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

Good morning, everyone. Welcome to today'ssession, and thank you all so much for joining. My name is Natalie Goin, and I'm on the corporate marketing team here at Salesforce. Before we begin, I would like to cover a few quick notes about our webinar platform. Today's webinar will be available on demand after we wrap up and will be accessible through the URL that you're on now. Please note the slides will advance automatically throughout the presentation. To enlarge slides, click the enlarge slides button located in the right-hand corner of your presentation window. Should you need technical assistance, click on the help widget located on the bottom left corner of your console. We've also added some additional resources, which are available through the resources window to the right of the slides. There, you can find additional related content. [Operator Instructions] We'll get to as many questions as we can at the end of the presentation. And with that, I'm going to hand it off to John to get us started.

All right. Well, howdy, everybody? Good afternoon or good morning or good evening wherever you are or whatever you're doing or when you're watching this. My name is John Demby. I'm a Director at Salesforce and Tableau. And today, what we're going to do is we're going to talk about Tableau Pulse and how you can actually drive impactful business outcomes with AI. And so I'm really excited about being able to show that technology to you and talk to you about it. But first, let me tell you about my esteemed colleagues. In just a bit, Danny will come online and actually take you through a detailed explanation on how you can actually get Pulse up and running very quickly and use it in your day-to-day life. And then later, Dave Dixon from Slalom is going to come onboard and talk to you a little bit about their journey implementing Pulse and what they're looking at, and then we'll finish up with Q&A. So with that, I've got one more slide to get out of the way, and this is our forward-looking slide. Just as with every presentation here, we want to talk to you about readily available technology, which is mostly everything today you're going to see. So please make your buying decisions on publicly available data. With that, I want to also extend a warm thank you. Thank you for taking time out of your day to be here on the webinar or to watch it afterwards. Thank you for being a loyal customer, of being interested in our solutions. And then just thank you just in general for, again, taking your time out and being here on the webinar. So basically, there's a huge opportunity when it comes to capturing really people that don't use data in a day-to-day world. And so when we think about it, about 94% of business leaders feel their organization should actually get more value out of data, but the flip side of it is only about 30% of the organization is actually using data to be data informed. And so a lot of reasons for that. There are the fact that you've got lots of hurdles. You see here that a typical situation with data might take 4 to 7 apps throughout the day to actually make those decisions. And then we have found time and time again, and we think AI is really going to significantly reduce this, that approximately 36% of your time when you went to -- or 36 hours, I'm sorry, we you want to actually bring data to light, you usually spend about that time just wrangling the data and prepping it and trying to get it into a really great situation. So because of that, 81% of IT leaders are now really interested in AI. They want to see what can actually come from AI and really bridge the gaps in those areas, but they don't really know where to start. So AI can bring insights where you work to make better decisions, very simply put. So imagine if everyone in your company could do this, if they could have, in the palm of their hand, AI and look at what's going on. Well, let me introduce you to Tableau Pulse, if you haven't seen it already. So Tableau Pulse is our AI-powered actionable insights platform that actually helps you drive impactful business outcomes. It actually reimagines the analytic experience to make it more personable, more contextual and more intelligent. So I'll ask you a question, a rhetorical question here for a second. When's the last time you picked up a newspaper? For me, it's been a long time, but that doesn't mean I'm not informed with news. And so one of the things I do on a daily basis is I open my news app on my phone, and I scroll through and I see the headlines. If I see something that's really interesting, I drill into it and double click, maybe read the story. But it gives me the ability to be informed as to what's going on in the world, so I can have those conversations at work or have those conversations that may really impact me. Well, imagine if we could bring that same experience to data into data analytics. And so that's what we've done with Pulse, really the ability to get a curated set of metrics and insights that are really geared to what you're looking to try to do. And then we make it really easy to seamlessly share and get this information. So it may be through the flow of your work or it may be on a mobile device but basically analytics, contextual, where they need it and when they need it. So with that, let me go to the next slide and let me get my little phone up here. And I'm actually going to give you a live demo. Now later, Danny is going to go into more depth of what we can actually do with Pulse and how you can get started very quickly. But I wanted to introduce it to you really quickly. So I'm going to come here and share my screen. And