Salesforce, Inc. (CRM) Earnings Call Transcript & Summary

Hello, everyone, and welcome to today's webinar, Unlock Customer Insights with Data Cloud for Tableau. And before we begin, just a little bit of housekeeping here. First, this webinar will be available On Demand after the session. So if you want to watch it again or share it with the entire world, it's going to be right here in the same URL. The slides are going to automatically advance as we go through the presentation. To enlarge the slides, click on the enlarge button on the upper right-hand corner of the presentation. We really encourage you to submit questions any time through today's presentation using the ask question widget at the bottom of the console. We'll also be doing a Q&A at the end of the presentation. We'll be consolidating these questions and make sure we get to it. If we don't have time to get to it during today's presentation, we'll be sure to consolidate all of these and get back. If you need any technical assistance in today's presentation, click the help widget located at the bottom left corner of your console. And so with that, a delayed introduction. Hello, everyone. My name is Juhan Song. I'm a product marketer on Team Tableau here at Salesforce. I am joining you all from a not-so-sunny Southern California today. And today, I have the pleasure of getting to co-present with my favorite teammate on the product marketing team. We call her Geo Gem. Geo, want to go ahead and introduce yourself?

Thanks, Juhan. Good morning, everyone. Thank you for joining us today. My name is Geovanna Meier, I'm Product Marketing Manager with Juhan.

