Strategy Inc (MSTR) Earnings Call Transcript & Summary

All right. We're going to get started guys. Thank you so much for joining our webinar series. I think this is most likely going to be pretty much either the last or the penultimate webinar for the year 2020 and we personally are very, very super excited at MicroStrategy because I think we've had an amazing year in terms of our business in India and outside of India, and then we are pretty much on a growth path when it comes to our local business out here in India. Today's webinar, we're going to try and cover up the concept of one of our exceptionally great technology offering that we've put up as part of our business intelligence platform. We're going to speak on the deployment. Tons and tons of use cases is what I plan to cover for the webinar. You will see a lot of videos as well as -- as part of our almost 45-minute webinar. And then I have an exciting offer as well for all of you who've joined the webinar or who are also going to take a look at the recording of the webinar before the end of the year. The offer is exciting. So I would request each one of you to try and stay till the end of the webinar. For those of you who are new to MicroStrategy as an organization, we are a 30-year-old business intelligence platform company. We founded ourselves in the year 1989. We're doing close to around $650 million in terms of our revenue. And in the last 30 years, I think we've organically grown the platform to a great extent where we still truly are an independent BI platform company. I think a lot of our competitors have either been acquired by bigger fishes in the market. I think we tend to still stick around because of very strong fundamentals both on the organization side, on the financial side as well as the way we are trying to expand our software and offerings to support you as our end customers. We obviously did a lot more when it came to supporting the needs and requirements of the enterprises for a long period of time. We pretty much have been known for our BI platform offering. We made sure that we kept investing into the right level of technologies, and we made them part of our technology offering as well. What you obviously see is a bit of NLQ, which is the natural language query. We've slowly kickstarted that. We are trying to grow as we speak. Our product teams are doing an exceptionally great job in terms of hearing our customers and deploying these fantastic features and functionalities as part of our product platform. The bottom line, though, is that we want to make sure that you, as our end customers are able to consume the right level of information at the right point in time with far more ease and are able to accordingly make business decisions, right? Pixel Perfect, at the end of the day, very easy to utilize natural querying language. Ask MicroStrategy the right level of questions so that MicroStrategy can eventually work with your back-end data source systems and bring the right level of information back to you either in the form of reports, dashboards, score cards, also mobile applications for that matter because as part of the organic growth, what we've also done is, whatever you are able to design, develop for your web browser consumption, we've automatically made it available to the smart devices. And that's exactly what you see on the screen, with 0 code whatsoever, we get you the right level of information, the same set of dashboard and score cards that you built for web are now pretty much available natively on your smart devices through MicroStrategy's native mobile applications for iOS and for Android. And the whole idea, again, is we want you guys to concentrate on your own business. We want the IT guys to truly invest minimum time possible to make the data available to us. And then we do the heavy lifting, the hard work of making it available through various systems of choice so that you can consume this information and then eventually make your business decisions on the fly. As an extension, for the past few years, what we also did that the moment you are able to consume this information, and you now have additional questions of choice, we have made it seamless for you to actually collaborate with your peers within the organization so that you can now ask questions on specific data points within the MicroStrategy environment, by utilizing our collaboration services. And thereby, you are now able to initiate a dialogue internally within your own MicroStrategy community or your own peers to get to the right level of information and the right set of questions. So we've done -- we've organically grown. We got these features and functionalities to you as part of our platform to a stage where we really started working with a lot of analyst community within the institute, and we then try to figure out what is the level of consumption of information within enterprises and organizations like yourself. And we were shocked to learn that the adoption of analytics at most of the organizations did not exceed 30% even after having such amazing look and feel of reports and dashboards, cool features like collaboration that you just saw. And that got us started thinking in terms of what should we do