Full Webinar Transcript
Discussing the four keys to automation with focus on our consumer goods companies, and the work that you have in front of you, and as we jump into this discussion, we just want to discuss what the dilemma is as a modern business. There’s just a proliferation of different SAS solutions out there, and they are more and more specialized in each of the things that they’re able to do. And if you don’t have a solid plan for moving forward and organizing your data, and how that data needs to move back and forth, you end up with a lot of different silos. Your processes break. There’s a lot of manual work involved in it, and it’s very difficult to identify where the source of truth is. And so when you are faced with these challenges of trying to connect your whole supply chain to manage your sales platforms or marketplaces, your inventory, the financials, 3PL and manufacturing relationships, it can become quite problematic if you don’t have a plan in place. And so you really need to think about how can we have these different systems connected, and what is the solid foundation that needs to be in place to help increase the efficiencies that are capable through leveraging these different technologies? Mark? And we may there we go. Again, I want to make sure and just double check that you’re presenting and everyone in the audience can see your screen. I don’t think I can. Can we get a check on screen share? Oh, it’s not my shared screen, let me try one more time. Thank you for that check. Apologies for that. We thought we had that– We’re talking about foundation, so a foundation to a good webinar is getting our presentation off and rolling. So now we’re ready. There you go. There you go. Thank you. Okay. We’re all set. So one of the things, to continue on your point there, one of the things we see very often coming in is a specialist in integration and automation, is the amazing proliferation of applications in a modern business these days. And I think to me, the slide really shows that. I’ll take our example ourselves as a software company. We have over 40 SAS applications that we use in our organization and that sometimes feels a little crazy. But it’s amazing that the applications that are out there, that give you the ability to solve problems very quickly and very efficiently, it’s fantastic. It’s an amazing resource. And what we often talk to customers out there that implement those solutions, they get those, they’ve got a primary foundational app like like we have here with NetSuite and they have their constellation of applications around them, and they’ve implemented those, but they don’t quite see the the efficiency gains that they were looking for. If things are better, they can tell themselves some problems, but it’s often created new ones or things aren’t working as efficiently as they really had hoped. And the reason for that is they haven’t thought about the entire process, their business processes across the application, and and looked not only at the apps, but how to automate those processes between and amongst the applications. And in looking at the foundational things you need to do to make that business process run really smoothly, which leads to automation at its foundation integration. And that really tease up what we’re going to talk about today and looking at how to help put the foundational steps in process. So let’s take a look at the agenda. Thanks, Mark. So introduce ourselves, and as we go to our webinar, we’ll talk about the keys to automation. We’ll do a little bit of focus on NetSuite and the ways that Celigo RSM can help you in this path, in this process to get your systems automated. And then we’ll save some time at the end to respond to any questions that you may have. And as Dixy mentioned at the start, go ahead. You can populate at any point in time, questions in the chat window. I’m Diana Von. I am a supervisor at RSM and I have worked in NetSuite for about eight years. And before I came to RSM, I actually owned and operated my own e-commerce business. And so I was on that other side of the table for 17 years trying to manage the sales and the sales growth and managing partners and manufacturing and just getting things shipped out to customers in a timely manner. We had set up our establishment. We had seven web platforms, and we were also connected to different marketplaces such as Walmart, Amazon, eBay, and so forth. And so I understand the challenges on that side. And within the space of a couple of years, we grew from $4 million to $10 million, and we were faced with serious problems of how to keep pace with the growth and what to do with it. And that is where I became acquainted with NetSuite and built that for our company. And that’s how I became acquainted with Celigo and actually leveraged that as well for our company until we grew to a point that we broke it up and sold it off. So that’s some of my background coming into this. Mark? Thanks, Diana. I’m Mark Simon. I’m the VP of strategy at Celigo. I have been with Celigo and in the software space for the last two years. But prior to that, I spent, well, now it’s about 15 years total working in mid-market ERP implementation, primarily NetSuite from a consulting perspective, working on both the implementation, customization, and integration. And through that process, I worked with literally hundreds of customers across business verticals, but a large number in the CPG space. And prior to that, I was a software engineer and then was a CTO and co-founder of an e-commerce company. And