Awesome, awesome. Well, we're going to have some fun today, Geo. So with that, let's get started. Before anything else, everyone's favorite slide, the forward-looking statements, quick disclaimer, Salesforce is a publicly traded company, so please make all purchasing decisions based on information that is publicly available. And of course, with every webinar, event any session we do here at Salesforce, we want to begin with a big thank you to all of you joining us here live and also watching this webinar following the recording. Thank you for your time today. Thank you for being curious about our Salesforce analytics products. Thank you for being a customer, a partner, being a part of our community. We're going to have a great conversation about the power of analytics and data and how they can help your organization handle all of the changes in our environment that we're in. So let's get started. Here's an overall look at the agenda for today's webinar. We'll begin first by diving in with an overview of what it means to be a customer-focused organization. What does that mean? How does it look like in practice? What are the types of insights that are critical for businesses to understand about their customers to begin to deliver the type of personalized and real-time experiences that your customers expect today? From here, we'll be spending a majority of our time taking a deep dive into our product, Data Cloud for Tableau. Here, Geo will be able to show you end-to-end, all of the customer insights that can come to life to help everyone across your business take data-driven decision-making, all centered around the share customer data brought to you with the power of Data Cloud for Tableau. Lastly, we hope by the end of this time, everyone is excited to learn more, and we'll leave you with a list of rich assets that we have available for you to play around with our product, to take the next steps in building out your customer data strategy. And with that, we will get started. So today, as we look left and right across the business landscape, almost every company out there claims to be a customer-first, customer-centric, customer-obsessed organization. And at Salesforce, this is something we love to see and hear because you see this is a value and the mentality that we've built our entire company around. If you're joining us for the first time for any of our webinars, or maybe part of the Trailblazer data fan community across any of our events, you'll see consistently that at the start of every session, there are 2 things we always begin with. First, our beloved forward-looking statements for legal purposes; and two, our thank you slide. Because you see no matter how great a product or service without the customers using the product or service, there is no business success. So as we think about organizations today, we start by asking the question, how do you really earn that title of being customer-centric, centered or dare I say, customer-obsessed? To be obsessed with anything, that's a bold claim. Now I had the pleasure of attending Trailblazer DX just a few weeks back where we had an opportunity to present on a very similar content. And as I was preparing for this session, I take a step back and try to answer the question for myself, "Hey Juhan, what's something you've ever been obsessed with?" And for me, it was baseball. I grew up in Georgia, in the '90s, Atlanta Braves, my favorite team. Stayed up every night catching all 9 innings of the game. And the only time where my parents let me stay up past midnight on a school night was whenever the Atlanta Braves would be playing their away games in the West Coast. In particular, my favorite player at the time, Chipper Jones. To this day, I'm a walking encyclopedia of his career. He's a career 303 hitter, 468 home runs, won the MVP in '99. And just when you thought he was near the end of his career, he shocked everyone by earning his first batting title in 2008. He was an absolute monster playing at Chase Stadium who I absolutely adored. All of the New York Mets fans taunting him, shouting "Larry, Larry," Chipper's birthday, all while he absolutely crushed our rival team. Now at this point. Hopefully, there isn't too much judgment about me at this point. But going back to more original question, what does it mean for organizations to be customer-obsessed today? Well, what that 21st century digital customer. It means knowing everything about your customers and the ways they engage with your business, it means knowing at a baseline, all of their purchasing behaviors and experiences but also how they speak about your brand in social communities and also their customer satisfaction post-purchase. However, for most organizations, understanding all of this is really tough because you see the digital-first customer today has profiled and engagement data in multiple systems that provide their overall experiences. Customers have orders and commerce that reflect their registered and guest checkout orders, which makes it hard to understand who they are. Customers may have profiles they use to interact with their online community. And additionally, they may have multiple contact records and service that reflect the different ways that have reached out to your organization for help. And as organizations try to make sense of all of this data to understand their customers, quite frankly, it gets really hard. While some of this data may live in some of our Salesforce products, some of it like in-store point-of-sale data, legacy and loyalty data and data from business intelligence tool do not. All of these various interaction points are captured across multiple platforms with brittle processes and complex models. And at Salesforce, we've proudly built, grown and enhanced our product portfolio around products centered around the customer. And as we take the next step in the journey in helping organizations become more customer-centered, we've been seeing the need for a common way to identify and connect all of your rich customer experiences all in real time. You see relationships aren't silo-ed nor static, so your data can't be either. Customers are constantly changing today. Your data, which is coming in from all over the place, needs to evolve with them to paint a complete picture of your customers so that you can see the person behind the data. And that's why we've taken all of this and created Data Cloud for Tableau. With Data Cloud for Tableau, Tableau and Data Cloud come together to unlock, hitting customer insights at all of your data. Data Cloud for Tableau brings a complete view of your customer data to your entire organization so that everyone can get their KPIs at their fingertips and see a single view of their customers across every touch point. And at this point, you're thinking, "Hey, we've tried to do something manual similarly." And if you have, bless your heart because we know it's a ton of work. So this all sounds too good to be true. So how does it work exactly? We'll take a look at the overall architecture. It all starts by first bringing in all the data together. Data Cloud supports a number of out-of-the-box connectors from a variety of data sources, connectors to all of the Salesforce clouds as well as hyperscalers like Google Cloud Storage, streaming data from web and mobile sources and APIs integrated with MuleSoft to bring in external data from legacy systems or data lake warehouse data. Furthermore, we're continuing to add an additional prebuilt connectors to unify data from anywhere places like Google Analytics, SFTP, Azure, Redshift and the list just continues. Once brought together, this data lands in its original schema in our data lake through streaming or batch ingestion. We store the data at unlimited scale on Hyperforce, supporting hundreds of billions. Yes, you heard that correctly, hundreds of billions of profiles and engagement interaction points. Now once your data lands in the system, we next need to proceed to process that data. With data prep recipes and transforms you're easily able to build data transformations to shape your data that best fit your needs such as joining or aggregating your data, using ML powered transforms like clustering and time series to enricher data. But managing all of this data can be particularly hardened. You have a number of regions, departments, BUs, brands across our product portfolio. And that's why we created a capability, data spaces that allows you to control how and what data is visible to who, ensuring compliance and security. The challenge we still have is that the data can be a variety of shapes. If you've worked with a number of our Salesforce clouds, you may recall that users are called contacts in Sales and Service Cloud, while a different shape called subscribers in Marketing Cloud. We allow you to harmonize all of this data and map them into our customer graph. And we're almost ready for prime time, but we still have one issue that users might have identities across different systems, whether ML-based identity resolution, we can resolve and stitch those identities together and create a true 360 view of the individual and pull up all of their related engagements together. And once this is done, you have real-time unified profiles, and this is really where the fun just begins. With Tableau, you're able to bring all of this rich customer data to life across the entire organization. This is where we'll really be spending the majority of our time in our demo today, showcasing and highlighting just the type of rich insights every person across your organization can get their hands on. And at this point, we hope you're excited, but you might be thinking, quite frankly, hey, this is all very cool, but quite frankly, we already have a data strategy in place with incredible products like Snowflake or Redshift or Databricks where we've invested a ton of time, energy and money over the years. And the beauty of Data Cloud is that it's open and extensible for our customers and partners. And what does that even mean? It means that with Data Cloud, we offer secure real-time and open data sharing between Salesforce and products like Snowflake that allows Data Cloud to directly access data stored in Snowflake and vice versa, enabling a real-time customer 360 view across the 2 platforms without moving or duplicating any data. Now I've been at Salesforce for a bit under 2 years now. And prior to joining Salesforce, I worked on Salesforce implementations and consulting for a little under a decade. And during my time there, quite frankly, some of the hardest projects I worked on required taking data out of Salesforce and making use of it. Some of my closest colleagues in the past were those with a title of something around data migration. Because you see, no matter your data strategy, I'm sure we can all agree that, quite frankly, it's really, really tough to get your data out of Salesforce and make use of this for data-driven insights. And with Data Cloud for Tableau, you never have to worry about this again, all while leveraging your existing data strategy investments that you've made. And so I know that was a lot of me speaking, but in this next section, we're going to bring this all to life in our demo. We're going to start by giving a quick overview of how Data Cloud works and then really show the majority of our time, the power of Tableau and the type of insights that you can expect to see with all of this rich data cloud data from marketing teams who are focused on customer engagement and campaign optimization, the sales leaders who can use this to reduce time to close with instant access to pipelines and customer purchase data to service and support leaders, who can use all of this data to boost customer satisfaction and NPS scores. So A lot of me speaking, the best part of the webinar, Geo, I'll pass it over to you.