next as a product company to really make sure that we listen to the remainder 70% of your peers within your organizations so that they can have the right level of information at their fingertips to make those critical decisions on the fly. And basis of the analysts' reports, et cetera, and the surveys that we did via third parties, we literally came to a conclusion that there were very simplistically put 3 factors that were really keeping the 70% of the people away from the right level of information. A, it was the sheer time that it took for those people to actually get into different level of applications and then eventually hunt for the right set of information; second, it was more to do in terms of a person really having the skill set to make that happen. And eventually, also to a great extent, it was more in terms of do I really need to do it as an employee of the organization? Or should I really go ahead, pick up the phone, call my peer or e-mail my peer, request him to get the right level of data or information back to me. And collectively, what really happened is information came through in a staggered manner and then eventually it was lost in transition. And for that very reason, we thought of building something really unique in the BI market, which technically could even work if you disengage it from the BI market. So we took all of these details collectively and tried them aligned to our vision of the company, which truly is intelligence everywhere, which landed up in terms of a net new product offering under the name of HyperIntelligence. What is HyperIntelligence all about is it's about bringing the right level of information, which, by the way, is contextual in nature, inside your application of choice, right? You could be utilizing your outlook, for example, you could be utilizing your CRM systems, which are web exposed, on a daily basis, you could have your homegrown applications, which are again, web enabled, which you trust the most. The idea of bringing information to you rather than you going and finding the information was something that really struck us hard and which is where we thought of bringing in this net new offering into the market that will allow you as an individual to get the right contextual analytical information while you are inside your system and trying to figure out the next business steps or the decisions that you would want to make to really take that leap and make sure that you cut down on the overall time lines where you want to make a decision and then move on, right? So HyperIntelligence, from that perspective, is fairly unique where MicroStrategy now has the ability to really make sure that we utilize our business intelligence DNA. We connect to multiple data source systems behind the scene, could be your operational or relational databases, could be your cloud-based data sources, could be your CRM systems, could be your Hadoop or HANA ecosystem, MicroStrategy will do the heavy lifting of connecting to these multiple different data sources, bring the data all together, make sense out of that data, convert that data into intelligence or information, which then would be presented in the form of these bite-size cards, all right? So if you take a look at the right-hand side of the screen, it is actually a very typical card which will have -- which is having close to around, I believe, 12 to 14 different data points. And not all these data points are coming in from a single data source. So that's the beauty of presenting contextual information, which is residing in desperate data source systems. And we make it happen through these bite-sized cards inside your application. I'm just going to [Technical Difficulty] and this will technically summarize the overall concept of HyperIntelligence. After we finish this, we're going to move on -- into specific use cases. [Presentation]

Awesome. So hopefully, that will give you a good summary in terms of what I showcased you folks in a couple of slides. Getting into the use cases, right? Obviously, now we have this beautiful technology offering, how do you really put that into practice? So what you're going to see next is pretty much a specific scenario. I know there are a couple of folks from the banking and the financial industry joined the call today. Say, for example, there is a wealth manager, and then the wealth manager is actually looking through his chain of e-mails early in the morning and there are a few questions about his or her own account and from a customer. What he's really going to do is he's going to leverage the technology, he's going to have HyperCards made available to him inside his mailbox. And pretty much from there on, he's going to have the ability to pretty much respond to that e-mail without leaving his mailbox. Here you go. [Presentation]

