Webcast: Sådan bliver du SuperOffice kunde

Hello and welcome to our webinar today, which is about how to become a customer within SuperOffice. And it 's a bit of a different webinar than we usually hold, but I'll explain a little bit about how it all comes together in a moment. My name is Michael. I work with our network, meaning our new customers, on a daily basis. Uh, and today I have my name, and I sit with ours in our account management team with our existing clients. Yes. So what actually happens today is that we have one person from each of our departments, so to speak. So someone who sits with new customers, which is me, and he who sits with our existing customers. And that's actually a bit of a process and transition from me. over to Orhan and the different uh processes and remedies we use in our daily lives and maybe something you can draw inspiration from. Uh, but anyway, how do you become a Superoffice customer? We try to describe this process because it is very often something we talk about out there, of course. Um, but also something that can make new customers feel a little more at ease in this process, because it can be a jungle to find a new CM system. It can. And so Mikkel also touched on a brief inspiration of how you might also consider, well, not consider, but maybe start looking into, uh, whether there were some of the things we do that you could use in your sales process. Yes, so we're going to give a brief introduction to what kind of size a superoffice is. We do this because those who registered for the webinar today are not existing Superoffice customers. So it 's not a given that any or all of you know about superoffice and what kind of size we are. So we'll just go through a couple of slides where we just describe that part of it. Then we dive into the actual sales process inside our CRM system. Uh, we're going to describe it a little bit, what steps we're going through, why it makes sense, and have some pictures of some different models. And we're also going to show you a little demo about it inside our own CM system. Then we jump over to what we call SCM, i.e. the SuperOffice Consulting Method. And it's the entire implementation that comes after the sales work. So, how do we roll it out to you as customers, and what methods are used to do so? Afterwards, there will be some talk about something we call a CSP program, but simply a success program that he will go into a little more detail about. Uh, and then we will also talk about something we call CRM plans. Some people refer to it as an account plan, but we call it CM plans, which is actually a plan for this whole thing. Oh yes, the subsequent work just after it has been sold and when it is transferred to our account management team, what initiatives and what else we plan there. Yes . Together with us, of course. And we also have some different video material, which you will see here. Not really a video, but it's something we're going to go through with you. Well. If we just start from the very beginning, so to speak, SuperOffice is now 637 years old. We actually started up in Norway, up in Oslo, and we still have our head office there. But over time, we have developed and many customers have come on board here, and we have developed in different parts of Europe. And here you can see where we are represented today. In Denmark, there are about 20 of us . Oh, we have the entire food chain ourselves. So that means that we are basically developing our software ourselves. Um, primarily in Norway of course, where our development department is located, but it's with input from all the countries. Because in the individual countries we, uh, are the sellers, of course. There's me who works with new customers, there's me who works with existing customers. We have a consulting team consisting of business consultants and technical consultants. And then we also have a pre-sales team, and then we also have some very deep technical consultants behind it, of course. Oh, and all that stuff that these people are doing and getting input from our customers, well, that's something we're putting into our system and something our development department can sit around and take a look at. So the development happens in-house, and it does so based on all the information that we have with our customers. Ultimately, when you as customers may have a supervisory system that is up and running and alive, we have a support team that is based in Vilnius and supports all our customers. And they are divided into different countries, so they can support in the local language as well. So we have everything in-house and so we don't necessarily have large partners who drive out and sell for us. We kind of do it ourselves. And most importantly, all the information here that we have on our customers or all the information that you have in your systems, perhaps if you get supervision. It 's something that is learned in our data center or we kind of use Microsoft Asia, but it all remains within Europe. And that is something we of course experience. more and more often, but also something we really work hard on, because it really means something to many of our customers. So everything stayed in Europe all the way around. Yes . And we are actually proud to be a Nordic system. Yes . The Nordic region's most user-friendly is we just got the map if it's something that's relevant. Regarding the geographical division, it should also be said that we have an office in Copenhagen. This is actually where we are sitting today. But we also have one in Jutland, so we drive out to our customers and are physically there. Um, what we often see is that we have to go out and help customers, well, they need a new CM system, maybe because they need to get control of their customers, but getting control of your customers, that's not always the real problem. There is always something behind it. And it could be that it is a customer who needs to grow, that is, one of our customers who needs to grow their business. You can do this by bringing in new