they are not doing as well because SaaS is dead. I have heard that term before I guess so they are not as well highlighted these days. Uh but now you can see the integration but they were very mid market centric solution. So you have some integration that are very mid market focused. Um, compared to other integration, QuickBooks, uh, zero, etc. That those are very small and these guys were in Europe so that's why we are seeing the alignment there uh, with Europe. Um, here again we came back to manual Excel processes but they were on netsuite so this would be I would say slightly bigger logos, Wall Liquid investment, any sort of digital wealth management platforms that you are going to have, they are probably going to be on NetSuite, sage intact. Those are very popular platforms in those industries. Um then you have um, BigQuery. So again because these are technical sharp, uh so they are going to have a lot more data warehouse. Um seems like they did not use or maybe netweet did not have their APPPNA integrated at that time. Uh now they do uh, which is called um NSPS I believe. Um so these guys did in bigquery, um Salesforce and then they were doing a lot of Excel consolidation and then finally integrated with Abacom. So if you are going to be on NetSuite, NetSuite is going to sell their own FPNA platform. But that may not be as easy as Rabicam I would say. Um, if you guys don't have comments, I'll keep moving here. Okay, so here uh, this is the church not for profit. Again very similar um, you know business model. In this case they are talking about church's general ledger software which means they probably don't have a real erp. Erp. Um, you know churches have very complex processes. They need real ERP but sometimes they just don't use it. So you know for them accounting might be just, just some sort of gl. So then they are going to require a lot more functionality inside fpna. Um one more story here. This is Espritch. Um this is QuickBooks Online. Again uh, QuickBooks Online uh hello city and as well as um, uh Salesforce. So again Salesforce may be slightly more enterprise mid market centric platform. Uh but a lot of startups are on Salesforce as well. So that's where they are coming from. Um then you have Soundtrack technologies. This would be my understanding would be this is a technology company as well. Never um, heard of them before.

Speaker B: Um they are quality assurance for music or uh human LED quality assurance and accessibility services.

Speaker A: Interesting. So sounds like web testing platform. That's how I would read it.

Speaker B: Okay, Better futures for autistic adults is another one. Yeah. Help organizations build depend. Okay that was a case study. Pardon me. Help organizations build dependable digital products, Automation, data services, managed it, cybersecurity. So they're a tech company.

Speaker A: Tech company. Right. Perfect.

Speaker B: Yeah.

Speaker A: And again I mean if they are on NetSuite it's very likely that they'll be tech. Um so here obviously they are reliant on the spreadsheets as well in this case as Well I guess they probably did not have an sps, but netsuite is definitely going to sell that. Um, then you have carpet company and carpet companies are interesting because now you are falling into slightly more field service. Sometimes they could be, sometimes they could be manufacturing as well. So they have very different business model. But in this case this is a real cleaning cleaning company. Cleaning companies are not as mature with their processes in general. Um, they are not, not as seasoned with their skill set too to be completely, completely honest. Um, and here obviously. But they need data. Ah, they need insights and that's why they would require um, some sort of uh, you know, FPNA platform. They are in different countries so obviously these guys are big. Um, these are all corporate owned locations. The deal size is going to be much bigger because you spend a lot on cleaning I guess. Um, um that will be my fallback option if um, ERP business does not work out I guess.

Speaker C: Um,

Speaker B: yeah, this is an interesting vertical uh, for them I thought.

Speaker A: Um, which one? Cleaning Phil?

Speaker B: Yeah, I mean it's like you say, they're generally don't have a ton of centralized overhead, finance capabilities, all that. They're pretty lean and with multiple franchises, I can see this. And I don't think they're going to have a lot of people running around saying I love my spreadsheets. So uh, that might be an interesting space for them.

Speaker A: Yeah, definitely interesting. I mean look, every company can use some sort of FPNA data warehouse tool because you need data, every company needs that. Right? Um, generally cleaning company would fall under that field service business model. Um, and they have a lot more CRM. Service titan is probably a big boy there now. Big elephant. Um, you know they are doing really, really good. So a lot of cleaning companies are probably going to be on them. Um, and uh, they have alignment from the CRM. They are a little bit of CRM but then kind of ERP as well. Not really rp. Erp. So great comment.

Speaker C: I think it's got a lot to do with uh, Phil's original comment. There isn't a lot of uh, uh a lot of reviews about this company. So they're you know, bringing up every review they have.