Awesome. So pretty much HyperIntelligence can be made available to you inside your Office 365, similar to what you're looking at the screen right now. From the previous video, you could have also made out that HyperIntelligence can also be made available to you inside your Microsoft outlook Thick Client that sits on your desktops on your PCs, et cetera, right? What we've also made sure is that each and every activity that you do when it comes to doing a lot of research for your organizations, could be your marketing team, for example, or could be your competitive intelligence team that is researching on your competitors over the web. We have made sure that HyperIntelligence is enabled, say, for example, on your chrome browsers or on the Edge browsers, so as to speak, and through this, your guys are now having relevant information, contextual information while they are doing a lot of their research on the web browsers. Not to forget. Obviously, I think most of us on the call have definitely have a strong CRM system in place. You could be using CRMNEXT, you could be using eCRM, you could be using salesforce.com, similar to what MicroStrategy's does. But the bigger challenge with Salesforce is Salesforce allows you to consume the data that it stores by itself. It never allows you to bring in data from outside of Salesforce. And simplistically put, utilizing HyperIntelligence, you now have the ability to actually gather data from outside of Salesforce and very smartly bring it inside of Salesforce. Quick and easy, governed, secured, any norms that you think in terms of security, any norms that you could think in terms of privacy, everything gets in-built into a specific HyperCard, which can then be pushed out from a consumption perspective. All right. The next video is one of my personal favorites. It actually depicts the scenario of employees handling the call requests within a call center. These are very different if HyperCards are put into practice. What we showcase here is how easily and how quickly the call center agents are able to receive the information of the callers and just during the process of talking to the customers, it becomes exceptionally simple for the call center agents to understand the queries kicking in from the other side of the phone, and they are able to actually make sure that the call durations are reduced at least, if not more, but 30% of the time. All right. Here you go. [Presentation]

Awesome. So for all those who don't know Michael J. Saylor, he is an amazing guy. If you just research on MicroStrategy and Michael Saylor, I think the very first hit that you would see on Google these days is the amazing investments that he's made from an organization standpoint into cryptocurrency, bitcoins. Now some fun and some interesting aspects of HyperIntelligence as well. And this has come to me, if not at least 60% to 70% of the times, stating that, hey, why do I really need an additional technology into my tech stack, where I have awesome visualization tools such as Qlik, Tableau, Power BI, et cetera. So I sort of bringing to you something fairly live in terms of showcasing how HyperIntelligence could also work on top of your QlikView or Qlik Sense technologies as well as Power BI technologies. So this video actually showcases the importance of HyperIntelligence within your Qlik environment. Here you go. Amazing. So this is a typical Qlik dashboard. You could think of utilizing the 3 structures within the Qlik dashboard, looking into the right level of information, et cetera. But guess what, your QVD file does not have enough information to support the analysis that you would want to do. What do you do next? In a typical scenario, you would technically shut down this particular dashboard of Qlik. You would get to the right level of QVD source. You would figure out the correct QVD file and eventually, you would fire up another dashboard or a report to get the information. So what you've done is you've moved from one dashboard to the other dashboard or one report to the other report inside of Qlik, and you just keep jumping one application to other application within Qlik to get the right level of information, which technically changes if you fire up Qlik and enable it using MicroStrategy's HyperIntelligence because then you technically would have relevant cards made available to you within your Qlik environment, which will technically assist you to get the right level of answers inside of one single Qlik dashboard or Qlik application. Similarly, I know there are a lot of Power BI fans as well in the market. Very similar scenario where you could enable HyperIntelligence on top of your Power BI applications as well. Awesome. One more example in the insurance domain with regards to claims, et cetera. So we thought of putting in one small video for the claims department within the insurance space. Guess what? HyperIntelligence is so unique, think of it as a simple whiteboard on which you could sketch your own HyperCards that align to your business processes and to your workflows so that you are in a position to make quicker, better faster decisions in your day-to-day activities. Here you go. [Presentation]