customers. You can also do this by selling more to existing customers or reducing customer churn. So what we also call ch, so simply minimize what comes out of the bathtub, what comes in? Oh, and to that end, well, you could also increase your customer satisfaction, that is, the experience your customers get from your business, and we also have some different solutions for that, or simply make it all more efficient. Yes . And with the customer experience, well, if there is a department that has spoken to a customer, uh, it could be our service department, if they have spoken something, noted something, then it makes sense for sales to also know what has been spoken about. And you can also note that at the same time in this CM system, which gives you a better overview and a better experience as a customer. Yes, exactly. Uh, it's one thing to start a small business and still be able to talk across the table. Yes. But when you grow, maybe get two offices or more offices, it becomes difficult to share knowledge if you don't have a dedicated platform or at least a process for how we share our information. Ultimately, all of this is about what kind of experience your customers get, and it doesn't matter whether they are private customers, or whether they are someone who just buys a phone or whether it is a larger project sale, it is the experience your customers get in the end that really has relevance to whether you become a success as a company. The things I just mentioned before are something that we try to support with our solution in a few different areas. When you get a superoffice solution, you actually have access to all of our areas. But just to make it a little simpler for those who are participating today, these areas consist of a completely classic CM area. We actually just call it a CM area or CM Sueden. This is where we can record everything that happens to a customer. So we've held a meeting, we have a note on that customer here, and we've saved an email on that customer. That's not what we're going to show and talk about so much today. Uh, just briefly getting into it. Um, but oh but it's like our CM system is screwed up. In addition to that, we have a marketing area, a sales area, and then we have a service area, and that is a ticket management system, in other words, simply customer service. Yes. Uh, so where people can write to a shared inbox. It could be a shared inbox, a complaint, you name it. But that's all something Mikkel can mention more about in individual meetings. Yes, exactly. But these areas help support an entire customer journey. So a typical customer journey is you have to go out and get some new customers. It could be marketing, which needs to send out some newsletters or, uh, do some webinars like we do today, or do something else to inspire the product or solution that you are now able to offer your customers. At some point in such a customer journey, you may get some leads that become even warmer, and then you need to talk to them in a different way. And it's typical for a sales department or a project department to come in to have some other dialogues and have to estimate something, maybe draw something or make some offers with some product lines and so on. And that's where we have our sales department, and then there's this service department afterwards, which can be, uh, a common inbox for complaints or orders. So we actually try to accommodate an entire customer journey across all the departments we see out there. It's the system itself. And we wo n't get into that completely today, but the way we are is built. In addition to that, we have some consultants, as I mentioned before, who have some different packages, some different models that they work according to, which can help to support the solution that you have as a superoffice customer. And finally, we have an app store where you can download apps for your superoffice solution, which works on your PC, tablet, Mac, and so on, but also on your phone. So we have a whole eco-environment around there, which can help enrich the solution that you are now guaranteed with. Well. So it was just an introduction to who and what Superoffice is and how we, uh, are structured in terms of solutions. But now we're trying to dive into what it means to become a super fish customer. So what you're sitting here and seeing as I've just written the sales process above is actually our sales process. Uh, what do we have to go through as potential new customers? What are some of the things we go through? What we often experience when we are out with, or I am out with new customers, is that there are not always outlined and structured processes for how sales or after-sales, aftermarket, should work out with these customers here. So data can very often be unstructured. Uh, and when you say unstructured, it's not because a CM system that we sell here creates new information or makes things much better with the information that we can't find anywhere. It really just means that we can collect all the data in one place, so it's not scattered across different systems. And the transition between the different employees who may be involved in such a sales process here can become easier. And of course, this is something we do in our daily lives. We are a CM house. We are structural fascists. We love to have control over our things and follow certain models and processes. So that's what we do in our everyday lives and something we inspire with our customers. So what's important is that you have a system that can support and substantiate the process that [snorts] you have. And in this case, it is the sales process. Let 's just jump over there like that. Wow, that's too much. Structure in your data really just makes it easier to use it. You can capitalize on the data you now get into our system. We have some different AI models and agents that we also use to summarize and make things easier here. But when you have a detailed plan, and we'll show you in a moment what our detailed plan actually looks like, when we