any luck, everybody now sees my phone. All right. So pretend that I live and die all day long in Salesforce Mobile. So I update records. In this case, I work in a sales organization. I get my tasks and things like that. And I'm not scrolling right now, so I'm going stop the app and restart it. That is always the challenge with live demos. There I go. So I live and die in Salesforce. I update my records and do everything like that. But what if within one click, I could click over and see metrics that are really important to me and drill to them? So pretend that I am in charge of making sure my company makes a number, and one of the things that I look at is ACV is actually going down compared to last year. But if I look at my other leading indicators, my pipe is looking pretty good. My close opportunities are looking good. But I can see that I also have a problem with my average opportunity size. So that may actually make me want to drill into that a little bit more. So with one click, I can drill into more information. I can actually see an overview and see an AI-generated explanation of what's going on and what the trend is. I can also quickly come over here and hit the breakdown. And what I want to do is I want to look at account segments. When I look at account segments, I can actually see right now, Enterprise and SMB are doing really well, but it looks like my commercial business may be struggling a little bit. So the next question I might want to do is ask which account industry has actually gone up or down. So I could do that either by typing or picking one of these up. But for me, I'm going to go and hit the ask button and I'm going to hit the microphone, and I'm going to say, "Which account industry decreased the most?" And Pulse is going to give me a recommendation. I'll go ahead and drill into that. And I can actually see, right now, it looks like communication and health care are pretty strong candidates to take a look at that. Well, I want to ask you one more question. And in this case, I will ask it -- actually, I'll just close out of that and ask it this way, and it hits a number, "Tell me which region decreased the most." And I can look at there. And I can actually see my challenges are probably with EMEA. So what I want to do at this point is contact the leader in EMEA. So I'll come over here, I'll quickly scroll over. I'll talk to my boss here, and I'll send in a quick note with this information so that he can actually take a look at it and see what's going on very quickly, and we can have a conversation. So that's a quick demo of Pulse, how easy it is to get those insights to make those decisions and to move forward. So with that, I'm actually going to stop sharing my screen, and I'm going to go back to the slides. So who benefits from Tableau Pulse? Well, pretty much everybody in the organization could benefit from Tableau Pulse. So think about executives that are making decisions on the go, right there in their mobile device, from that perspective. Think about business users, and what they're doing is they're supporting or leading a business function, so they can actually use data to better support the decision-making process. So who would maybe some of these people be? Knowledge workers, data consumers, business professionals might be some of the types of people. And individuals may be a marketing manager, an account executive, like I showed you, an HR director, from that perspective. But also Salesforce admins can do a lot with Pulse, and that is what we're going to go into next. So if I was actually setting up Pulse, this is kind of an easy way to do it from a step-by-step perspective. So I basically start with -- let's see, a screen just -- something here, let me do that there. Okay. So basically, what I'm looking at is about 75 -- or 71% of people actually need to take those data-driven decisions. And going step-by-step here, I can actually see that I go from an automatic metric creation to delivering those insights, increasing that with natural language, like I showed you, and then empowering business users to take timely action. And that's how you get to data-driven organizations. And what might be some of the use cases that we would talk about? So in the form of Salesforce, let's talk about some Salesforce-oriented use cases. So the first one would be Tableau for sales. So again, an earlier what I showed you was a very simple ACV example. But as you are in sales, if you are in sales or if you've ever been around a salesperson, you know you've got to make your number. And part of that is pipeline management. You know you want to be profitable and to grow; and then you want to actually drive efficiency, so customer retention and churn and things like that. So that's an excellent use case for Tableau Pulse because you can get this out to everyone in the field. Now Salesforce has actually adopted Tableau Pulse. And across our sales organization, every leader in sales, all the way down to our account execs and our solution engineers, all have access curated based on their role, information about how they're doing against their numbers on a day-to-day basis very quickly. Another use case could be Tableau Pulse for service. So again, CSAT is just critical understanding agent workload and bandwidth and wait times and things like that and how do you actually drive efficiencies. So anything that could be measured that needs to be proactively looked at and help you make data-driven decisions, that's what Tableau Pulse's sweet spot is. So at this point, I'm going to pass it over to Danny and allow Danny to kind of help us talk a little bit more about how we can do this in Salesforce. So Danny, it's all you.