Awesome. All right. One of the other things that I also wanted to try and bring to your notice, as I mentioned, there is no cookie-cutter when it comes to aligning the technology to your existing business processes and your business workflows. So as I mentioned before, think of any use cases within your own domain within our own industry, and MicroStrategy's HyperIntelligence is going to be super flexible to adapt to what you really want as part of your HyperCard. So typically, you could think of employee cards that could be built on HyperIntelligence. You could think of account-specific information kicking in as part of the HyperIntelligence suite. You could also think of building product cards, especially tons and tons of retailers, et cetera, who are wanting to make sure that they don't have a typical stock out, for example, or the supply chain managers within the manufacturing industry could actually build SKU level cards so as to make sure that they have the right level of SKU or the right level of part and the entire manufacturing activities and the processes don't get delayed due to stock out natures. Or for example, you could think of medicine delivery. So one of our esteemed customers in India is actually PharmEasy, who could technically utilize the power of HyperIntelligence, and they could make sure that there is 0 stock out scenario when it comes to actually delivering medicines at the doorsteps of customers like you and I. The cool thing about MicroStrategy as it has always been since 2005 is that we made sure that every offering that we have under the hood is extended to the smart devices, and we've done exactly the same thing when it comes to HyperIntelligence. We made sure that HyperCards are also available natively on the smart devices at this stage on iOS and the Android OS. So here is a short video that will help you understand how we really make it happen on the smart devices. The beautiful thing is because we are native to the smart devices, HyperIntelligence is actually getting integrated automatically with your iOS and Android calendars. We are able to sense the meetings and eventually the -- picking up the right keywords from those meetings, we provide you with HyperCards, say, for example, 15 minutes or 30 minutes before your meetings so that you have the right level of intelligence, the right level of information that you can go through and you can have a much more better, a much more productive meeting in that short span of time. So there's a quick video on HyperIntelligence for mobile. Here you go. [Presentation]

Awesome. So hopefully, this allows you to understand the fine difference between our already super strong, #1 offering in the market under MicroStrategy mobile, right? That is more about a native mobile application where you have to go fire up the application, have to hunt for the information and then eventually make a business decision versus MicroStrategy's HyperIntelligence, as the word suggests hyper, it makes the information available to you. It actually comes to you rather than you going to that information, right? Every minute counts in today's world, and which is why we are super, super excited to really bring this to the market. All right. How do we go about really designing and deploying HyperCards? I would say it is fairly easy, fairly simple, fairly straightforward. I have a few team members who are nontechnical in nature. And believe me when I say this, those nontechnical team members of mine are able to build their HyperCards themselves without any assistance from the IT. And hence, I'm 100% sure that the technology that we are bringing to the market is super simple, super easy, no code, in fact, 0 code required for you guys to literally design, develop and deploy these HyperCards and make them available either to yourselves or to your extended peers within the organizations. As simple as it gets, you utilize more than 200-plus native connectors that are available off of the MicroStrategy suite, point to your data, make a live connection, understand what tables, what columns, et cetera, you need in terms of preparing a MicroStrategy data set. You eventually utilize the design screen, which is part of MicroStrategy's workstation, which is a Thick Client made available to you as part of the HyperIntelligence package. It's again a very simple canvas with prebuilt designs of HyperCards. Pick any of those and start slapping your data set on to your HyperCard. And once you are done designing the HyperCard, all you need to do is you either need to get it deployed on a browser or, as I mentioned, on your outlook or Office 365. If it is your browser or Office 365, you need to pretty much download the extension that is available as part of Google Chrome or if you are wanting to utilize the same HyperCards. Again, understand this, you are just designing 1 HyperCard, and that is being made available to you either on your Office 365 or your Thick Client of the office or your browser, you are not creating separate HyperCards, okay? So the same HyperCard, if you now want to make it available on your Thick Client of outlook, all you need to do is hunt for the HyperIntelligence plug-in, which is also available on the Microsoft Outlook page, okay? And the moment you do, you sign up with your credentials for HyperIntelligence. We also support single sign-on. So if it's SSO driven, it's super simple, super easy. Every time that you fire up your outlook, you automatically get signed in behind the scenes, get yourself authorized authenticated, et cetera. And that's it. As simple as that, you have your HyperCards readily available to you. And depending on the HyperCards that you have selected or which are made available