Well. Well good afternoon folks. Mike from wild Dave Gilbert with theUCbuyer and we’re pleased today to have Cristantos Hajibrahim chief product evangelist founder of Prodoscore and a guy that I’ve known for a number of years in the business widely reviewed as one of the industry’s leading thought leaders and always on the cutting edge of what’s going on with technology. And we’re having Cristantos on today because he spent last week at Google Next where they watched what we the three of us believe is going to be pretty darn disruptive to the cloud communications business. And that is the Google’s making a dive into voice. So Cristantos welcome and love for the audience to take a couple minutes and give us background on Cristantos and your take on what happened last week at Google Next. And I just want to I just want to correct my my my wife would kill me but she she’s the founder of Prodoscore. So I was gonna give her that credit. So. Oh yeah that’s true. Yeah I got to give her credit. Or She will kill me. She kept going. Skip Denise Yeah. That’s awesome. Yeah. Yeah. It was your your post on LinkedIn that really gripped me Cristantos because you started talking about the changes that were all over Google Next. But the one that is the most amazing is that Google’s decided to really jumped into this Voice space maybe to give Microsoft a run for it, but you know how Google has a tendency to rack really good business models to make things free. So. Oh my gosh. Are we headed in that direction. And then in addition to that just some of the cool technology that Google has. That is far above the best when it comes to integration with the GCP the Google Cloud Platform now known as impasse. So I’m excited to hear you talk a little bit about that and just see where it’s going. Yeah I mean I think you know first off thank you guys and congrats on everything that you guys are doing. I think it’s really beneficial for the industry obviously communications and I think Mike I think when we first met you know it’s like the industry five years ago when we first saw it like you know Hosted Voice and everybody was just on the host of voice now like the industry’s completely morphed it’s like changed you know and now we’re going in a whole different direction. And it’s exciting to see and you guys are legends in this space so everybody knows you and everybody knows that hat Dave. So yeah I like a man without a hat. Nobody knows who I am. It’s all over my body. And I know Where’s the hat. Just look for the hat just look for the hat. So going back to so and again I would love for you guys to tell me this and argue with me because you guys are going to be on the opposite side but like when I see Google Voice What I see as a product and it’s in its infancy right. And you know the UC industry as a whole it’s very mature right. Very well established. All the players you name it a 8×8, Ring Central, Vonage you know everybody. So everybody’s there. Right and very well it drives this very well entrenched and you can tell everybody is going up market right. So all these providers are all going up market trying to you know move up to move away from these commodity replacements like grasshopper you know things like well go Daddy’s doing you know these little you know one offs and what I see with Google what I see what Google did that is probably better than you guys know this better than anybody is that the provisioning process and the setup process is like is the killer. Right. That’s where people just like brain damage you know they just you know it’s just painful. And I think what Google Voice did and again it’s very infant. Right. So there’s. And you’ll have you’re going to have a lot of these large customers they have so many complexities and all the Google Voice is not this where I see Google Voice going to play especially for at least the next 12 to 18 months and I’m not to say that they’re going to have some big wins. Right. But the micro SMB you know anything below 20 I think they’re going to I think they’re going to kill it. I think they’re going to maybe even less than right. Let me ask you this though that Google Voice has been doing that for years. Nothing really new about that. But but it was it wasn’t product ties like it is now like now. Now it’s part of a business suite like it’s part of that suite for business license. Right. And what’s really exciting about that is is now these Gsuite partners and Dave you know this better than anybody those GSuite partners can’t sell voice to save their life like all they know how to do is sell GSuite, and voice is complex. Right. Especially as you start going up that market you start running into network issues QOS issues you start running into you know just all these complexities that you know Google voice there. That team doesn’t have the skill sets to deal with those types of issues like they’re looking for “Hey I’m going to give you a number here the mobile” and the best part like I was going about say the best thing that Google did is they did that provisioning piece like you can provision 500 users with a D.I.D. and auto provision right from within that G suite admin panel like with with the quickness. Yeah. You’re and they are telling me that the reporting process is so smooth it’s like porting in the cellular world and that’s the thing that just killed this back when I was running Simple Signal it was the ports that never went right and they took forever weeks to line up. and you have to coordinate and you have to coordinate all that and again I don’t like I haven’t heard I see where it’s at it’s in the panel and you can provision right now what actually is happening on the back end is a mystery right. But it looks simple from a provisioning right somebody. AT&T CenturyLink somebody still getting that request and that process is not there’s no way they can automate that