Thanks, Juhan. And thank you, everyone, for being here live or watching this recording. We know that you have options when it comes to spending your time, so we really appreciate that you are here with us today. Like Juhan said, I want to show you the power of Data Cloud and Tableau. The power to connect harmonize and analyze your customer data, so you can spend less time stitching applications and more time engaging with your customers. So today, I will be playing the role of a data analyst at Northern Trail Outfitters or NTO. This is a fictitious apparel company focused on the deferring sustainable fashion for all Trailblazing adventures. So let's start. This is our website. And every time someone hovers or clicks on an event on our website, an event is generated, and we are gathering real-time information, which gives us a little piece of information about that customer, what they like and how they are interacting with our website. So we can start creating a profile of what the customer is, who the customer is, what they like and how they interact with our brand. However, today is not just about the website generating these real-time events. Increasingly, events are coming from everywhere, like these activity trackers or rings or mattresses, even coffee makers. We also have streaming events from internal systems like our inventory or point of sales or marketing e-mails, order management, shipping information, everything that is coming from our customers. So we use Salesforce Data Cloud to connect, harmonize and analyze data from all of those systems. Let me give you a high-level overview of how this goes. Here, we are inside Salesforce, in the Salesforce Data Cloud application homepage. Data Cloud is built on Salesforce landing platform. So it has a very familiar interface to everyone in Northern Trail who uses Salesforce every day. Here, I am actively connecting and harmonizing over 130 data sources. But how did I do this? Well, the first step is to connect to each of these data sources, and we can start doing that by using the library. I can connect to data between different Salesforce clouds like marketing or commerce cloud. I can also harmonize data between different Salesforce organizations. I can use the standard bundles that coming with Sales Cloud or I can decide to use any or all of the objects that I want to use. I can start ingesting all of that data from these or I can go to the mobile app or our website. For other types of data like point of sales, I can connect to Amazon's tree, Google Cloud storage or any of the many news of native connectors to bring data from many, many other systems. And once connected, Data Cloud will actively monitor all of these data sources. The point I want to make here is that Salesforce Data Cloud is helping me connect to every data source regardless of the format or the source in one single place. For example, this is one of the many data streams that we're ingesting at NTO. And it contains real-time engagement activity from our website. But getting a comprehensive view of a customer means getting data from multiple sources, not just one. And here's what makes Data Cloud easy to use. Data cloud uses data models to help me define in other relationships between the incoming data sources and one or more data models inside Salesforce. Having these models out of the box is very, very powerful because they contain a shared definition of our data that I can use to resolve differences between sources. I can use any of the 50 out of the box data models included. Or at NTO, we can create and define our data mapping. This is what allows me to have a 360-degree view of my customer inside Salesforce. This is the intelligent heart of my customer engagement. To see a little bit more of the data models, here is something called individual, and it represents a person. This is one of the standard data model that comes included with Data Cloud. So even though I have multiple sources and all sense of systems that they find a person is slightly different -- in slightly different ways, like Juhan mentioned, customer contact, member, user, we can map all of those systems and data sources into this shared data model. Together, all of these data models form a graph that helps me understand the shape of the data, which NTO can then use to create a unified view of our customer at scale. And all of these without writing a single line of code. So I have that individual right here. And I can see the relationship with the contact point e-mail that he prefers or the account or the contact app that he prefers to use or the [ card ] identification that he uses. Everything in just 1 place. Now when we ingest a map data from different places, we often end up with a lot of duplicated and conflicting records of the same profile. For instance, you can have a person with 5 different e-mails and 8 different addresses. This is where Salesforce Data cloud is really different. Using an identity resolution, at NTO, we can set up a matching and conflict resolution rule to have the most updated and relevant view on our profile. This is how we consolidated over 60 million profiles into just over 20 million. We are not deleting anything. We are consolidating and turning data streams into a unified view of our customers at scale, personalized. But let me go back to this graph. Because the point that I want to make here is that if you use Salesforce or any CRM platform, you know how difficult it is to actually create and see and understand the relationships and the interactions of that individual with all the interactions and engagement from inside and outside CRM. With Salesforce Data Cloud and tools like Tableau, once you have all of these harmonized data sets, you can continue the exploration of these relationships. So here we are inside Tableau. And here, we can start asking questions to all of these data sets to all of these multichannel data with speed and scale. So by just dragging or dropping or even just double-clicking, I can start exploring and creating new data visualizations that provide new insights into our business, like exploring open pipelines based on geographic location. Now that we are visiting our customers, once again, we can take a look at the open opportunities by state or by city. That way we can prioritize resources based on the size of the opportunities. So we can use it by state or you can use it by city. We can do it even more visual. And this is all again with dragging and dropping or double clicking. But that is not all. With Tableau, we can extract new insights that every business unit can use, as Juhan mentioned. For example, using Tableau accelerators from the Tableau Exchange, Salesforce can...