to you and the moment they are switched on, MicroStrategy will try and figure out the right set of keywords, which are obviously predefined. MicroStrategy is going to highlight those keywords inside your Office 365 or your browsers, and all you need to do as an end user is one simple thing that is not even going to burn half a calorie of yours is to move the mouse cursor on to the highlighted keyword and voila, there you go, you have your HyperCard established, you have your HyperCard in front of you inside your browser, inside your Office 365. As simple as it gets. So pretty much, as I mentioned, you go from a to b and make sure your security is in place, which again, is prepackaged part of the development kit that is made available to you. Now if you heard me correctly, you need to have the plug-in on your Chrome browser or your Edge browsers, but guess what, we are already in the process of beta testing what we term it as Hyper SDK. What is eventually going to happen is there is going to be a 0 requirement of downloading the plug-in on the browsers. We would potentially be able to supply a small Hyper SDK code that you can actually embed into your browser code, after which you would not even require to download a plug-in whatsoever. So we are getting better at it. And especially with the current speed, I'm more or less certain that we're going to come out with Hyper SDK fairly soon. All right. Amazingly enough, I have a very, very special offer. I could be your next Santa Claus or I could be the mini elf for MicroStrategy to you guys. Pretty much what I am proposing at this point in time is if you have any basic simplest possible use case in your mind, feel free to reach out to us. You can e-mail us on -- at infoin, that's [email protected], or you can e-mail me. My e-mail address is mentioned on the screen, it's Svadgama, [email protected]. Help us understand the business use case. We are happy to come in, and we are happy to execute what we term it as a HyperIntelligence design workshop with you as a business user, with you as an IT user and believe me, in less than a week, we will make sure that the HyperCards are up and running inside your environment, on your data, all made available to you for free for a period of 30 days. That's right. 3-0, 30 days is what we will allow you to play with these HyperCards. And guess what, if you like it, we can obviously progress our sales cycles and you could eventually land up procuring HyperIntelligence licenses for you and your extended team members within the organization. Now one more pointer. At this stage, we have made HyperIntelligence available for you on-premise. We've also made sure that HyperIntelligence is made available through our MicroStrategy's cloud offering, which is basically a MCP or a MCP offering of MicroStrategy. So you could sign up for either/or. And guess what, we are coming soon to actually bring you HyperIntelligence in the form of Software as a Service. So very soon in the future, gone will be the days where you think about downloading the MicroStrategy software, configuring the MicroStrategy software on your own, deploying the MicroStrategy software on your own, HyperIntelligence will be coming in as a SaaS offering, Software as a Service offering, where we are potentially going to make sure that the moment you swipe your credit card or the moment you sign up on the agreement with MicroStrategy, you will have your own HyperIntelligence environment up and running somewhere in the cloud in the space above you. And all you need to do is you need to start accessing your data through our HyperIntelligence deployment on the SaaS and build your cards. And eventually, as I mentioned, if we guys are able to do it in less than 5 working days, build and deploy these HyperCards. With the SaaS offering coming in shortly, I am more or less confident that you, who are the true experts of your business, will be in a position to actually deploy HyperCards in less than probably even 3 days for that matter. It's that's easy. It's that super simple. It's that exciting. I think with that, what we could also do is we could open up the floor for questions that you may have. There would be a short Q&A box on your screens, feel free to type those and I'm happy to take those question one after the other. And before we jump into the questions, as always, at MicroStrategy, we are super excited for our 2021 MicroStrategy world. Registrations have already started. It's pretty much scheduled for the 3rd and the 4th of February 2021. General admission is pretty much free. There are premium passes. All the benefits are listed on the screen. They are also available on our website. I would encourage each one of you to pick either a general admission or a premium pass, get yourself registered ASAP and pretty much be part of all. The good thing is, especially from my dear colleagues, my peers, my customers and my prospects, you guys don't have to spend money flying all the way to the U.S. You -- all you need to do is sign up. And this time around, world.now is actually going to come to you rather than you coming to MicroStrategy world. So with that, happy to take any questions that you may have for our HyperIntelligence offering.