have this detailed plan here, we can, uh, be more efficient in the way we approach you as new customers. We can make sure that we get through the different things that we need to get through, so that we don't have to call you afterwards and ask for some information that is actually important for our uh work. Uh, I've written down your sales processes. It's actually a little bit for you, but also for us. We actually train our own sales process relatively often. We adjust to it. Um, just because we are a cmhus, it doesn't mean that we have a completely foolproof process that should never be changed . We adapt and the market changes. New processes and new tools are being added that make it work better. That's why we also change our sales process from time to time, and we actually train it relatively often. And what we train on is actually this model. Yes . And it may look a bit messy at first, but there is actually thought behind it. Yes, there are many thoughts behind it, and we are not going to delve into it here, but it is more to show a picture of what kind of model we are working according to? And we have a model here, there are actually six steps, or there are seven of them, but the last one is either won or lost. But this, from the very first, the very first contact with you as a potential customer, what steps we have to go through. And of course we have structured it with very general, uh, what can you say here? Headlines. What kind of state are we? are in now. We are in what is called qualify, and we know exactly what it takes to advance to the next stage. We have the underlying green island arrow for that, you simply need to book a meeting. And we also know at these meetings here, what we need to ask about, and what problems are you experiencing out there? Has a budget been set aside for this, because it also costs something to get a CM system, and where do you actually print it? So we have a few different things we need to ask about, and that's something we go back to afterwards and note in the system here. Either it's something we have to sit down and remember, or we use our digital assistant to remember it for us. And then we can otherwise fill in the things we need to do inside our system. And of course, there are some pitfalls and some things that just, ah, there's something that might not quite fit together here, because no budget has been set. Uh, there's no real pain in this. It's really just someone looking for inspiration. And if we can't tick off these things here, they're actually, uh, they have them under control, or there's a budget for this, well, then we ca n't really jump ahead in our sales process until we've at least addressed this and explained that it could be an issue down the road, if, if we already know now that there's no budget, or if we can't say, this is the pain that we can solve with our system. Because if we can't solve the problem that exists now, if we can't provide value, then it's not certain that you as customers will see that there is value in buying this. And we actually have a model for that. Now when we get to the point where it explains a little further, it has something called an impact case. Simply put, what kind of impact can we have on your premises ? But the steps we have to go through, they are called qualify, then they are called discovery, where we go all the way down and double-click, we call it, on your problem and say, it may be that you need to grow, but what is actually needed to grow here? Are these new customers? Is it to reduce attrition, or what is it? So we try to double-click on that and try to challenge you along the way as well. Then we make this impact case. Skip ahead a bit, because we'll get to that. Then we go down and do what's called a solution fit. That means we're actually building a demo for you. Oh, we have a demo system we can sit down and set up . SuperOffice is relatively easy to set up yourself, so it's something we can do. At least a good part of the way . And then we can show it in such a way that you can get a PHC, that this can actually be done, what you are asking about as a potential customer. Then an offer is made, and that offer sometimes needs to be revisited, and then it is adjusted. And that's why we're in the last one, called Revisit proposal. And in the end, well, you may have won or lost this, uh, this sales opportunity. That's how we've structured it. Uh yeah, that's our sales process that we have here anyway. Yours may look different, but depending on how your different phases fit into CM, you can adapt and make the different adjustments that suit you and your way of working , so you don't have to adapt a system. Yes . And it's clear that a sales process like this doesn't fit into all types of sales processes within you or within us. There can be different sales processes, whether it's for new customers or existing customers or whatever. And that's why you can have different models, and you can also display it differently in SuperOffice. And now we're actually jumping right into a short demo of SuperOffice, because the model you saw just before with these six different phases, you can actually use that inside SuperOffice. And now it's not certain that any of you have seen SuperOffice in Live before, but now we're actually talking about a sales opportunity inside SuperO, and where I want to go to show you something is down here at the bottom. I don't know if you can see my mouse now, but down here we are on what's called a sales guide. And a sales guide is, uh, a visualization of the process you have now outlined. So the process I saw before is actually the same steps that are below. There is qualify, discovery, impact case, solution fit, proposal and so on. So those are all the steps we have to go through to get this sales opportunity in-house. So it's important that when you have a process, you've outlined it, and you have it maybe in Excel or in PowerPoint or wherever it is, well, the system you now have must also support your process. Under each of these stages, you