process. You know so they still got to wait for them to release those numbers. And again better you guys know better than anybody you like what happens you got and you need somebody coordinating those efforts right. Nobody wants to change over their phone number. And then all of a sudden their existing phone system doesn’t work. I mean it’s a nightmare right. So here’s what’s interesting to me because I always like to look at when I’m evaluating new platforms I’ll put the caveat out there I have not seen the demo that you got see Cristantos. So I’m anxious to hear your thoughts on this but I always whenever I’m playing around new systems new platforms I like to look at it from the lens of a consumer. And what I always look for is ease of use as the user interface is it intuitive Is it easy to follow. And if you’re a small business and you want to look at moving over your FrancesPhone System to Gsuite is it self provisioning is it is can you. Can you set up and build your call flows easily. Because as a Gsuite user myself for my business I’m stunned at how easy a lot of the applications are to set up and at the same type of approach applies to setting up your phone system for small business. I agree they are in a unique position to just absolutely crush the micro SMB and be an SMB segment who’s looking for simplicity ease of use. Many of these companies smaller businesses don’t have an I.T. person on staff so they figured out how to make it easy. I think they’re gonna be there in a position to be very disruptive. And you know this remember one ring central started out you know they started in the micro I mean they started off really small write a very small space lines to everybody was in that small space, Vonage too. Everybody started realizing oh my god all the money’s in the bigger more complex deals and I always use this analogy when I first met Dave Gilbert is he told me I tried to get him to move off a Salesforce where I was trying to get him to move out some other CRM to move you know to save money and Dave told me I can’t. He’s like you would cause me too much pain. He’s like everything is integrated into my Salesforce. And that’s that’s where the future for service providers are right. Is moving upmarket adding value adding that customer integration either with text messaging platforms or you know call logging. Obviously we like what we did with you G-unify with Simple Signal, like that part. But then here comes a different type of complexity right. This was telling Dave. The problem is as you move up market your CIO and Mike you know this better than anybody all the time. Now you’re you’re asking telco guys to become solution sellers and to sell business outcomes. And what happens now. You’re moving up market these sales guys are not cheap. So if you really want good sales guys now all of a sudden instead of paying seventy five thousand dollars a year sales guy now you’re paying $150,000 to $200,000 fot a sales guy and then you need better quality sales engineers you need better service deployment engineers, so all of a sudden going to market for a lot of these service providers it’s not going to be easy. You know and this is where it makes sense for people to get rid of their broad works instance, get rid of that engineering cost and move to something like a broad works cloud. Right. Because you’ve got to eliminate all those costs those network engineering costs all those infrastructure costs and you’re going to have to focus and push you back to the sales and marketing team in order to survive in today’s market. I mean because I mean Mike you know this you are the sales leader right now today it’s not about product it’s not about engineering who’s got the best product right. It has nothing to do with that, today’s market is all about who’s got the best sales and marketing team period. There are a lot of great in it. And when we say define best right and what’s the impact to the client, the best to me today in terms of sales sales talent, is able to help the client under. Make the connection between challenges business problems and try to solve. They’re trying to innovate they’re trying to they’re trying to ultimately draft outcomes and can the salesperson make the connection to far from outcome intended outcome. Leveraging the technology to solve a business problem that leads to that outcome with financial predictability. Okay so we’re talking about outcomes and solutions which is so key to holding turned down for the reasons we just heard from Cristantos. But really what it comes down to is integrations with API is it’s an API world. And when you put all these APIs together you create a business solution. And when that happens that company’s not going to go anywhere hundred percent challenges. Now we got Google in it who has such power when it comes to the API. I wonder if that’s the whole thing we should be afraid of in terms of service providers. Crosstalk Go back to the original thing that I just said right. There are so many companies out there that have phenomenal technology day phenomenal amazing API is all this everything you need to run a business. But at the end of the day people still buy solutions from people they buy it from the people they trust they buy from this and a lot of these big companies they don’t have good salespeople because and this is where this is where I believe the future is the channel. Right. Because if if if a salesperson is really good do you think he’s going to work for a company. No way he’s going to go work for himself right. And the problem with the channel is probably about 10 percent of them. This is my guess you guys correct me if I’m wrong 10 percent of them are actually able to sell a solution the rest of them the rest of them sell dial tone right. They’re not. They’re not you know whatever. Work cell. Dial tone. So this is where I see the future because again the downside of working with the channels is you’re going to erode all your profits right. You’re going to because you’re gonna