much like I was on the other side of the table as well there. So I built out operations and business systems, ended up selecting NetSuite to replace the foundational systems to continue our growth journey and automated a great deal. and integrated to TEDx growth in a very short amount of time. And so both of us have been in really the same situation. I think most of our audience has been in here trying to figure out what’s the next step, how do we get past a blocking growth, and how to do that efficiently. And with that, let’s take a look and find out what concerns our audience most. And so as you are faced with this automation challenge, and you should see a little polling window pop up that you can give us a response on. But what is it that is your biggest concern? Working with people that you trust? Having a process that is reliable and repeatable? Cost or timeline? What are those parameters? Or are you just really are not sure where to begin? And how are you going to support or extend once you have it built? And so, if you don’t mind submitting your response, Dixie, you can give us some feedback on that as those are coming in. But this helps us to know where those challenges lie as we guide our discussion today. Certainly. So, participants, we have just a little over a minute to hear your answers, so come on and join in. Answer that question. We have about 57% that haven’t started, so. Multiple choice. There you go. And it’s easy to answer. And when I was on this pathway, I didn’t know what I didn’t know, and I didn’t know where I really needed to be concerned. And my initial concern was, well, the obvious was– I didn’t know really where to start on it, and my initial concern was cost and timeline. But I didn’t realize that I really needed to be paying attention to some of these other things. Who I trust? How am I going to support this? How long is this going to take? How reliable is it? All of these parameters that truly impacted the success of what we were trying to build. Dixie, if you want to go ahead and close that out. I think we’ve allowed enough time for folks. And we can see where we’re at. Okay. It’s getting closed and just taking time now to calculate everything, and I’ll go ahead and share. Let us know when that comes through. And it looks like we have– it’s all over the board, but building something reliable and repeatable is one of our winners there on that. So let’s talk about reliable and repeatable as we hit key number one. The first key to building out all of this automation is to choose wisely. And that may sound a little bit – I don’t know – like, maybe not what you expected, but it’s really the key. You have got to choose your platforms and your partners wisely, and it starts with the foundational base, selecting a flexible ERP that you can grow and flex with. The things that are going down today in business are not the same as what you will see in the future. And so you need that flexibility to be able to make decisions as you’re navigating your growth in your company’s success, that you can make those decisions that help add to that success. Do you have a platform that has good documentation? If it’s real time, actionable data, you don’t have to wait until the end of the day for things to update. As soon as that data is in there, it’s accessible, and you can make business decisions with it. NetSuite also comes with automated upgrades twice a year. So you don’t have to worry about getting on to a system and then, later down the road, figuring out how to upgrade and keep things updated. NetSuite does that for you. It also has a lot of workflow management capabilities and another ability to customize to make it fit your business needs needs and the key being but is this on a single data source platform in the cloud that you can access from anywhere in the system and back to those open APIs that really allows you to connect to anything else that allows you that ability with the API connections and whatnot, that allows you to connect these different SaaS programs and that whole dilemma that we laid out at the beginning. And the integration piece of it critical to tying these together. Definitely. The integration side here is really key, is the foundation to the automation. And one of the things is you’re thinking about that integration step. Picking the right solution again here is key, just like picking your partners and your foundational applications. The tool that you picked for integration will really set you up for efficiency ongoing. There’s always going to be changing your organization. Business processes will change. Systems will change. But you want to minimize the amount of rework you need to do. And starting out and choosing the right platform that is both cost effective early on, but can also scale with you as you as you grow and be flexible is really key for that. So what we really recommend is the best solution for both early on and as you grow as an organization, is to leverage what we call an integration platform as a service so leveraging a cloud-hosted solutions that bring repeatability to integration process. And then when you select one of those, really look at the spectrum of what it offers. And there’s a lot of patterns emerging in business. And very commonly from a legal perspective, we see these patterns over and over again connecting, let’s say, NetSuite with an e-commerce channel like a Shopify or an Amazon, connecting NetSuite or ERP with your 3PL. And there’s very often commonalities– a lot of commonalities between businesses. And