can place some things you know you need to do. As I said before, we know that when we are in qualify, we have to do something, and when we are in Discovery, we have to delve even deeper into things. And at another time, you may also have to make an offer. And the different things that you need or different documents and so on that you need, you can place them under the right phases here in the process. That way it helps you do it right. It might help all the sellers to keep the same process or within certain limits. And that means we can deliver the same quality in all our, uh, offers, maybe, or all our sales processes. And it also makes it easier for new employees to get started, as everything is structured in a process with documents and follow-ups collected in the right place. That was the process itself. And during such a process, there is a lot of dialogue back and forth with a customer. Now I do n't have my demo system in here yet, and this is a new sale we made today. But here, next to the sales process, we have something called activities, and everything that is placed on a customer, uh, all emails or meetings, dialogue, whatever it might be, back and forth, phone calls, will be placed under activities. Uh, it's empty, so I'm not going to jump right into it right now because this is a test sales opportunity we're on here. But any dialogue that is uh relevant to this sales opportunity will be filed under the right uh sales opportunity and the right company. So it's really just a picture of us taking our sales process and running it in our own superoffice and being able to run that model from there. One of the really exciting phases in our sales process is what we call an impact case. And here we use an enormous amount of energy. This is where we have taken all the information we have received through the first two phases and found out what is relevant to you as customers. What are some problems you are experiencing? How does your everyday life work, and where do you make your money? Among other things. So there is a huge amount of information here, which we have collected within our system, of course. And there we have our impact case. And the impact case is actually a document, uh [coughs] a PowerPoint document, which partly starts by describing. We won't go through all these slides here, this is just an overview. But it describes how we have experienced your situation. What are some of the problems, and what are some of the steps you have to go through. We try to describe the two or three problems that now exist and how we could solve them. And ultimately, we have two relatively important slides here. Uh, which is, now I'm going to jump right into one of them, a business case, which is uh simply a business case on what we see, and what we experience, we can change, and where we can find some money . Now this is an imaginary example, but there could be some hours we could be more efficient with. It could actually also be that we could close some more sales opportunities, and it could be that we could reduce the turnover by one or two%. So we're actually trying really hard to figure out where it's hurting, where we can reduce it, or where we can gain more with one or the other module in SuperOffice. So this , this is the business case itself, which you would like to see, well, we can make some money from this, but what does it actually cost? So we also have to say, what does it actually cost to get SuperOffice? Now this is again an imaginary example, so you ca n't necessarily relate to these numbers, but it also depends on how many users you need to have on a solution, and how large an implementation you need to have. It is, it is very different. But we will at least provide a very simplified overview of what is needed for such licenses, what are the operating costs that are incurred each month, and what are the implementation costs, i.e. the initial investment involved . And it should be, in some way, uh, what can you say, comparable. What can you get out of it in terms of impact, in terms of business case? And what are we supposed to invest in here? Yes, we use this partly on our new customers, but we actually also do it on our outgoing customers. We have the same approach. We do . Uh, and as Mikkel says, uh, there are always some issues we can solve for you. So we're not just going to present an economy, but we're actually going to present what value it can create for you in terms of what problems it solves. Uh, sometimes we can count the dollars and cents with you. Or we can come up with some suggestions, and then we can look together at whether it fits in with your revenue and so on. Then we can go in and tell you what the total investment will be versus the extra income or extra turnover you want. Yes . And it's always a bit of a stretch, because we can't guarantee that just because you get a CM system, you'll generate 5 percent more revenue. But we may have some indications that it could help, and perhaps there is a running-in period, and then you can adjust the numbers a little. But hey, it's to give you a guideline anyway. And at some point in the sales process, well, we may have reached an agreement with you as new customers, and then we have to get it all started. And that's where we have an area called SCM, or Superoffice Consulting Method. And it is our consulting department that is going to implement everything that has been talked about. And it's clear that if I, as a salesperson to new customers, spend two months talking to you or a month or maybe we have five meetings, there's a lot of information, and there's a lot that needs to be done, and you've said one thing and another and another, and I have to remember that. Of course, I use superof to write down all these things here. We also use our uh our digital meeting notes superotes to keep track of everything. But we have to have it handed over at some point, because then we need some consultants. And of course we also use SuperOffice for that. Um, all the information is gathered in there. We