All right. Let's go. I think I have one. How is the pricing applied to MicroStrategy HyperIntelligence? Great question. For now, if you are going on-prem or on cloud, we pretty much have a pricing for hyper outlook or hyper office as 1 SKU. We have a separate pricing, which is for HyperMobile. And obviously, there's a separate pricing for HyperWeb. So there are 3 different SKUs. If you want to pick all the 3, you could pick all the 3. If you don't want to pick all the 3, you could pick either/or. Now the interesting thing is, if you are a MicroStrategy customer, you could have a separate set of customers utilizing our MicroStrategy BI and mobile offering. And you could have a completely separate set of users wanting to utilize MicroStrategy's HyperIntelligence. That's number one. If you are a brand-new -- net new customer to MicroStrategy, you would simply sign up for MicroStrategy's HyperIntelligence, all right? So that's something that we are offering at this stage. I don't want to spill the beans at this stage right now, but our SaaS offering, which is going to be kicking in shortly, I can assure you that I am going to be able to get a volume less business when it comes to MicroStrategy, right? So in India, especially because the pricing, we are trying to figure out the minimum possible pricing. It is going to be -- and I can just give you a hint at this stage is that the pricing per user per month for our SaaS offering is going to be the closest possible integer next to the single-digit integer and it's going to be the smallest possible number or the integer from a 2-digit number perspective, okay? So hopefully, this hint is sufficient for you. We're going to be exceptionally aggressive when it comes to us taking HyperIntelligence to the market in India. And I've been very, very supportive to make sure that HyperIntelligence is actually embedded into every single install base of MicroStrategy and is also available to all the net new users, net new customers. All right. I have a question from Neha. Will the security filters work while using HyperCards? Absolutely, yes. We will protect the information up to cell level. So all of your row level, column level information will be secure. In fact, we'll go to the next step as well. Think of a scenario, Neha, where you will have more than 50 HyperCards, which are built for your organization. And depending on the security that you've assigned to the right set of people, you may have, say, only 5 HyperCards, which are visible to you, as Neha. But -- and I could have 15 of those 50 HyperCards made visible to me as Sunil Vadgama. And probably Neeraj would have 20 out of those 50 HyperCards showcase to him, right? So we have made sure that security is at the core of this HyperIntelligence offering as well. All right. Next question from Vinay Talekar. Can the reports and cards be cashed or it makes a database fetch in real time? Great question. So the way the technology is built, Vinay, at this stage, is that you technically have to go back into MicroStrategy to build what we term it as intelligent cubes and we will actually source the information or the data from the intelligent cubes onto the HyperCards. So at the same time, what is going to happen is that you will have a fetch made from your database into your intelligent cubes. You could schedule it. It could be, let's say, midnight every night or it could be every 2 hours. You could have a refresh of the cubes technically every 5 minutes or every 10 minutes. We also, by the way, support incremental fetch. So if you're looking for something which is near real time, that is seamlessly already made available and possible to you, you could make your intelligent cubes in an incremental refresh mode. So any net new data that is available in the back end database will be uploaded to the icubes, and eventually, it will be made available to you through the HyperCards. All right. Let's move on, and I'm super happy there are tons of questions kicking in, which means that I have a great audience, and you guys were listening patiently to me. So thank you so much for that. Next question is from Neeraj. Does HyperIntelligence integrate with specific tools and solutions like Salesforce, et cetera? Absolutely, yes. MicroStrategy's HyperIntelligence is being utilized inside any application, which is web browser based, all right? Salesforce is obviously one of them. And pretty much you are free to utilize HyperIntelligence within your Salesforce environment. In fact, Neeraj, that has been an ongoing discussion with 2 of the big manufacturers based out of India, who are not MicroStrategy customers till date. They have heavily invested in Salesforce. They are pretty much supporting close to around 12,000 users in India and outside of India, where they were technically thinking of utilizing a typical ETL approach, bring the data from outside of Salesforce, prepare .NET specific reports and dashboards and then typically embed those reports and dashboards inside of Salesforce. So they were going the long route in terms of ETLing and then embedding into SFDC. They have clearly seen the potential of HyperIntelligence, where typically with 0 code, you're going to be able to exactly achieve what you were trying to do with your ETL and embedding. MicroStrategy's HyperIntelligence will connect to those data sources, bring the data together inside of a HyperCard and that HyperCard is then eventually enabled inside of SFDC. So, a, they are going to save a lot of time; b, they're going to definitely save a lot of money; c, their entire turnaround in terms of supporting