All right. Thanks, John. Hello, everyone. My name is Danny Stapleton, I'm a Lead Solution Engineer at Tableau. So I've been at Tableau for about 9 months but have about 6 years of experience in the data and analytics industry. And today, I'm happy to showcase how you can actually leverage Tableau Pulse, build out maybe your very first Tableau Pulse metric and then show how it can be extended into the Salesforce ecosystem. So specifically for today, we're going to cover how Tableau Pulse and Sales Cloud ingrain quite well together. So I'll just mention, we're showing Sales Cloud today, but Pulse can be extended to pretty much any Salesforce application you can think of, whether that's Service Cloud, Experience Cloud, Health Cloud, you name it. And what we'll show later today is how easy the integration is and how easy it is to show some of those metrics that John was showing either in the palm of your hand or in your desktop. So one use case that we'll look at, and this is sort of just one application of many different types of applications that you might have, maybe in Sales Cloud specifically, you're a sales leader, you're a frontline manager, you're a chief revenue officer, and you're interested in really understanding maybe how your sales reps are doing from a pipeline standpoint, how much contract value are they generating annually, maybe which territories are performing better than other territories. And this is a really good example for how Pulse can play such a big part in driving conversational insights and answering and helping sales managers with their -- assess their team's performance. In terms of just extending Tableau Pulse in general, as I mentioned, Tableau Pulse can be extended across pretty much any Salesforce application you can think of. But also outside of the Salesforce ecosystem, we have customers leveraging Pulse in their own web portal or their own web application. There's integrations with Slack. Microsoft Teams is coming in the fall of this year. And folks just maybe want to see in the palm of their hand, in mobile as well. So what I'd like to say is Pulse can be embedded anywhere. It's not just with Salesforce, we have a robust set of extensible APIs. And Pulse was built with a developer-first mindset. So extensibility was always in mind. We want you to be able to be incredibly flexible, creative, really have custom solutions for not only your own business but for your customers or your customers' customers. So Tableau Pulse is compatible for folks that know of the Tableau embedded API, very, very similar in terms of how to embed it. And this will essentially allow you to consume Pulse content, whether that's Pulse content or Tableau dashboards that you build in the context of any application. In terms of how you can actually start working with Tableau Pulse, for today, we're going to cover some of these. But to get started, here are some of the requirements. So you'll need an active Tableau Cloud site. For Tableau customers out there, great, you already might have this checked off. If you're new to Tableau, we do offer trials of Tableau Cloud. If you just go to tableau.com, you can start a 14-day trial. And then to create a Pulse metric, and what we'll show later today, you'll define what's called a metric definition. And within that definition, you'll essentially need to be able to connect to a published data source. If folks know different license types that Tableau has, you can do this with either the Creator or Explorer license type. And once you've connected to a published data source, that data source will just need to have some component of like a numeric variable, something that can be aggregated. Think of something that can be totaled or maybe you're doing an average, a min, a max. And then you'll need a field that is an element of time. So think of order date, opportunity date, close date. And then you'll just need one final field or dimension that can be used to actually filter and slice down and break down your data. In terms of how to get started -- and we'll make sure to send these links out afterwards, this is what I'm going to cover today in my demo -- so connecting Tableau to Salesforce, in general. We'll show that seamless integration. We'll show how to actually create Tableau Pulse metrics from scratch. And then we'll show how you can actually embed Tableau Pulse into something like a Salesforce application. All right. So with that, the moment of truth. I'm going to go ahead and put on a demonstration of how we can see Tableau Pulse in action in Sales Cloud. One sec. All right. So now I'm going to showcase how we can utilize Tableau to connect to our Sales Cloud information that we have and set up a Tableau Pulse metric from scratch. This is an example of Tableau Cloud site. Tableau Cloud is the sharing and collaboration aspect of the Tableau platform. To connect to something like a Sales Cloud instance, I'm going to go ahead and go to my settings down below and click on integrations. The first thing I'll see is our connection to Salesforce. If I go ahead and click on this, I can see I have recently established a connection so we can go ahead and use that. Essentially, what would happen under the hood is we ask for you to authenticate and sign and using your Salesforce credentials to then get access to any of the clouds that you have, whether that's Nonprofit Cloud, Sales Cloud, Admin Insights, Service Cloud, you name it. For our case, we're going to go ahead and utilize Sales Cloud. I'm going to call this a new project in Tableau Cloud, let's call it, DS Salesforce Project. DS is