that’s where leveraging what we call pre-built solutions on top of your integration platform, on top of your iPasS can reduce your cost of implementation initially, but also increase your time to value dramatically, getting your solution built built quickly. And then along with that, you want to make sure you also have flexibility as well. There’s a lot of point-to-point solutions out there or often integrations that are built in to applications. And those can be great to use sometimes. And you may want to use those initially, but they often can inhibit growth long-term and really make sure you’re assessing your needs and mapping your business process needs, and then mapping those to your integration, and making the right choice because you don’t want to implement an integration solution and then need to replace it in six months or a year because it didn’t have the flexibility you need. And then when you’re choosing a platform, really look to balance ease of use with power. Those are really important. If you select something that only developers can use, well, that might be fine. That might work if you have a big development team. But a lot of growing organizations, especially product-based companies like this, they don’t have that. So look for something that a line of business user can do a lot of work. And that could just be from a business analyst, modern platforms iPasS forms of business analysts can get in, maintain, modify, and even build their own integrations on. And building that automation muscle in house, building that capability in house will dramatically alter how much efficiency you can have. And again, that comes down to choice of third parties. Really look at those carefully. And when I was going through this as a business owner and trying to make the choices, I made the right choice with platform. I selected NetSuite. I made the right choice for integration service. I was a user of Celigo. And I was a user walking into both of these, not knowing what I was doing as far as tech goes. And it was easy for me to use. However, on the choice of third parties, I did not choose wisely. And it was a pain point at first, and they are not all created equal. And I got midway through implementation, that I ended up firing, so to speak, my third party implementor and did it myself. And that was not a happy spot to be in. And this help, this help with how to connect these in the strategies– this is a strength for RSM. We have a very broad spectrum of experience and skill sets, that we can find the experts. And we have the experts that can help you solve your integration challenges, your implementation challenges, and we really strive to understand your business. And that was the mistake I had made is going, initially, with a third party that did not make that effort to understand my business. My personal business needs, not just some out-of-the-box thing that I was getting shoved into. Because my needs were unique from somebody else’s needs. And so, it took me a while to find that appropriate partner, in that regard. And so this is something that is a strength of ours and that we are more than happy to help you with. And we have the experience that we can rely upon to help provide you with best practice recommendations as we help you navigate, sometimes, these unsure waters. These are things that we have built out and have tested, tried and true processes and ways of navigating these. And so as we jump in a little bit more into the integration, let’s take a look at 3PL integration point as an example of some of the things that can be done. Great. So looking at, just as an example of how you’d integrate your– the points that you would need to consider when you’re integrating your ERP to your 3PL. And it’s really not just about integration. It’s automation. And so what this is, is really thinking about the business process that’s being applied here. And everyone, generally, a good starting point for this is always to look at your– start with ordered cash process, look at inbound orders, and then go from there as a starting point. And, each one of these points on the diagram here, this is an example of data that we need to move from one system to another in order to automate and have efficient processes. And this goes back to what Diana said about picking good partners. So these are very common patterns that we see. These should look very similar to a lot of the audience. So you want to work with– you want to pick your partners that have experience with these, that know these both because of the experience they bring working with these from whether we’re talking about tools and toolsets, your integration software to a platform like NetSuite that works very well with this vertical tier implementation partner like RSM. So because you will have differences as a business and you want to look at these and say, “Okay, well, actually, we do this a little bit differently.” That may exist sometimes. And you need to be able to have the right partners to be able to know where you’re bringing business value by deviating from the sort of a standard process here. When you look at this map out, you can go through your own business and ask how you fit into this. And it really can often help you identify where you have gaps or inefficiency in your organization blocks that are preventing scalability. So take a look at how are your sales orders, for example, getting out of your financial system, your order management system, and to the fulfillment, whether that’s a TPO or even in an in-house warehouse