the business request is going to drastically reduce, right? So great question, Neeraj out there. All right. [ Jaymeet Trivedi. ] How much the maximum number of rows supported in columns and keyword matching? Listen, I think when it comes to keyword matching, I will have to park that question. I'm not a technical expert at this stage. I am of the opinion when it comes to the contextual keyword matching, there should be no upper limit, knowing the MicroStrategy's DNA where we are supporting Facebook and we are processing close to around 350-plus petabytes worth of data, where we are supporting Ola Cabs in India, which have neared around 1 petabyte worth of data. So I don't really think there is going to be an upper limit in terms of a keyword match. At the end of the day, if you open up the hood and go behind the scenes, you are typically talking about how much data can I eventually store inside an intelligent queue where the actual parsing and the matching is going to take place. And typically, the only consulting answer I have at this stage is that it really depends on your back-end architecture. It depends on your back-end hardware or the infrastructure that you've made available to MicroStrategy to prepare those intelligent cures. So hopefully, that answers your question, [ Jaymeet. ] If you need more specifics, feel free to reach out, and I'll get you connected to my head of presales for India. [ Jaymeet ] also mentions, I've heard it is 100,000. [ Jaymeet, ] unfortunately, I don't know whether it's 100,000 or no, but, say, for example, theoretically, even if it is 100,000, I would be surprised of any use case in the industry globally if there's a match -- word match that needs to be made, which exceeds 100,000 unique names that need to be parsed. All right. [ Avinash Raja. ] His question is, is it possible to show different cards to different clients for the exact same keyword match? Absolutely, yes. So [ Avinash, ] you should be in a position to prepare different HyperCards with the same keyword match. What MicroStrategy is going to do very smartly is it's going to cascade those cards one behind the other. And similar to how you swipe the screens on your smart device, we're going to keep those HyperCards pretty much stacked up. Obviously, depending on the role, depending on the security, you will either see 2 cards or 3 cards or 5 cards out of the 10 cards, which are prepared on the same keyword, right? That's number one. Number two, obviously, when it comes to the consumption of these HyperCards, multiple HyperCards of the same keyword match on a browser, you typically will have the ability to turn the HyperCards. There'll be a small ribbon stacked one after the other, and you could just click and the HyperCards will start showing by itself on the browsers itself. So hopefully, that answers your question. All right. Next question is from [ Rajesh Kunhatil.] If we implement this in any other suite of products like Power BI, is there any permission on license from those product owners to be taken or not? My understanding may be wrong. No, it's a great question, Rajesh. I don't think you need any additional licensing required from the likes of Power BI. I showcased a small video for Qlik and for Power BI both. The beauty is, especially with Power BI, especially with Qlik, most of those technologies are browser based. So from that perspective, we work at the browser side and pretty much, we are able to enable those HyperCards. So the short answer is, no, you don't require any additional licenses. Glad you didn't ask me how does it work on SAP because SAP has been notorious from that perspective. Again, I'm yet to hear any horror stories on the SAP side as yet with HyperIntelligence. But especially with Power BI and other technologies, for now, you don't need any additional licenses from that perspective. Okay. Basavaraj Angadi. Do we have any other visualization other than [ pie, ring ] in HyperCard. Do we have free-form layout in HyperCards. Great question. And this is exactly what I keep telling my team and my prospects and my customers is that it is human nature that once we get something which is of liking, the human nature always asks for more and more, right? And that's exactly where you are going at. At this stage, it is all about slapping in the right level of KPIs and from a true visualization perspective, we are talking about pie charts for now, plus obviously, textual information that you would want to add as part of your HyperIntelligence cards. Remember, HyperIntelligence, as the name suggests, and HyperCards as they are designed, it is primarily providing you a summarized view of the information, which is truly contextual in nature that is going to allow you to make those business decisions. If you think you need to further analyze the data, HyperIntelligence provides you the ability to put hyperlinks as part of your HyperCards, which can technically take you to SFDC, technically, can take you to MicroStrategy dossiers or dashboards or reports, where you can then go in and slice and dice and analyze the data further. The whole idea of HyperCards is slap you with the right amount of information so that you are able to very quickly justify the responses that you give to your business users or your vendor community or your constituents of your business and move on from there. Okay? But a good question. I love this question. All right. Basavaraj I have an anonymous attendee. Interesting. Is there a HyperCard for production in manufacturing facilities and scheduling the production? Absolutely, yes. In fact, if you can