Geo, I'm so sorry to stop you for a second. It seems like your screen is still presenting Data Cloud. Yes. So we're not seeing the Tableau.

Okay. Let me back up.

Sure. Thank you.

Okay. You didn't see the magic of Tableau. Let me just do this again. Because I want you to see how -- you can do this exploration of all of these relationships that I was showing you in the graph inside Tableau at scale, like I mentioned before. And we can see the opportunities and we can drill down and start asking questions as we need to. That's the power of having Data Cloud in Tableau. Now as I was mentioning, with Tableau accelerators, any business unit can get ready-to-use business dashboards to get any type of business insight. For instance, sales teams can use business line deep-dive dashboard in order to see exactly what each unit needs to see and they can drill down as they need to. Marketing teams, the marketing team at NTO, they can use Data Cloud to bring all of the marketing campaign data and evaluate their performance. They can turn rich visualizations into dashboards and use features like data stores, which uses artificial intelligence to detect patterns in the data that I am interacting with. Using natural language processing, it composes narratives to help the team understand what's happening with each campaign in plain English. And again, all of this is without writing a single line of code. Now the customer services team, they can also use case tracking to collaborate with each other and trigger actions inside Salesforce, inside Tableau and trigger actions that will change a record inside Salesforce. Let me log-in real quick because it kicks me out. I wanted to show you this is another accelerator that service teams can use to track cases from different customers. Again, all of this data is coming from the sales -- Data Cloud and is connecting directly to Tableau. This way, teams can come -- things that are outside Salesforce, they can come, change their priority of cases and they can see how it will change on Salesforce. With Tableau Data Cloud, teams can collaborate across the entire organization, inside and outside the CRM, always seeing the same data and the interactions in real time. Juhan?