or shipping center. Is that smooth? Does that require a manual touch? And if it does, that’s an area to home into. That’s probably the first one of the first places where we see our customers automate looking at the need to transfer orders, replenish. You can go through all of these, break down, and identify similarities and look at those processes and map them out for your own journey. And it will really help guide you from an integration and automation standpoint where you have pains. And you start working on– and when you pick one of these processes, you don’t need to fully automated in one bite. I talk about just sales orders out to a TPO. You might have some hand touch there for certain use cases. But look at that, map it out, identify where is the level of effort going on there that’s occurring, and automate the big bite The 80/20 rule very often applies. You have to fully automate a process to get tremendous value from it. It’s often better to approach it in stages and phases. And with that look, yeah, let’s look at a little more detail on a sample of 3PL integration. This pattern is pretty much what we see across hundreds of our clients that we’re integrating to 3PLs for them from NetSuite. And this is pretty common pattern. And this is where some experience with these can come into play and help bring some efficiencies. There’s very often, say, devil in the details, so to speak. There’s very often details here that have big impacts. And that’s where mapping out your processes and thinking through and walking through those processes manually before you automate is very, very important. I think in the middle of the diagram at the top in blue there’s the dimension conversion. That’s an example of one minor gotcha. But there’s often many others around. Properly choosing your item type so that you have a proper structure of your item type so it flows through for the processes correctly. So that it’s mapped from NetSuite out to the usage to that your 3PL– that that makes sense. And if we look at this overall diagram, this is also a simplification of things as well. We see some ones that are much, much more complicated when you start adding in maybe a build process and an unbuild process in certain cases or more complex transfer scenarios. But looking at how your data is moving and mapping it out and mapping that process out in this manner will really give you a good visibility into what’s moving and what you need to automate first and where to put your investments. Let’s look at e-commerce. Yeah. Thanks, Diana. If we look at the sales side of it, right? Bringing in your sales orders and things like this. This mapping shows a simple layout of where we would start, what needs to move back and forth between a shopping platform and into NetSuite. And as an initial user, when I was faced with this same kind of challenge, this made it something that I could take on, start with, and then build it out to that complicated mapping of exactly all of the nuances and whatnot associated with it. That’s great. Let’s dive into a little bit more detail on this process. Here’s another look at a NetSuite to e-commerce at Shopify integration. And again, seems like a lot of movement. And this is what we would see in an organization that’s a little bit more mature in their automation initiative around an e-commerce channel. And the same model applies whether it’s Shopify or another platform or even Amazon is relatively similar. Again, there’s a lot here and it can feel daunting, but typically, this development takes place in phases. You can start here, simply– typically, walking through your ordered cache process again. So starting in your orders, planning those out get those into your ERP. And then you start mapping that out to all the dependencies around that to make that process more efficient. So synchronizing your inventory, getting the customer information transferred between the systems, start looking at, “Okay, well, how can we get customers to reduce their support caseloads on us? Everyone’s asking us what’s our tracking information, question about order status.” And then you tackle those by getting your updates moving upstream from NetSuite or other ERP up into Shopify. And you just start expanding and taking these in phases and you’ll gain additional insight. In automation, you might revise these, adapt those. Some of these individual flows can typically expand. You might have different variations. But we see these patterns very often in the integration for integration with companies working with NetSuite and Shopify. And this is the example back to what we talked about, choosing your platform. This is something that at Celigo, we actually build products around on top of our iPass platforms. We build what we call an integration application that takes this knowledge that we have of the business process flow. So all these flows that we see here are actually encapsulated within our integration application. Our product for Shopify and NetSuite, they go so far as we know that there are mappings. Field-level mappings that were commonly done. So those are in there. And then we also know that there’s common business logic that’s tackled that we see over and over again. And that’s included as well. And so instead of needing to build each one of these flows from scratch individually, you can start with a configuration exercise out of the box that can be done, like Diana said, by by someone that’s not a developer. And so, you can much more quickly get up and running with automation and get a