can very quickly turn this around, now it's a sold sale, and then we have some transfer documents that we use. Um, it should be a relatively detailed plan that needs to be made for implementation, because if you just miss that, oh wow, we should also have this sales process, or we should actually have our marketing department there . If you miss just one part, well, it will change the implementation plan that is made. So it's important that all the information is in one place, so we can transfer it all at once. And of course we also have a process for implementation. Uh, we could delve into all of these a lot more. We won't get to that. But it is generally divided into three phases. There is just one fourth phase at the end, which he will touch on in a moment. But uh, the first phases here are really about number one initiating, that all the information that I have received over time, it must be handed over. This is what we call handover from sales. And you can actually see it's right here. Yes, it's a bit small, I see. Yes, but but that's the first blue bar in the uh in the one called Initiate, so the green one in the middle. And that's all the information I can pass on. We have some different documents for that, and we have some different, uh, resources for that inside Superfice, which allows me to transfer as well as possible. But therefore there may still be something I'm missing. And that's why we always have a handover meeting with you as a client, where we sit down and say, well, this is what I've been given as a consultant. This is what Mikkel told me you should have. And then you as a customer can say, well that's right, but it should be red instead of blue. And then you kind of become aligned with this. And afterwards you actually go into detail mode to plan everything that needs to be done. And then we start to move into the other phases, which are called number two, customize, and number three, which is train. Then we do workshops to find out, well, what needs to be built inside your home? Should we have changed some fields? Should there be any list of these that should be different? This is the sales process you have. We need to put it into SuperOffice. Uh, and these are the documents you need. So everything that has been talked about, this is where it starts to be done and documented. And documentation, of course, takes up a lot of space, but it is important for you as a customer to have documentation of what has been done and how it is all put together, so that I can also go down and redo it later if that is the case. So when everything has been configured and you have tested it a bit, well, we start training you in the use of Supervis and it is the same consultant who goes through all this, so the one who sits and configures it and takes the workshops and takes these dialogues and challenges it is the same person who also trains you in the use of the system. And then it may be that at some point you are up and running. And now we can say, now we go live. And then there's all the subsequent, uh, dialogue with you as the customer. And we have different means for that. Yes . And then it's usually there when the implementation is complete, and uh our account management team takes over. Yes . Because it must be said that when the implementation is complete, it actually goes back to the sales department. Does it go back to you? just. And that's where the CSP has a role in this . The CSP, we can make a difference here , but the CSP stands for customer success program and as it says there, we never let go. Uh, together we'll make a development plan that will be planned for ongoing deployment, no, education. And uh, after a year or six months, whatever we agree on, we'll do a health check on your Ce system. That is, we go in and put a script on that goes in and analyzes the use of it and shows, well, how the system has been used during the period that we have now been through. And that, yes, there is some economics involved with it. This is something to take into account in the hiring process. So if we look at what a customer success program is actually a part of, it's that we plan, well, uh, how we get success out of this investment we 've just made. Um, so we want to understand your business, your business processes. Are there any copies you're looking for? Uh, and the consultant who probably implemented it is probably the consultant who will run it with you. Uh, it's not guaranteed, but at least that's what we usually go for. And when we've been up and running for a while, we do these, as I said, regular health checks, where we review performance so that we [clears his throat] can make sure that you get the most value out of it. And once you've been up and running for a while, we'd really like to work with you to translate this data into measurable results and, uh, set a strategy based on that. But are there any different packages in this CSP, or is it just a process that you plan with the customer, or how does it work? Well, it really depends on there are some packages you can buy, for example from Healthcheck, a package you can get, but you can, yes, there are a number of different packages within the custom success program. Of course, your business can change over time, so this must also be precisely adapted and that is how we actually get the benefit of the increase. As I said, we have a dedicated specialist for proactive optimization, which we will not discuss if there are any processes that have changed. So they may not do that in the course of a year, but it may be in connection with sales, in connection with workshops, that some things have been discussed. Uh, maybe it was n't exactly like that, but then you do this continuous optimization. You develop the competence of the uh users who use it. Ø, so you get the most out of it and don't have to have a consultant every time. But you have that where you where it's a uh a super user, for example a super user frame, you then train. You set up these results or there are copies that you measure on