just my initials, and then I will go ahead and click publish. So I've already done this on my next screen, and this is what a published Salesforce project would look like, where now I've made my connection to Sales Cloud, and I pulled in all of the relevant standard objects that I have available for me in Sales Cloud. I can see various things like marketing, opportunities, accounts, pipeline, some of those key objects that I care about in my Sales Cloud environment. And now we're ready to set up a Tableau Pulse metric using one of these as a data source. So on my left, I'm going to go ahead and navigate to Tableau Pulse. And this is going to bring me to what's called our Pulse Digest. So this is going to give you a summary of how you're doing in your line of work. So I can see some of the metrics that I'm following that are important my line of business. Maybe I'm trending for various products, how margin is looking like over time. Maybe I want to know, for my business, how my sales are doing year-to-date. And this is an example of something we'll build out, a CM, someone like a sales rep. It's important for me to know how my pipeline is doing for a given quarter. In terms of how one of these metrics that we're seeing, let's go into that. So I'm going to go ahead and click on new metric definition. And now I'm going to connect to one of those Salesforce objects that we pulled in. Let's call this Danny's Opportunities Account Tracking Data Source. So we'll go ahead and connect to this. And like I mentioned before, say, we are maybe a sales leader or even an individual contributor on a sales team, and we want to know how our pipeline is looking like for the quarter. So I'm going to go ahead and call this Salesforce Pipeline. I can give it a description if I want. I'll go ahead and leave that blank to spread this analysis. And now like I mentioned before, we're going to need 3 aspects to set up our Pulse metrics. So one is going to be a measure or a numeric variable that we're going to use to build out our metric definition. So in this case, I'm interested in ACV, which is going to be this amount column in my Sales Cloud object. And now I can choose whether I want to see this as a sum, an average, a median, the max. For our case, we'll just do a sum since we want to know our total ACV. If I wanted to, I could look at cumulative versus noncumulative totals. We'll go ahead and leave that as a running total. And then the next thing we need is a measure of time. So this is going to be sort of date that we have in our Sales Cloud object for opportunity. I'm going to go ahead and choose close date, and boom, on the right, now I can see a simple metric that's been created. Maybe I can see my pipeline has been a bit volatile over the last week. I can see some percentage changes where we were last month versus last year. And I can even add to this stuff if I wanted to. Maybe I'm only interested in seeing opportunities that are currently open. So I can add a separate filter and, say, maybe I want to look at stage and only include stages that are open. So I'm going to exclude these closed lost and closed won opportunities. Now I can see that my pipeline has changed just a bit, just with that simple filter. And now for my end users, say, I'm a sales leader, I want them to be able to maybe filter of their own name or filter for specific accounts that they're working on. So I can add some extra filters here. Maybe I want them to be able to filter by account. I want them to also be able to filter by their own name. So full name is another field that I have. And then maybe region as well if they're interested in some territories that they're following. So now I've got the shell of my metric created, and I can go ahead and save this definition. And now this is what Pulse looks like in a desktop view. So now I can see my Salesforce pipeline. Right now, I'm looking at it month to date. Given there's only a few days in the month thus far, maybe I want to see this over the quarter to see how I'm trending against my quota for the quarter. So I can go ahead and toggle that to quarter to date. On my first page here, I can see an overview, and I can see that maybe my pipeline is trending down over the last quarter. So that's something I need to look into, whether that's specific reps that are underperforming or maybe specific accounts that are performing less than we would like them to. If I can scroll down even further, I can start asking these questions to my data. So Pulse is great at. Generating prompts. If I wanted to just know what's the general trend, I can see that downward trend up above. Maybe I'm interested in asking which accounts had the highest pipeline versus which maybe reps had the lowest pipeline for the quarter. I can go ahead and see those insights broken down right here in my line of work. That's on the overview tab. I can also see the same thing if I go to the breakdown tab and see those same filters that I had created before, like full name, which is going to be our reps name. I can see which reps are doing the best this quarter, maybe some promising accounts that have the highest pipeline in ACV for our quarter. And as well, we see those same drill-downs, if I wanted to look at to maybe specific territories that are performing well versus specific accounts that aren't performing well. I can get those insights right here in my line of work. In terms of subscribing to this and seeing this on a daily or weekly basis, up at the top right, I can choose to subscribe to this metric. So I get it via Slack or via e-mail every day, once a