solution out there much faster than you previously could. But we also pair that with flexibility because we know that using a flexible system like NetSuite and a fairly flexible system like Shopify, there are going to be things that you may need to do differently to fit your products, how you sell them. And so, we can accommodate that as well by handling that either in configuration, or we go back, and maybe we turn off the flow, and we build a custom flow. But the idea here is to be able to get an automation process up and running without a large, complex, or long investment. Thanks, Mark. So as we close this out, I mean, we spend a bulk of our time on this first key, which is a critical one of choosing your platform and your partner wisely, that is the foundation to your whole project. So, as we get jumping into the planning and moving forward, another poll question that’s popped up if you want to give us a quick answer. How do you approach your planning? Is it like you just jump in? “We’re just jumping in the deep end, and we’re going for it.” Or, do you plan it, but just time and resources don’t allow for as much planning as you would like? So, it’s kind of a half plan, but you got to run with it. Or, you’re very deliberate. And you have the extensive planning sessions and a very strict IT management process. Or, “We just need the outside help. And we seek that outside help to drive the process in the planning.” If you want to give us a quick answer, and Dixie, we’ll have you close this one at one minute. So, we’ll give you guys seven more seconds to give us some kind of a response so we keep rolling. If you want to close it out, Dixie, we’ll keep moving. The other comments, I would add, relating to my own experience is, I didn’t know what I didn’t know. And I didn’t realize the type of planning and strategy that I would need to employ on this. Dixie, do we have some results on that? Yeah, we do. We have– We do. It’s doing the planning, but running out of time is the challenge on that. So, as to move forward, design with a purpose. Make sure you have clear expectations set as you move into this. And architect wisely. Start with simple design and very, very clear business requirements. Why do we want to, or why do we need to automate? What do you want to automate, and what is the critical path for the business? And I think that is a very key point, the critical path. Because a lot of times, folks will see what is possible. And they get excited about all the shiny new things that they see, that they want to do it all. “We’re going to just do it all. We’re going to go for it.” And to step back from that and really define the critical path is really a key to some of that success. And as a piece of this, defining the source of truth, to really think out the different records and those systems of records. Where does data originate? Where does it need to go? And really defining that clear system ownership of the data so that there is clarity across the team, clarity in the plan is critical. And the failure to deliver on defining this source of truth really, truly is one of the main points of failure and confusion, because in that confusion, as you’re getting into it, there’s a lot of, “Well, I thought it was here,” or “I thought it was there.” I thought systems just taught back and forth and kept them both automatically updated. Those kinds of assumptions in defining the source of truth are what lead to a lot of of problems in that. And so as a part of that designing, it’s remembering that less is more. So while a picture like this looks incredibly enticing like, “Yes. This is what I need to build out.” I’ve got to deal with my sales guys in Salesforce. I’ve got to deal with my three PLs. I’ve got to deal with my brick-and-mortar and my point of sale, shipping and fulfillment, etc. It’s, well, what’s the strategic path forward? What is the appropriate phased approach? Which one should be first, which one second and so forth? And we can help you analyze that impact on business and what it is a wise architecture to put into place and a phased approach to tackle it. Oh, go ahead, Mark. Yeah, Diane, one thing I would add there is– when you’re looking at these projects and you’re assessing, a one thing to keep in mind is that problems are often kind of roll downhill. And one of the last things you do in an automation initiative is actually build out an integration. And there’s great tools out. We really don’t run into technical problems anymore for the for the most part. Where automation initiatives, where integration initiatives run into trouble is where the business process wasn’t mapped out beforehand completely. And if you take that extra time to map out that process and walk through it manually, that will head off so much of your problems and really lead to much more efficiency in the build process. So when we lead into that, we talk about the approach to that automation and where is your maturity as a company, right? Are you in early stages? Are you in a growth stage stage? Where are you adding that and recognizing where you’re at in this maturity is going to help you define where to start and what should that phased approach look like. It’s very often that you might find yourself that you’re– some departments are more in ad hoc. And some are optimized already. You’re often, but it can be a mix of this. But let’s think breaking down processes and your approach to the maturity models and organization, it also helps you focus on the area that you’re going to get the greatest return on, the