have to pay those guys ongoing because remember they only get paid unless they sell. Yeah right. Where if you had a sales guy you pay him one time. Right. So pick your poison. What do you want to do. Well here’s the interesting thing. This is something we we we discussed ad nauseum last week. You know my view on it is the channel is here to stay. It’s it’s exploding and the reason for that is because it’s the fracturing of the old traditional model where an I.T. buyer would typically buy from a small number of vendors. Now you’re gonna go to various providers for the best in class solutions. So you’re gonna go to one company for your UcaaS and other company for contact center. Another company for SD-WAN, security data center etc.. Right. Well decision maker in the I.T. environment does not want to work with you know 15 different suppliers if they can work with one trusted advisor who is going to manage all the solutions so that that’s in my humble opinion why the channels exploding and on the flip side you’ve got you’ve got the the channel I think has matured greatly. So I think while the number used to be 10 percentage circumstances that number I think is going up big time. I think it’s now I would say twenty five percent the community I feel really confident has the business acumen technical acumen to do the right kind of design the right solution. I think that’s part because they’ve stepped up their game. Part of it being that a lot of former national sales reps at the big companies are now in the channel. So here’s the thing I only get back to the Google conversation because here’s the fascinating thing I see and I want to get your take on this Cristantos, is that you know five 10 years ago when we were all launching service providers the SMB segment was the first mover to adopt UC. So all the UC companies Simple Signal my company, Vonage, all focused on SMB. Well what’s happened over the last few years is all those companies have continued to move up market. Ring Central is now upmarket it bites upmarket Vonage is up Market. Everybody’s moving up market. And guess what. The SMB has been left behind. And here comes Google launching Google Voice. And guess what, my opinion is they’re going to clean up in the SMB because it’s a neglected segment. But by spend it’s the highest percentage spend out there and you see today. It is low lying fruit as well because, I mean selling an enterprise is long sales cycle. And so as that enterprise gets bigger it becomes more difficult to sell into and it takes a higher level of skill to sell that successfully as well. So yeah if that’s all going to go to Google. Oh my gosh that changes everything for the channel partner too. When I think about a sequence of events right. So first off Cristantos what you take on. Are you seeing the world the same way relative to their ability to really clean house in the SMB segment. I see that Google over the next 24 months for sure hands down especially with their customer base. They’re going to kill that one to 10 user space like they’re going to eat it up because you know they’re providing. So Google is going to provide that basic functionality and you guys know this better than anybody. We sell these solutions. Nobody uses them. Right. Like 80 percent of the features and I remember Dave Michaels he once told me about I think a Cisco or somebody. He told me he’s like you know we build all these functionality nobody’s using it right. Right. Like people would need a D.I.D. They need a mobile app. And you know Polycom is now integrated with Google Voice and the question becomes are people who are going to use those desk phones or are they gonna use a chromebook. Well that’s an interesting one. What’s your take on that. I mean I talked to one Google partner and I was trying to get them to sell Polycom headphones with their Google Voice solution. So why would I sell a Polycom handset I can just tell them a chromebook taking you into Google Chromebook for for everything and then they have the mobile app on their their their mobile phone. And here’s the thing with them up with those mobile apps. Nobody even opens those. Right. The problem is adoption. And I know Google’s going to have the same problem. I am 100 percent almost certain that that mobile app that’s on the cell phone especially the iPhone even if it the Google Voice business app like I have it on my phone, and I dom’t even open it. I’ll tell you on that note you know what’s interesting is to your point we were my last company we were the global leader which was astounding to me. 65% percent of the seats that my company sold we sold the the full instant message presence the mobile phone app tied into the PBX and 65 percent of seats had that which was the leader amongst all broadsoft providers there. There’s quite a kind of gold standard of 25 percent. But if you look at the 65% the bottom only 20% actually used it. You’re right. It’s even less it’s actually less. It’s about I think it’s like 15 percent of actual customers are actually using that mobile app across the board. It’s not just once it’s it’s almost all of them because people are actually just using their iPhone for everything. So the question then becomes how do you get people to open that mobile app. That’s the question side. We’re talking about all these things like we can sell Google Voice You can sell ring, you can sell Vonage,