week, once a month, whatever it might be for my case. And then I can also follow this metric directly. So every time I land on this, I land on my Tableau Pulse page, I see this now as a metric that I'm following in my line of work. So as you can see, using Tableau Pulse as a starting point to connecting to your raw data and creating these conversational insights and metrics in just a matter of a few minutes is a pretty streamlined and easy process. So now what we want to showcase is how you can extend some of these metrics with Pulse that we've created and maybe include these in a Salesforce application that you're familiar with, working with within the Salesforce ecosystem. So with that, I can go ahead and pivot over. So this is a simple Salesforce Sales Cloud org that I've created. So keeping the same theme from before, maybe I'm a sales rep.. I've got some things like the accounts I'm working on, what my forecast is looking like, my pipeline again, and maybe I wanted to include some of those Pulse metrics that we just created in the same page that we're working with. So for folks out there who had maybe use some of the developer console tools within Salesforce, I wanted to showcase how easy it is to embed some of those Pulse metrics that we've created in our Salesforce console. So using the Lightning App Builder, I can go ahead and search for Tableau. And on the left, you're going to see some things -- I've done this actually before, this demonstration, but I've connected to the Tableau Pulse Lightning web component, which is just an easier, simpler way to drag and drop embedded content directly within a page in Salesforce. So the setup steps are here. we'll make sure to send this out as a reference. But really, the setup is pretty straightforward. You need a Pulse URL, your site ID and then there's a couple of steps on the Salesforce admin sign to get started. But once you've got that set up, you'll be able to see Pulse here as these Lightning web components, which I can go ahead and maybe drag. And say, let's drop this right at the top here of our sales rep dashboard. So all we need to extend Tableau Pulse to be included in this page specifically is the URL that we were seeing before. So if I go back to this page, I'm just going to go ahead and grab the URL at the top of my screen and enter this in here. And so if I click away, quickly, I'm going to see that same page we just saw before. Now it's been embedded in my Salesforce page. And if I wanted to, maybe I wanted to get more detail, not just all these 4 metrics and maybe see that Salesforce pipeline metric blown up and specific in my line of work, so I'm going to go ahead and grab the URL for this metric, and then we're going to drag in another Lightning web component. We'll drag it here over to the right, and let's paste it in this URL here. So maybe now we can see that Salesforce pipeline as a drill-down view on the right. With that, we can go ahead and just quickly save this. And then I'm going to go back to my initial screen, which we saw before. And now we can see Tableau Pulse. Our metrics are up at the top, followed by the rest of our dashboard. And now if I wanted to see those pipeline insights that we've created, the same sort of view consists where if I wanted to see the overview, the breakdown, do my drill-downs, my filters, I see those prompted questions as well, I can do those all within my line of work Within Sales Cloud directly. All right. Well, we hope your team is interested in leveraging Pulse and using data insights quickly and effectively like we showed today. So thank you all, and now I'll go ahead and hand it over to Dave.

All right. Thanks, Danny. So a quick introduction, I'm Dave Dixon. I actually lead our Tableau practice within our global Salesforce practice at Slalom. Just a quick note about Slalom, we're actually Salesforce's #2 partner in North America and Tableau's #2 partner in North America as well and #3 globally. And we like to say we're the biggest of the littles or the littlest of the bigs. So we're a full-service firm with about 11,000 people, mostly in the U.S. but in other places as well. So I'm going to talk a little bit about our journey with Tableau Pulse. So we've been doing work delivering Tableau practice, our Tableau work for years and years. And we've got a very well-established Tableau practice, as I just mentioned. We're actually the #2 partner in North America. However, the cobbler's children have no shoes. We did not, in fact, actually have Tableau until just recently. And I can tell you the reason we got Tableau, a big part of the reason is our President, Brad Jackson, saw Pulse in action and was like, "We need this," like, "We need this for our sellers. We need to for our leaders in our organization." So we've just started rolling out Tableau Pulse. So what I'm going to talk about is what our plans are and where we're at now. And when we think about Pulse and what we wanted to do first, we were really focusing on like where can we have the greatest impact, where can we drive the best outcomes in terms of giving our leaders, our organization, insights that maybe they didn't have access to today. And of course, we wanted to use those metrics that change frequently, so things that were changing on a daily or a weekly basis because Pulse is great at showcasing that change and helping you understand really the Pulse of your business. And where we could, we wanted to focus on insights that weren't readily available today and fill some of those gaps where maybe people are having to mainly pull things together today. So where we