Thank you for that demo, Geo. So hopefully, at this point, you're at least interested in more and want to get your hands on resources that are available for all around Data Cloud for Tableau. And so of course, we'll be horrible marketers, if we didn't leave you with something. First and foremost, if you haven't had a chance to check out our Tableau Exchange, please go and do so. As Geo demo-ed through our webinar today, we have a number of accelerators that are available to jumpstart analytics. We worked with experts across a number of departments, industries and just identifying use cases for where analytics is most needed and come up with prebuilt dashboards that you can download and plug to use with your data right away. This is especially helpful when it comes to all of your data cloud data, but even if you're a customer on any single one of our clouds, we have specific accelerators that are available for your cloud, which you can take, download, use as a starting base and customize for each of your unique business needs. Secondly, we have a Salesforce chair ahead that's available for Data Cloud. If you're interested in learning more about the nuances of Data Cloud and how to implement this product properly across your organization, take a look, follow the trail ahead, it will be extremely useful. Last, if you're interested in just learning more about the value prop, some of the things we discussed in today's discussion, we do have an incredible blog post that's available for you today. Read more about how Data Cloud for Tableau can help your organization, really put the customer at the center and drive those data-driven insights. Our boss, Ally, was one who put it together with a lot of the folks who put together the product. So please take a look, take a read, scan code is right here, but also if you need any of these resources, we can be sure to follow up and provide these resource links for your convenience. And so before we wrap up, we did want to take some time to look through some of the questions that have come in. And so Geo, let's go back and forth, and we'll try to collect some of these questions and see what's come in.

So let me start first I think the first question here is one that's good. So let me start with this. I've heard names like Salesforce Genie, Customer Data Cloud, Salesforce Customer Data Cloud, are these all the same products? And why are we hearing different names? And so great question. Genie was Salesforce Data Cloud's original working name. We identified kind of this need for this sort of unifying customer data platform product months back. And as we were getting started, Genie was kind of the working name as we were trying to build out this product and bring it to market. You may have heard it along the journey, changed a few times as well. You may have heard Data Cloud Genie, Salesforce Genie, #1 CRM Data Cloud. All of these are the same products. Data Cloud is a platform and the final name, where need where we bring all of the customer data together. Now Data Cloud for Tableau is bringing data, Data Cloud and Tableau in a package bundle. We've taken some of the Tableau technology and put it in the center of Salesforce Data Cloud so that when Tableau connects to Salesforce Data Cloud, it's like connecting to local extract in Tableau. It's native, crazy fast and easy to use with full synergies between the 2 platforms. And so I'm seeing the second question come in, and let me scroll through these and see if I can group some of these together as well. Geo, this might be a good question for you. Can we be more specific about the differentiation between Tableau cloud and server? Everything we talked about today, are these capabilities only available in cloud? Or are they also available in server?

Sure. So Tableau Cloud and Tableau Server are the 2 ways that you can deploy Tableau in your organization. So Tableau Cloud is on the cloud, Tableau service is on-premise. Data Cloud on the other hand, that is a connection. So Data Cloud actually lives on Hyperforce and it lives in Salesforce. And you can connect your data regardless of where it is. If you have a Tableau on-prem or Tableau cloud deployment, you can connect directly to Data Cloud. Now it is a lot easier to do it if you are using Tableau Cloud.

Perfect. Perfect. Thank you, Geo. Let me see if I can address this question next because I know this was top of mind for myself as well. And so a question that came in, is a zero-copy data access only for Snowflake? Or are there zero-copy solutions for those of us with terabytes of data in AWS, S3, Redshift, Redshift Spectrum. And so at this current time at launch, the zero-copy solution is just available for Snowflake. I was actually just speaking with some of our product teams just last week. And we do have a road map to make sure, at a very high priority, that we're going to have solutions for AWS as well as products like Databricks. But in the current moment, it is just Snowflake, while you can expect to see those other solutions in the coming months. Let's see here. Geo, I think this is a question you can probably answer very well. Is Data Cloud auditable? If a customer is concerned with SOX compliance, change tracking, et cetera, is this possible with Data Cloud?

Yes. So Salesforce first value is trust. And Data Cloud is built on the Salesforce platform. So everything done in Data Cloud is stored in logs and are fully auditable. In fact, there is -- what is unique about Data Cloud is we keep access to the different formats of the data and can access these from Tableau as needed.

Perfect, perfect. And let me go through here again, trying to group some of these questions together. All right. So Geo, this might be another question for you. How easy is the transition from Tableau to Data Cloud? Can we link a list, export it from Tableau dashboard to Data Cloud for segment activation?

So Data Cloud is actually -- it's a data source, right? So you don't move from Tableau Cloud. So Tableau Cloud and Tableau Server is the visualization, too, that you're going to use to ingest data, that lives in the Data Cloud. So you have -- you need actually both. You need Data Cloud to have the data and you need Tableau Cloud in order to ingest and visualize that data. I hope that answered the question. You don't need to migrate. You need both.