you can sell 8×8, can sell Salesforce, can sell G suite 365, but I promise you this people barely use any of those business tools and what do you think that is. I’ve got a theory that if you make it easier they use it. But part of that also is education and awareness and it’s like anytime you try to change habits right. You got it only it’s going to condition yourself to it. So this is a great question. I mean here here’s my theory and Dave knows where I stand on this right. So here’s my theory is as humans we were trained for for almost 13 years from our childhood that if we wanted if we wanted to get an A. We had to do this this this and this and we wanted to get a B. This is is this right. But then when we get into the workspace that whole dynamic changes right you’re either measured on revenue or you’re measured on whatever. Right. But the question then becomes you know a small percentage. Mike you’re the perfect guy sales leader right. You were running that whole sales team for that one service rider. The question becomes. OK I know these top 20 percent or 10 percent of my guys are hitting their revenue numbers but then the question becomes what about that 90, or 80 percent. What are they doing all day. And this is what we don’t know right. We don’t know what they’re doing because they’re obviously the revenue numbers aren’t coming in. Right. So if the revenue numbers don’t come in you’ve got to figure you can’t just just fire them like you just spent six months onboarding them are you going to throw that investment away. I mean that we’re going to try to figure out a what do these guys do. And the way you get to change behavior is you score them my belief is if you’re not using your Vonage mobile app or if you’re not using your sales force or you’re not using your GSuite you’re not getting credit. In my eyes. So if you if you want to get credit I need you to use the business tools I gave you as a company because I and hit. Yeah. No keep going. And here’s the other thing we keep talking about machine learning and A.I. where we will never realize the benefits of machine learning and A.I. from a communications standpoint. If they’re not using the business phone system right. Well here’s a fascinating. You just triggered a thought because if I apply getting a driving user adoption of the technology that we saw to driving change in behavior and sales the way you do it the sales environment is step one is does a person whose behavior try to change understand the value understand the direction which ties back to training and then it’s always the What’s In It For Me. So here is what I’m doing going to translate to value for me. And then. And then the other is the you know in the sales environment it’s like if you’re trying to train folks at selling a new product and technology. What’s the value to the client. How is it going to make your life better. How is it gonna make the life better for the client. I’m going to close more deals and the same things probably apply to driving user adoption. So it’s if you’re in a business and you want to get your employees using technology how is that going to make their jobs better. How are they good support customers better. How are they going to be more productive. Right. And if they align those two business outcomes maybe that’s the answer. And that’s and that’s where we have to. It’s not about selling a phone system and this is the problem with all three of the industries from the GSuite resellers to the sales force consultants to the host of PBX channel partners. They’re just selling their individual products and they promise all this productivity but nobody can actually quantify like how am I going to get this productivity. It’s not till you put it all together and you make it all work as one that you can really then see the value of productivity. Right. So so. So let’s talk about Prodoscore for a minute because what proto score enables clients to do in that environment is because it’s integrated with the Google stack. You can actually score employees. And actually rate their level of engagement participation right. Yeah. So I mean basically what we do is if you look at G suite so there’s email calendar chat and docs. Right. So those are the four core products. And then you’ve got salesforce which is like leads, Opportunity’s contacts or whatever. And again your a sales guy then you got your mobile. Right. So you got communications UC, and my focus is that UC app. Right. Or from a sales perspective. Right. So they’re using that business outcome and when I aggregate all those data points I weight each function and I compare all the sales people to each other and then I can see an 80 a 70 because I mean think about it Mike we’re in a data overload period. There’s just too much damn data. I am with you on that. And I don’t need more data just tell me is this guy working or is he not working. And then I want to know if this guy who’s not working and I know he’s not hitting the revenue, because I can see it like everybody knows who’s got revenue but the question is what is he doing all day right. Or she, what are they doing. That’s what we don’t know. And that’s when you put it all together like you might have a sales guy who just needs some like coaching like so instead of just firing him maybe he just doesn’t understand and he’s too afraid to tell you. You know that is what it is a high