decided to start first was with engagement metrics. So when we engage with the client, we do work, we bring out project teams. Of course, all of that involves an element of engagement and project management. And so obviously, there's quantitative metrics around that, like how many hours are people building on the projects, how much of the budget have we consumed, how are we doing relating to our time line and our milestones, metrics that are sort of hard and easy to quantify. But we also capture qualitative metrics. So we capture surveys on our projects, weekly surveys, with the people that are on the project team in terms of how they think it's doing. It's very simple 1 to 5 type of surveys in terms of scores, in terms of how they think the delivery is going: are we delivering with the time line, are we giving the customers what they want. And we also capture customer surveys. So now those are less frequent. Those don't happen every week on the project, but those do happen throughout the project as well. We're starting to pull those qualitative metrics in. And so where we decided to start with Pulse was around these engagement metrics. And so the idea is that you can start your day, as you're having your cup of coffee, look on your phone, be able to see and understand what's going on with sort of the projects that are in your purview and your realm of responsibility and understand where things might be off track, aren't trending the way that they need to be trending and get in front of that to make sure that our customers are getting the love that they need and the support that they need and having the experience with Slalom that they need. So our next set of metrics, were, frankly, a lot of the metrics that kind of Danny and John were talking about, right? So there are the sales metrics. And a lot of these are coming out of Salesforce. So there's metrics around things like volume, obvious ones in terms of what's our pipeline. We are a consulting firm, so we want to know what new business is coming in. How are we doing in terms of our closed won deals? How are we doing in terms of percent of achievement and attainment? But we also have metrics around velocity. So how fast is the new pipeline being created? Are we closing deals as quickly, right? Like last month, did it take us 32 days to close deals and this month, it's taking us 64 days, like those types of velocity metrics are important. And then the attainment metrics, which I sort of mentioned already as well, right? Every seller or anybody who manages any part of the sales organization, they need to understand how they're doing in terms of attaining their quota and meeting their sales goals but also attainment in things like utilization long term for us. As a consulting firm, that's very important as well. And then there's another area. We take our alliance relationships with the Salesforce and with other partners that we do a lot of alliance work, AWS, Snowflake, Databricks, we take those very seriously. And we want to make sure that we're partnering with them as best that we can and that they're seeing the value that we bring and that we continue to be able to collaborate. So we're going to use Pulse to help us get better about tracking where leads are coming from and how that lead flow looks for -- looks like rather, as well as ACV value that's been attributed to Slalom. And then what we're going to be doing after that, probably starting later on this year, is really some of the core metrics that we've got in more traditional reporting tools today, so things like the utilization and the margin. There'll be additional pipeline views as well as turnover, right? So great organizations have great people. We want to make sure that we're not losing people and the people internally within the organization are having a good experience, so they bring that good experience to the customers as well. So that's how we're thinking about Tableau Pulse and what we're doing. And obviously, Slalom can help you implement Tableau, Tableau Pulse with your Tableau Cloud migrations. But I want to spend just a minute on why you might want to use a partner like Slalom. And really, what it comes down to is we can help your projects move faster and go smoother. We have deep expertise in all things, Tableau. And we also recognize that not every problem is a Tableau problem. Sometimes you might have questions around how do I get started, or what are my issues, or how do I resolve these issues with Snowflake or AWS, or how do I bring this data together to get a more unified view of the customer, how do I incorporate Salesforce into my flow of work more effectively. We can help with all those types of problems. And sometimes the problems aren't even technology problems, but they're related to your organization or change management and enablement. So we've created all these fantastic Pulse metrics. We've created these insights capabilities that people didn't have before, how do we make sure that people understand how to use them and most effectively make use of these new capabilities that we're rolling out. And we have a whole business advisory services group that can help with that as well. And in the end, it's really just about when you think about Slalom and using partners in general, it's all about helping you move faster and with more confidence. So that's really what we're all about. So that's a little bit of an overview on our journey and why you might want to use Slalom as a partner. So now I'm going to turn it back over to John for a little bit of Q&A. I think we still have a few minutes left.