ones that are more in the ad hoc and developing side versus optimized and working to get your entire organization at a level and looking at this ladder and thinking about where you are will lead to a lot more efficiency in your process. You’ll end up not leaving departments behind and processes behind when they really should be brought up to the same level across the board. Thanks, Mark. And just one thing, it’s okay to be at any of these stages, I think the critical piece is understanding where you are so that you know what you’re striving for. Again, that critical business plan and pathway. So next question we have for you, do you have any experience with automation and integration? Are you new to this or is it like, yeah, we have some experience, but not a lot? Or, we have a full team of– we have a full army that can handle integrations and all this integration kind of work? And so this part, when I started, we were new to it. And that was a rough place to start. But that again goes back to our first key of having the right partners that you join with. Dixie, if you want to push this along faster on that poll, that’d be awesome. All right. And you may get your answers in there quick. And we’ll keep rolling. I think that’ll pull through. I think we can keep going while we wait on that. As we look at our third key is to build your team. And really recognize what those gained efficiencies are compared to required skill sets of your people. And to recognize that as you change your processes, as you put these tools in place, these automations, it changes the workloads. It also changes the required skill set to do the work. And so taking that into account can help set you up for success, to recognize does your staff have the skill sets? So do we have the right level of staffing, the right number of people in different areas? Comes down to bandwidth. Do you even have the time to do the work? And a lot of times, one of the challenges that we see with this, the work is put upon individuals who already are loaded up with 40 hour week of their regular day job. Do they have the time to carry this as well? So part of successful planning is to make sure that your team is well built with the proper skillset and with the right amount of support in their other responsibilities so that these things can be done successfully. And so to establish those team roles is part of your implementation and whatever level of integration to ensure that you have that role and that work supported appropriately. And this is a key area where we can help you. There are several clients that RSM has worked with that we have helped a great deal, and actually augment their teams to those that we just support in a light manner. And so we can cater the type of support that we’re able to supply to you based on where your team is and where you may have needs in closing gaps on skillsets. And so that is a critical key to make sure that your team is built. And so as you choose your tools and your approach is with that end goal in mind. Who is going to be responsible for managing this solution and processes once you go live? How are we going to adapt the business changes? What is our change management plan? What impact is this going to have on our company? And how does that business knowledge outweigh all of these other things that are going on? Because you’ll have key people who really understand your business and what it takes to make your business go and grow. But they may not have the tech or they may not have the experience to manage those solutions. So having this end goal in mind as you build your team is really very critical. And again, establish publishing those team rolls around that implementation, the integration, the systems is the critical piece to success for you. So when we look at proper staffing integration support, Mark. Yeah, so with this, when you plan out for your integration automation processes, it’s really helpful to kind of step back and think about how you want to approach this. And we see several different approaches. Very traditionally, there was a concept of using what we call a centralized approach. That’s where you’ve got a single team. You’ve got IT. And if you think of it, IT and developers, they’re going to build– every time you need something, you you send it over to IT. They build it. They toss it back over to business team. And that centralized approach, you get get a lot of efficiency gains. You’ve got one team building this out, and that’s great. You’ve got some common assets that can be reused. But it keeps the business system at a distance. And it often isn’t the best approach. We also see very often customers adopting our platform because it can be used by business teams. We’ll see say a marketing department or operations or something, they’ll adopt and end up with a decentralized model. So integration and automation is now built at a department level. And there’s benefits to that approach, but it’s not optimized either. And that’s really where we see leading organizations that are really at the vanguard of being efficient and quickly and very cost-effectively building integrations on automation or using a distributed what we call– actually, we refer to it often as a federated approach. So what they’re doing there is you’re leveraging internal team like IT or operate your business systems team, for example, and they’ve become a center of excellence around those integrations. And they might handle some of them say key financial integrations, build them themselves. But they’re also