percentage of the time. Is the way I tell folks is that past is the reason you want to log your stats is that if you’re if you’re if you want to look yourself in the eye and be the best you can be, track your stats for yourself. Because at the end of the day everybody hears sales as an art and a science. So the science side tells you that sales is a numbers game. The more calls you make the more appointments your gonna make. The more proposals you’re going to do and the more proposals you do the presentations you do the more deals are close. So Mike how did you do that when you were running your sales team. How many salespeople Did you have when you’re running your sales team. When I was at XO is about five hundred or so. And you used have people log their activity into like a spreadsheet or something. Hopefully not a spreadsheet. But and you know I’ve never been a style who’s a micromanager so I want to track the key KPIs, like appointments proposals. But the beauty of today’s technology is if you’re using let’s say Prodoscore and the salespeople are using the tools so they’re using the unified communication to use the chat they’re using the CRM they’re using click the dial out of the CRM to make their calls more productive. The fact of the matter is if you’re a sales professional today use the sales technology use the tools that are available because you’re going to make you that much more productive. It’s going to reduce cycles spent on B.S. And if you’re if you professed yourself to be a sales professional then you’re going to use the tools. And if I’ve got the data that Prodoscore provides then that’s valuable information for me as a sales coach to work with somebody because I can literally look at sales stats and tell whether somebody needs work on scheduling appointments having the right conversation early stage of the sales process the data will tell me that. And if you look hard enough and I think to your point earlier data overload a hundred percent agree what I want to look for is correlation of the data for something that I can use in a meaningful way to help myself before our sales organization perform better. and I can even tell just based on all that data like I can tell when somebody is about to quit. Like I don’t see the drop off in activity like I can visually see it. And here’s the thing. There’s so much data and we just. And here’s the other part and I’ll get off my soapbox but this what I really believe like everyone talks about machine learning A.I. you know Google is really big on all this. At the end of the day we’ve got a bunch of it and going back to sales we’ve got a bunch of machine learning A.I. guys who are so intelligent and so smart they are building products not for business people they’re building products that no one’s ever going to use, because they don’t understand business. They’re engineers and what they might think is cool might not make sense VP of sales who do need all these data just this give me something simple. I just it’s overwhelming. Like I don’t even want to take a training class. Don’t give me nothing. I just sit me down if I can’t understand your product within the first three seconds. Don’t give it to me. That complexity is where people get lost because even though these features are really cool to an engineer let’s say it may just be a level of complexity that nobody wants to go through but most people don’t want to drill. They want a hole right. So it’s it’s like we’re over killing them. And so it’s the result that they’re after. It’s the culmination of a few things put together that creates a solution that we can all live with. And one of those things is like a Prodoscore because it gathers so much information that can be dealt with from the sales person and the sales manager as they converse about how that person can be more productive or what they’re lacking. That’s hurting them and their sales because they’re being measured there. And you’ve got to have all the business tools. So you’ve got to be using your hosting voice system you’ve got to use your CRM you’ve got to use your g suite or whatever. And like you’ve got to be using the business tools or we can never ever say we can actually truly measure productivity. If employees are not using these business tools. Yeah. The other thing though that is exciting is that this is a new era for communications. It’s not just about picking up the phone and making a call. It’s about integration. It’s about pulling it all together to really have it mean something in the business process. That’s going to put everybody more effective who uses that kind of thing. But think about this machine learning and A.I. where I think the biggest opportunity that nobody is talking about and this is where we all come from think about for the past 30 years all of our time everything happens in communications phone calls and all of that data has been lost. It’s just stuck inside a switch somewhere right. That’s not easy to get to right or it’s in a call recording format. That’s not easy to get to. Yeah. But now we can actually leverage that voice do that and imagine how much data is hidden in our conversations. I think you’re spot on that because that is where. Well we’ve seen you know probably worse machine learning and artificial intelligence most use is so far on a cloud contact center. And you look at what that’s able to do in terms of providing delivering a better experience to clients being know on basically predict outcomes based on even voice attenuation voice on certain keywords that come up. Now imagine taking that same technology and applying it to a sales conversation because the seller is using the technology and you’ve now got machine learning to basically be able to coach salespeople coach service people that are not restricted to a contact center but on a on a on their mobile device. That’s where it gets really cool to me, is that where are heading