reach out to me, I'm pretty much working on a live case, where they are typically wanting to understand the health of each and every manufacturing equipment that they have in a real-time fashion. They're also in the midst of preparing a few HyperCards. But according to me, it's kind of the next generation, where they want to slap these HyperCards onto their command center digital walls, where they want to continuously keep a track of the health of those machineries, et cetera. So definitely reach out, Mr. Anonymous, and I'll be happy to support you further with the details. All right. Basavaraj has one more question, and I think we are almost time, so that's the last question I'm going to take. Can we use reports which are created in developer or web as data sets to build HyperCards in workstation? Good question, Basavaraj. The way it is architected today is if your HyperCards are basically sourced off of the data sets, from the intelligent cube. So if you have those data sets, which are readily made from icubes, the short answer is yes, those will be exposed. Those will be made available to you inside your workstation. By the way, for our existing set of customers, if you've not tried MicroStrategy's workstation, please, please, please upgrade to MicroStrategy 2020. Shortly, we'll be coming up with 2021 as well next year. But do upgrade to 2020, download MicroStrategy workstation. You will feel the difference in terms of the overall UI/UX that we put into workstation. It is going to be exceptionally easy and straightforward for you from an administration, from an architecting and from development perspective. So yes, if those are sourced from your icubes, those data sets are going to be made available to you for you to actually populate the data in HyperCards and then have them made available to you in workstation as well. Awesome. Super. So before we leave, I have a few interesting 10-second short videos. HyperIntelligence, whatever I've showcased till now is pretty much, I would say, the beginning of the next-generation technology and the next 30 seconds are going to be crucial for most of you. It will get you thinking literally in terms of how you could put HyperIntelligence into practice. Now remember one thing, this has more to do with futures, but the only reason I'm showing you is that you, as our extended ecosystem of partners, customers and prospects, can get great ideas in putting HyperIntelligence into practice. So this is something where it's actually live at our HQ. We are actually combining our mobile identity solutions along with HyperCards. The moment you see a person actually, he's going to try walk through. And once he is walking through the screen, he is automatically getting recognized through our mobile identity solution, but the details that you actually see on the screen is nothing but a simple HyperCard that actually allows him to understand his or her own fitness level data. So Jacob is pretty much -- has taken 9,695 steps and is pretty much happy with the progress that he's made, right? So you could actually deploy HyperCards in this fashion. MicroStrategy is doing great when it comes to employee fitness. I think most of us including myself, we are wearing Fitbits. And obviously, we are being pushed to keep ourselves fit, which is great, right? It leads to productivity. HyperVision is something which is very unique. It's a combination of image recognition software, combined with HyperCards using HyperIntelligence. So you would see someone literally aiming the camera of the tablet onto the shelf. And very quickly, on the right-hand side of the data points that kick in is nothing but the HyperCards coming through. And obviously, if you need net new detail or detailed analysis post HyperCards are being shown, you could technically extend, you could click on those HyperCards and get onto MicroStrategy mobile and eventually consume the right level of information at your fingertips. All right. The last thing, which I wanted to conclude this session with is what we term it as, again, HyperVision. It is GPS-based augmented reality that you could actually design it yourself and start utilizing it. Think of a scenario where you have more than 10,000-plus sales reps or even 1,000 reps on the ground, and there is a last-minute cancellation of a very important meeting that he's going to take. Guess what, we are on the 9th of December -- sorry, we are on the 10th of December, your enclosure. I have 6 POs, which are pending, which are queued up. I need to hurry from one customer to the other customer, what am I going to do? Very simply, I'm going to fire up the tablet. I'm going to point it to where I'm standing under, let's say, in the BKC area, I'm going to flip my iPad around and through GPS-based augmented realty, I'm going to try and see which other places I need to go to, to grab my POs and close my year successfully. So all you see here is pretty much live data and all the white cards that you see are nothing but the HyperCards that are being showcased on the screen. All right. So hopefully, you guys learned a bit more in terms of our net new offering, HyperIntelligence. I'm super excited personally to bring this to the market in India. And I'm happy to liaise with each one of you and take forward the conversation. Good luck. Thank you very much. Have a great and a blessed Christmas ahead of you. 2020, all the negative aspects of 2020 are hopefully behind us, and all of us are looking forward for a very productive and a very healthy 2021. Good luck, all the best, and speak to you soon. Thank you, and take care.