establishing best practices, templates. And then they’re pushing those out to the business teams. So now you’re empowering other business teams. And within that, you can set guardrails, templates, reuse. You get oversight, and you really get the best of both worlds. And the companies that adopt that approach see faster time to value and a much better return on investment. So as we lead into our fourth key to automation, I want you to think about what ways can you receive help for your automation? Is it just understanding what software and platform functionality is so that it can help you to determine what is the best platform for your business needs? Or is it around the planning piece and the architecture? Is it around change management or staff augmentation, building an automation plan for the future, or – you know what – I am ready. Just help me make this thing happen. And so if you want to give us a response on that one, that would be awesome. And Dixie can process those for us. But, yeah, this piece of it, and especially with a software and platform functionality to understand what things can do for you, this is an area that we can help you with if you just have those questions. And no need to be shy about asking those kinds of things. And Dixie, if you want to share results, that’d be awesome. Okay, those are coming here in a few seconds. Okay, we will keep rolling while those pop-up. But the fourth key to that automation is really that planning for the future to just know where you’re headed, understand and consider those long-term goals of the operation, and recognizing that today doesn’t equal tomorrow. And I know when we were in the middle of our business and we were hitting rapid growth, there was a dramatic shift. And I remember walking into our boardroom with our key management team and in a single day made huge decisions about how we were pivoting our business. And that single decision and being on a platform that allowed us that flexibility allowed us to recognize 100% growth in business that following year. And I tie it back to that one decision and to the ability to make a quick decision and being on platforms that were flexible enough to handle it. And so, as you consider it, it’s like, “What’s your why? What are you building for? Are you building for growth? Are you building for acquisition? Are carving out something new and need to build a brand? Are you just trying to connect all your separate silos and get everything talking so that you can streamline, become more efficient, and have single sources of truth? Are you looking for international expansion?” Those are areas that we can help you with as well. Or is it just how to leverage others in a more efficient way? Are you trying to set up with three PL companies, marketplaces, or set up for EDI connections because you’re selling to larger consumer-to-consumer types of establishments such as Costco or Wal-Mart? Or is it, “I need help how to sell my B2B stuff or is it my B2C or some of both?” Those are all the types of things that we can help you plan for the future. So as you plan for the future, it’s critical that you build out your prioritized list, get that roadmap on paper, and then determine that phased approach. Take those bites in smaller amounts that you can actually budget for and staff for accordingly so that you can be successful on it. And then once that plan is in place, you go for it. You invest your time and finances with that intent to achieve that goal in a successful operation. And along the way, that solid documentation. It is a process, process, process. How are we going to do this and have that documentation in place so that your entire team is on board with what you are executing on? And as you go into this if you’re still feeling a little bit worried and you’re concerned about how to move forward on this, it’s like, “I’m just not allowed out of the box establishment.” Don’t worry. NetSuite might be that sweet spot for you and be a solid foundation to be the core of your establishment and your technology. But sometimes it’s not easy to identify what that pathway looks like. And those are areas that we can help you. We have experts in this that can help you layout what an appropriate architecture can be and should be, along with those considerations of what phased approaches could be taken into account. And again, just recognizing Oracle is the number one cloud ERP it is a solid performer in the middle market with companies in the consumer products space that is incredibly well developed and is a solid performer with these particular needs we’ve been talking about. And then when we look at things that can offer you, we are much more than a NetSuite implementer or we’re much more than helping you just connect different integrations and support you with partners such as Celigo. We are a full consulting firm with audit and tax as well, and we are global. So we can bring in the experts that you need. So if you are having issues with tax and how do you handle that, we’ve got the experts that can help you. If you need help with change management and how do I need to build my company, we can help you with those types of things. And so we welcome any of those conversations where you feel like we can be of support. And in the consumer product space, this just shows some of the variety of the different companies that we’ve had the pleasure of working with and helping them as they have navigated these waters of how to automate, how to integrate, how to connect their suppliers to their shippers, to their