Cristantos. You have to know who you’re selling to. And when companies now when you look at a lot of these sales and marketing strategies and I see a lot of service providers doing it’s a very broad. Oh I sell the health care or I sell to I.T., I.T. companies or I sell to banks. Right. Like forget about that. We got to sell to the user type like I am selling to sales. I don’t care if your sales and health care sales in this but I am selling to the sales guy or I’m selling to H.R. or I’m selling to the CFO. Forget about what vertical it is it doesn’t matter right. I know that all the sales people and then I like if I’m signed to an inside sales team that’s where in that’s where a contact centers type solution comes into play. But all these vertical strategy stuff is nonsense right. It’s about the buyer who is the buyer. And what I think the vertical, I agree with you. And the only caveat I’ll that and that is that where the vertical makes a lot of sense to me is that for the seller who is in a vertical once you’re in a vertical verticals have unique problems are trying to solve unique applications they use. And if you can prove a use case a solution for a company in a vertical you can take the exact same set of solutions to another similar type of company to try to solve some type of problem. And you’re and you’re right and you’re right. But I mean again that you’re a hundred percent right and I agree with you on that. But what I see is that at the end of the day the sales leader only has one job and that’s to drive revenue. And he has to hire salespeople and 80 percent of them suck. Right. We all know that. Right. Small percentage will actually perform. I mean why do we got to get more complicated in that like every business was a business unless you’re a nonprofit we got to sell. Right. Amen, sales makes the world go round. OK so let’s think about how we’re going to land this plane for our viewers. So how would you wrap up today’s discussion. So. So I think Google Voice going back to our original topic point Google Voice. Right. I think it’s in its infancy. OK. I think it still has a long way to go. I think they’ve done a phenomenal job on the provisioning process which a lot of service providers haven’t met. And remember Google has all the data from the emails so it’s very easy for them to provision. There’s a lot of key functionality that you know as you go up market it’s just not there. But at the end of the day at the end of the day it all comes down to sales people. And you have to know the customer. And it doesn’t matter who has what technology people buy from people and they buy from people they trust. Right. And that’s why I really believe that the channel is where it’s at but only a small percentage of them because. And I’m just working my way backwards right. It’s not about the technology. So even though Google has and Google has phenomenal technology amazing. But I guarantee you 80 percent of the business by doesn’t even know this stuff exists right. So final question in the day might have a final final final question for it but that final question I’ll start it off also I’ll ask the question I’ll answer it and then a pure sketch you guys take. So we talked about what this is going to do to disrupt and make an impact on the SMB. Where do you see Google playing let’s say 24 to 36 months down the road. Here’s my view on that. I think the first step number one for Google Voice is picture in a big way in the next 18 to 24 months in the SMB microSMB segment. And then just like everybody else has done they’ll move up market. I mean who would ever thought that Google would be getting into fiber that would become the preeminent platform for video. And you go on and on and on. I think if Google sets her mind it being a business and platform stake in the ground they will they will own it. And so I think what happens is starts with SMB and I think they either build out the capabilities to take it up market or they go acquire somebody that gives them that capability. But I think the we all know what the size of the market is it’s epic. And we all know what’s happening with user interface customer experience and the integration of those things. And I think there’s a big first step and I expect that in 24 to 48 months I think Google is one of the biggest players in the space and all market segments. I agree it’s going to create chaos because it’s going to mean that today’s service, Well the service providers are going to need to know how to survive. Right. So they’re going to be moving around trying to figure out how they can catch up to the giant Google I believe. I think they’re going to come in and disrupt the space. So you’re going to have some of the biggest taken their games up. And with that comes the channel partners they have to take their game up and really understand all that technology that maybe they didn’t want to have to sell create solutions rather just selling a phone system and then so as a result of that I think it gets actually way better and way better for the consumer. Way better for the UC buyer. So that’s where I think we can step in and keep people informed and do what we can to make it work. Let’s say. The last thing I will say this is and this is where Google has a really unfair advantage another last one is that they own a lot and going back to what Mike just had about having them the best video. Right. If Google can deliver video an epic scale they’re going to deliver a voice like it’s nothing. And the call quality is going to be for lack of a better word epic. Right. And you’re just I mean it’s going to be hard to compete with that call quality right. You know because they have that massive network so that’s going to be a challenge and again going back to what everybody is thinking about is like this is where we got to up our game right now. We got to up our game and we got to sell a value we got to sell. We cannot be a commodity seller like we can’t sell our price. If you sell on price your dead. Agreed. Dave’s got the final question Cristantos, I thank you for being on
today. Great conversation. I’m so proud of you guys on this this is really cool I mean this is awesome if you guys. Dave kind of took the dive man we’ve been talking about doing this Cristantos does for like two and a half years and we finally just decided to make the dive man. It’s time, the buyer needs representation at theUCbuyer we’re doing that. So thank you for being with us Crisantos. Very informative and some really good stuff here. So you guys guys I’m glad you got all this stuff on tape that’s great. We’ll do it again All right thank you guys. This awesome. Great job. All right. Talk to you soon.