Speaker A: Yeah, could not agree more. Could not agree more. You have a great point Andy there. Um, okay, so let's keep moving here. So we have first vet, again very similar business model even though one is going to be slightly more clinical company versus the clean cleaning company. Um, here you are talking about multiple currencies and ERP systems. So they were on some sort of erp. Um here we have Kajabi is a tech company as far as my understanding goes. Um so obviously they are going to be on Netsuite. Rippling is very common. Snowflake is very common in among tech companies as well. And again they have a lot of data uh warehouse. Very similar theme. Um here Cortex. Cortex is a not for profit but Cortex is also um enterprise software company. I mean Cortex is also a very common company name, brand name. Um and they are on QuickBooks, Salesforce, rippling again any tech probably are going to have that combination. Um so very similar theme here. Uh this is the blog post. So these are the partnerships and the reason why they are signing partnerships with uh Relics and relate is the ERP system AI native ERP system that we have reviewed relet. When we review them then their partnership they were slightly more partnership friendly versus something like Everest. They are trying to build everything themselves. Again different strategy, um, different approaches. Um so that's why these guys are trying to align with them. I don't know if they are aligned with Everest. Most likely you are not going to find integration because there is a little bit of politics involved there in terms of how they are going to the market. Um and then you need to obviously as a buyer you need to think about those things and assess um, how that is going to fire back for you I guess. Um and then obviously you have tabs which would be more of the CPQ in my mind. Um they would call themselves as some fancy revenue platform. Um obviously that's slightly broader than just the cpq but yeah it's all uh part of that bucket. Uh but then um, any sort of of SaaS companies are going to have a usage based um contracts, tiers, rams, credits. There's just too much going on there. Um these days CPQ itself is like an erp, uh even though it does not host as many ERP processes. So very similar theme about tech alignment. If you look at their integrations um, they have a lot. Okay so this is very consistent with Aleph. Aleph uh had a lot of different integrations as well. But with Aleph one thing that we had noticed is 90% of their integrations were in very small segment here. You have some big logos as well. For example big logos in our mind would be something like Workday. Can you believe this? Workday has its own UM app PNA platform in 90% of the cases. What may be happening here is those companies don't like to use um Workday Adaptive Insights because that could be too much for the app manager, uh, team and they are pushing for something like become integration is easy, it's not as bad. So you can probably use with Workday. And Workday is going to say hey, you have options. Obviously I'm going to sell you my product. Uh, but you have options. Um, Phil, you have a comment?

Speaker B: Yeah, I thought the same thing with adp. I'm um, like you say, there's some pretty big logos here. Yeah. You know, so that was the one

Speaker C: that stood out to me too.

Speaker B: Yeah, you know, so they, but I think your explanation of that, that is really good. They might be using a larger thing for something else but for this particular functionality it's too heavy for them and so they're just looking for something lighter but they got to connect it to get the data to flow. So I can see that making some sense.

Speaker A: Could not agree more. And I don't know uh, from ADP perspective, I don't know if you have seen them with smaller companies. Uh, sometimes very small companies use ADP as well because they are going to have different payroll problems and it does not have as much friction as a real erp. Erp Sometimes they could be all over the place in terms of their target market.

Speaker B: Yeah, that's another good point. I've used ADP in a bunch of different lives and uh, they're very good to scale down or up.

Speaker C: Yeah, right. And comparing it to something like Workday, which is.

Speaker B: Yeah, that's a beast. Yeah, Workday is a beast.

Speaker C: Exactly. It's a whole different target.

Speaker B: Amazing.

Speaker A: Um guys, so let's keep moving here. Now this is the slide ah that I really wanted to cover. So this is, is the whole integration versus keeping these processes pre integrated and they have a term for that called ELT which is the extract load and transfer. The traditional model was um, no extract load and then transform. Um, the traditional model was extract transform in whatever format that you want to use the data and then load. Okay. With the larger platforms you are still going to have etl. ELT might be hinted as the schooler term that you probably don't need etl. But you are going to have some cons here with the ELT capabilities and those cons would be the load times, the speed, um, of the manipulations, speed of um, the scenario analysis that you are going to do uh, from the FPNA perspective. So you are going to run into all of those challenges. So again ELT might be painted as the new boy, shiny boy, um but there are going to be some pros and cons. So Keep in mind. Um, okay, so some Reddit threads here. M so this is coming from one year ago. So the name is slow replacement. I don't know why this person would call himself a slow replacement. Which is good, which is very fitting I guess for this theme. Um, but not for um, Abicam obviously they are amazing. Um, so here they are saying using Abicam uh a year now as well as looking at Cube and Mosaic. Um, so again this is the comparison. Users are comparing with these platforms as well and that's a fair comparison. Uh, they are looking at the right tools. Um, so they are saying Abicom is the first app PNA software I have used. That would be our assumption as well. 90 uh, percent of their customers are going to be first time FPNA user. They don't understand FPNA processes as well as other companies that may have been on that for a very long time. Okay, they felt intuitive from the start. That's given, that's how these platforms are designed. Um, and they are saying formula, logic, structure makes sense to me. Um, it will be harder for you let's say, I mean if you are in a similar bucket, similar user then if you go to something like planful and a plan, those are going to be much harder platform for you to be able to master. Even Veena and Profix, they could be very complex. Um, uh, to navigate those, uh, here are some more comments. Um, okay, I love these, um, Reddit, um, um, what is that called? The URLs. They are fun. Um, okay so here we have Nashvillain and I have used Mosaic before and can say that unless you have very basic needs, um, Abacum is a better bet. So they are feeling that uh, Abacum has much richer capabilities compared to Mosaic. That's my understanding of this comment.