consumers, all those types of things. And as we’ve discussed, a solid tool for helping you get these different platforms connected is using Celigo and their integration platform as a service and their ICAP, and it is kind of– I am on this side of it because when I was on the other side using it, it truly was a life saver. It was something that we could manage ourselves without an intensive tech team. But I’ve also worked with other companies that have had very robust tech team, IT departments, and they have leveraged this with great success as well. So that has been an incredible plus from the Celigo standpoint and using it as an integration tool. And Mark, with your logos. Yes. Meet your customer. Thank you, Diana. Thanks for those great comments about us. There’s no other integration provider that has more NetSuite customers. We have more than any other NetSuite partner. And beyond that, we have 3,500 customers. If you’re looking for more external validation, you can check out G2 Crowd. They recently gave us a ranking as a top cloud IT management product for 2021, and that’s based on customer reviews, customer feedback. That’s the real world, customers like yourself out there providing feedback. We have a free edition available at selego.com if you want to try it out for yourself and go flow. If you want to take that on and see how it works for you, you can start there or we can do a build for you. Thanks, Mark. And as we jump into our last few minutes, we welcome any questions that you would like to throw our way but also invite you to contact us. You’re welcome to contact me directly and I can get you connected to the right people. Dixie will also help us with follow up. You can send messages to her in the chat if you’d like to receive a recording or follow up information. And we also have the infoed.celigo.com that you are welcome to reach out and get additional information there. I do see one– oh, go ahead, Mark. Yeah, I was going to say I see one question here. I think we could probably squeeze in. It was, what is a piece of advice you would give your past self before diving into your first system integration? The piece of advice, for me, it is really, I guess, asked– recognizing where I was making assumptions. That’s what I would say, because I made the assumption that I was going with the right implementation partner for NetSuite. And it was clearly a mistake, is ask others, ask for references. And really look at, am I working with somebody who is trying to understand my personal business and my personal needs? Or are they just trying to shove me in a box like everybody else? Because that was our biggest gap is they did not give any effort to understand what our true business needs were or to hear my questions and let alone give me the answers that I needed. And I found that I had to research out those on my own. So do what you need to to validate that you have a trusted partner that will hear you and that has the skill set to meet your needs. So recognize where you’re making an assumption and make sure that it’s right on that one because I staked a lot on that. And thankfully, I wasn’t locked into a contract that didn’t let me change what I needed to. But later on, I found a partner to help me near the end of it. That was a lifesaver. And I had that trust and that communication. And I was so grateful for that to be able to find those partners at the end. Excellent. Great advice. From my perspective, I would say, just make sure your processes work first before you automate them, walk through it manually, think about it a little bit, plan a little bit. You don’t have to over plan, but just make sure that that process works. Make sure you walk it through. You can’t you can’t automate anything really that you couldn’t have done manually. Just make sure that that process works and then take a small bite and then build from success. Absolutely. Thank you, Mark. And again, thank you, everybody, for taking the time to join us today. Let us know where we can help you with your challenges of what you need to do with your ERP, the things that you need to do to build and launch your business into the next phases. And with that, Dixie, we’ll turn it over to you. All right. Thank you, Diana and Mark. Wonderful presentation. Everyone, thank you for joining. And once again, if you would like a copy of this recording, go ahead and just send me a chat right now in the next few seconds, or go ahead and shoot me an email and we’ll get that recording to you. And if you have any additional questions about the presentation, feel free to reach out to me. And I will get that forwarded to Diana and Mark as well. All right. It does look like a question came in. And that is, has Celigo ever looked into event storming? Events storming, I think maybe they’re referring to an event listener processing. We can handle some of those scenarios depending on the solution that’s being used, whether if there’s an API available for us to connect to. The event streaming processing is– that’s a larger discussion. Some scenarios, we can handle that quite well. In others, there’s sometimes platform limitations or we need to put a third layer in place to aggregate those. So definitely something we’d love to talk about more. Thank you, Mark. Thank you Okay. Well, once again, thank you everyone for joining and enjoy the rest of your day. And we will get these– for the individuals that have requested a recording up, we’ll get those sent to you in the next couple of days. So have a good day. Thank you. Thank you. Thanks.