All right. let me go through, let me try to get 2 more questions in here. If I'm a Sales Cloud customer, how does Data Cloud work exactly? And so I can take this question, Geo, give yourself a breather. So Salesforce Data Cloud is the data foundation for the entire Salesforce Customer 360. As we talked about, it has built-in connectors that bring in data from every channel, Sales Cloud, Marketing Cloud, Service Cloud, et cetera, including legacy data that we talked about through MuleSoft and historical data from proprietary data lakes, all in real time or through batch. It harmonizes all of the billions of data points, identifying customer data to build real-time customer grass and unifying this into a clean profile. So really, Data Cloud is that data foundation and it basically can connect to any of the clouds, whether you're a Marketing Cloud user, Sales Cloud users, Service Cloud users to bring and harmonize all of this. Hope that answered that question there, and we'll do a last question. Let's see, I really like this one. So let me see if we can answer this. Geo, is there a functionality to expose Data Cloud visualizations to external users?

Yes. And I love that question because I work with Tableau Embedded Analytics. So we have Tableau Embedded Analytics for external-facing visualization. I would love for an agent to get in touch with you or you get in touch with an agent, so you can talk more about how to do it for your organization. Tableau Embedded Analytics, it's next.

Look it up, search it up, there'll be a lot more information there. But again, the capabilities once you have that Data Cloud data in Tableau, Embedded Analytics is a solution. So please reach out. Also look through. I'm going to answer one last question just because I know going through and prioritizing this was the easiest one. I missed the first part of the session due to another meeting. Is there a recording that you can share. All of this session is being recorded. We'll be sharing the recording of the session as well as some of the materials we just discussed. So do not worry if you miss any of this, you'll have a chance to catch any of the recording following. Well, actually, there is time for -- there's one more question actually that we didn't get to that just came in. And I'm going to see if we can answer that. Could you explain the difference between Data Cloud and CRM Analytics? Geo, do you want to go after this?

Okay, sure. So CRM Analytics is actually our intelligent platform, building and native to Salesforce. And that is how you do visualization inside Salesforce for everyday users, right? Now Data Cloud is actually where you're going to host all the data, external and internal from CRM and outside sources and you're going to have them all in one place. So just like with Tableau, just that CRM Analytics is native to Salesforce. What you're going to do is connect to that data directly into Salesforce. So you have your data living in Data Cloud, and then you have CRM Analytics right inside Salesforce. And then you can start query in that data, right data, directly right there where you are, where your users are. Now if you have users everywhere else in the organization, you said, that do not use CRM daily, then you can use Tableau and then again, connect to the data that lives inside Salesforce, inside the Data Cloud and then create visualizations to show to those users across the organization that don't live inside Salesforce. So basically, I guess I said that's the different -- more between Tableau and CRM Analytics, but they both can use Data Cloud to connect to data.

Perfect. And Geo, follow-up to this because I love how you explained that. Follow-up question to that, when should I use CRM Analytics and when would I use Tableau?

Perfect question. CRM Analytics, you will use it when you want the insights, the intelligence, the predictions, all the predictions that inside the diagnostic analytics. When you want all of that beautiful information inside Salesforce. That is for your everyday Salesforce users. That's when you use CRM Analytics. Again, super powerful visualizations, with intelligence powered by intelligence and powered now by Data Cloud. Now those users across your organization, let's say, in HR, they don't live every day in Salesforce like your users do, right? So those users then they would use Tableau because they're not spending each day inside Salesforce. Or even the users that have the creators that just want actually to ask a question, get an answer, ask a question, get an answer, more exploratory that are outside Salesforce, then they will use Tableau. The beauty of having Data Cloud is that you can use books. You can connect to the same data. So everyone inside and outside Salesforce can see the same data and they can add and interact with the same data. I hope that answers the question.

Awesome. And with that, I know we're just about at the end of our time for our webinar. Again, always want to just thank you all for joining us. Hopefully, this was valuable for you to learn more about Data Cloud for Tableau. We have a ton of resources that are available that we'll continue to be able to share as well as a recording that you'll receive once this recording is available from the webinar. Again, thanks again for your time. Stay warm, stay well. And thank you, Geo, always love presenting together with you.