Speaker B: Right, That's a good comment.

Speaker A: Exactly. So all of those Cube, Mosaic that you have Giraffe. So they are going to be slightly on a lower spectrum. I would put put LF in that spectrum as well. Uh, and become a slightly richer in terms of capabilities. Uh, but richer also means harder to master learn. Um okay, here one comment. Um, aren't able to report on a daily basis now aren't able to report on a daily basis. If you are doing planning on a daily basis, maybe it's failing for them. You are just too much for it to handle. That's a possibility. If you are doing monthly planning, weekly planning, it might be able to do it. So depending upon which industry you are in, sometimes why do you need daily planning for an uh, industry like us, I mean I'm always that statement could

Speaker C: mean so many things, Sam.

Speaker B: Yeah, yeah. And we've had this in one of the other ones where real time data sometimes is an ask of people without a real requirement for it and it creates all sorts of challenges. And, and like you say, even some of these models are heavy lift runs. So even if you do it overnight, you're running other processes overnight. It can bog things down or air out on you and then you still got a mess. So on these uh, it's always a challenge to try to convince people do you really need data refreshed so often?

Speaker C: Yeah.

Speaker A: And this is where I guess the industry comment is going to be really, really interesting. Phil. So we have seen some DTC logos there and when you go into the real retail, retail, dtc, um, that's where you are probably going to require daily planning because you have to plan for each of these stores. Right, good point. SaaS, um, and tech, you don't need that. And their target market is SaaS and tech and maybe this user was using for DTC and that's why they are complaining that it's not working as well. So again that's a good point. Yeah. If you are in ah SaaS and tech then this could be a great, great solution. Uh, GTC retail, you might want to be a little careful there. Um, so here netsuite integration for Mosaic is different. They use the suite. Okay so these are the integration strategies. Different platforms. Even netsuite has many different ways of connecting. So you need to understand under the hood how they are connecting and what are going to be the pros and cons of that. Netsuite will tell you that if you don't want any sort of operational implication connect using suite analytics, don't hit those API, don't hammer them. Otherwise you are going to have have slow netsuite and then you are going to complain that your netsuite is slow. Netsuite is slow because of you, not because of uh, the way you are using. Um, so just be super careful in how you are going to design an architect here. Um, okay, so uh, here are some more comments and I don't know if I have anything meaningful m here that I really wanted to touch. Um, yeah, so they are complaining about BOOMI and ETL I guess so they are saying Planful can easily go with the complexity but issues about ERP integration sync as they don't have a proper connector or uses boomi. Again Planful is a very different product. They would have the real ETL mindset, you need that when you are going to have that kind of workload. Um, if you are a startup you don't need all of that. But if you are going to have mature FPNA process, you would probably need that. So in terms of maturity, first tool should be become Aleph and then once you have outgrown then the next should be planful. So again, they are not comparable.

Speaker B: Yeah, and I think that's uh, to add to that point. I think that's a key point. If you are startup starting to scale and you grab this tool as a nice tool, there's going to be a beginning and end. So you also have to plan. Okay, at what point in time, under what conditions do we want to migrate to something else? Because this is probably going to run out of headroom for us.

Speaker A: You Such a great point, Phil. Thank you so much. Such a great point. Um, all right, so I'll keep going. I don't know if I want to touch on anything else there.

Speaker C: Um, I think you're running out of time, Sam.

Speaker A: We can go five minutes over unless you guys have uh, if anyone has.

Speaker C: Well, actually I have to jump pretty quick. I have another meeting immediately, but feel free to jump.

Speaker B: I can stick Sam. And we're down to our last couple slides, so let's knock it out. Got two to go.

Speaker A: Okay, perfect. So here uh, we have m. This one, three more so Abacum, Giraffe and Datarails. Um, Abicum is most advanced as per this user and if you had compared this was um, and this was my assessment as well. If you compare this with Giraffe which is supposed to be extremely basic tool. Data Rails is extremely basic as well and sometimes users love it just because it does not have all of the boilerplate that you are going to get with something like Abacome and slightly richer tool here. Um, we have some more comments here. Taken us the year to rebuild all of our modules. So the comment that I really wanted to make on this is that FPNA is a very, very, very uh, involved process. So sometimes it takes longer for the implementation. So don't buy into the pitch that okay, this is going to be like one month implementation. PNA implementation could be as uh, big as erp, sometimes more uh, building all of those models and repository. And if you cut short in that sometimes you are going to have different challenges and fun challenges. So keep that in mind. Um, okay, so they are talking about the whole um, ETL piece here. Um, and this user agrees with it and most Likely this user um, is going to have slightly mature background. So they are saying really love abicom's user interface. And they have compared this with Notion. And that was my comment as well. Uh, and the hybrid OLAP architecture which allows for views like GL account, customer, expense account, vendor. In one view, main downsides are data transformation and management, which needs to be handled upstream. Okay. And that's a real downside. Um, if you are doing any sort of sophisticated analysis, you are probably going to run into challenges. Um, if you are going to do this inside tool. And again that's a very different purpose. This category of tools, the one that they are calling Gen 3, which is a very light uh, tool, we would put them in somewhere around tier six, Tier seven, uh, from R. We don't, um, we love modern, uh, but at the same time we need to look at other things as well. So I think this is the last side and this is coming from the user reviews. So here we uh, are talking about, um, let's see if I have anything new here that I wanted to touch on. Yeah, so I think there is a, a little concern here with respect to dimensions and variables. Um, and again if you don't design your processes, uh, properly, then you might run into some fun challenges. And even with fpna, even though it's supposed to be a sandbox and a very fluid model, um, the design still matters how you are going to design your dimensions as well as variables.

Speaker C: It's interesting that they say that uh, it's more functional than Mosaic, yet there's a lot of complaints about this one's lack of function.

Speaker B: It's got aligned expectations. Of course, uh, the one on the last slide, that last one, that was their perfect customer. They obviously were skilled on this type of a tool and understood what they were getting. The issue of missing the real, in this case, dimensions or other structural things like that that allow downstream, um, data analysis and organization of information. That's a miss on a lot of projects, not just fpa. It takes a while, I found, for clients to really get their head around how the structure is ultimately going to drive its functionality down the road.

Speaker A: Yeah, could not agree and I do

Speaker B: think it's under explained in many, many cases.

Speaker A: You are right, it is definitely under explained. Um, okay. More comments on, on this one guys? Or do you want to turn off these lights and then go over our comments? Whatever we have.

Speaker B: Um, well, I think, I think, I don't want to be redundant. I think we hit it. I think this has a really good niche I think you got to walk in knowing what you're. What you're looking at. Yeah, I think the couple that you gave to compare to was perfect. If you're small and just starting to scale a little bit and good analysis of information is holding you back. This, this is a really nice stepping stone tool to, to take a good, hard look at. And I think he hit a lot of the pros and cons well here. So good. Good session, I thought.

Speaker C: Absolutely. And, you know, we mentioned at the beginning, or Phil mentioned at the beginning about the, uh, $60 million and that they started in 2021.

Speaker A: Yeah.

Speaker C: You know, maybe saying native AI is a little bit questionable, but, you know, there's some AI features there that they're able to utilize. The point is, is that it's targeted at smaller companies and they integrate seamlessly with QuickBooks, with HubSpot, they even say with, you know, with bigger stuff like netsuite, uh, and Salesforce. Uh, but the fact that they integrate with QuickBooks and HubSpot, they've got a set market.

Speaker A: Yeah. Could not agree more. Great points, Andy. Great assessment. Srista, uh, do you have comments? Uh, no, Sam, I don't have comments today. I think you guys have pretty much covered everything. Okay, perfect. Thank you, guys. And I think we need to wear suit here and we could look like, um, we are commenting on blue, uh, G's game and mlb, um, games. Um, so, Andy, good job there. It looks very professional, I guess, and they need to have better cameras, too. Awesome, guys. Thank you so much.

Speaker B: Thanks, everybody. Thanks, everybody.

Speaker A: Thank you so much for joining. We meet, um, about these webinars every Wednesday, Thursday and Friday. So just, um, keep an eye on our, ah, events and webinars page on alibateiq.com. um, I'll see you in the next session. Thank you for listening to another episode of the WBS podcast. Be sure to subscribe on your favorite

Speaker B: podcasting platform so you never miss an episode.

Speaker A: For more information on growth strategies for SMBs using ERP and digital transformation, check out our community at, uh, WBS Rocks. We'll see you next time. Time.