a strategic consultancy and oh yes, we actually become an extension of your team around this . So here we will show a short example of, well, what such an island success program could look like, uh, divided into, yeah, here it looks like, it's 15 months, 13 months. Uh, it's a bit small, I see. But here you could, for example, if it's that you have you have bought you have bought the solution in December, we start to get better at that in January and February, then we come and we set it up, and then we plan the activities that you have bought into this CSB, how should they be submitted? So it's not like that, of course there's a possibility that it can be fixed, but we'd rather schedule it so that we know when to take care of teams about what. And that's partly for the customer's sake, but it's also because there is access to consultants, that is, resources. Precisely because again, it's one of those times where we can have busy periods, uh, so that when it 's scheduled, nothing gets cut that way. So it's a bit like buying a car. You also need to have a driver's license first, and you need to learn how to drive, but it also needs to be serviced . And that's what we're trying to use this CSP for. service your solution so that it also gets better over time. Yes. And again, when it is handed over to us, and implementation is complete and we have held the first meetings, we will come to what Mikkel mentioned, an account plan, or as we call it a CM plan. And there we have actually done it on, well, a living plan, which lives inside SuperOffice, which will not have to mess around in other systems. Excel for example. Excel is a great tool, but when it doesn't play with your CM system, then yes, it offers something different than when it's alive and as a living document. We used CM plans in Surface before, so we also used PowerPoint. PowerPoint. Yes. Yes . And that's it, it's sometimes really hard to use PowerPoint, because that's when you have to open it up, and then you have to remember to do it right. And it's not a living document. It's something you do once a year and then, uh, yes, you actually do it the next time, when a boss asks us to look at the gift plan. So here we have actually done it digitally, so that it lives from a living document. And almost the last selling point of SuperOffice is that you can buy it as a package so you can have it implemented together with your system. Yes. And here we're actually going to do here I'm going to briefly show what a plan could look like. For those of you who don't know SuperOffice, uh, out here on the page, this is an extra field we have created in that sense. For those of you who know SuperOffice, you might notice that yes, you don't have it on your EXT solution today, but once you have built this , you can, when editing the company, choose to create an account plan. And here you can define, you always start by setting the profile as classified. And then you can define a period from 12 to 36 months, whatever fits in. What the system then does is create a plan plan on the customer card and show, well, there is an account plan on it. It has started. Right now it is unclassified. The different selections can be found when you click on them, and you then have an overview of the active accounts that you are working on. So it's a list of all your customers, for example. Exactly . And it can actually be displayed both in a list view and also in a board view. Uh, so you can actually drag and drop the different ones. So if it is, I have worked with West Data Consulting and actually, well, it is not unclassified anymore. It might be on retention, so I can't just drag and drop it here. But that was the overview. And again now we can see there's a drag and drop on this one. Atlas Enterprise has moved from Unclassified to growth. When I click on the account plan itself here, I can see, well, when did this account plan start? What is the period? Uh, when is this going to end? And I'll go into a little bit about these statuses, what they mean. Oh, but at least here's the overview. Uh, depending on how many stakeholders you have, how many meetings, how many business objectives and how many sales opportunities you have, a value is added, uh, depending on that, and what an account plan actually does is instead of me as an account manager telling you, well, is this a key customer, or where is it located, the system helps you, the system helps you define, uh, where is this customer? Uh, so you can say something about the more activity and the more dialogues and sales opportunities we have with a customer, the higher the score. It will, because when you have multiple people, contact persons on the solution or on the account plan, it will get, there are some different values ​​here. Uh, and the same with meetings, the same with business objectives, so depending on how many you put in, it also comes into play later, but then there is a score on it. Try to walk a little faster with respect for time. And again here you add the contacts that you would like to have on the account plan. And subsequently, as Mikkel mentioned, you also get involved in our sales process in the same way. Depending on which phase you are in on the account plan, there may also be different activities that you can create and plan from there. And on the activity there you can then note, for example, a business objective, well, what are some goals you would like to achieve in the next 12 months? In the specific example, we would like to increase the conversion from leads to closed deals by 15% over the next 12 months and so on. And it will then appear on the account plan here as a business objective. And you can, uh, yes, it's automatically created there when you've added it, but it will also appear in the activities. And this is also where all meetings and so on will be. But that's just a better overview. So if it is, if there are a number of activities that we have, uh, yes, on this customer card, uh, so to get a better overview, we've created an extra fan in here. Yes . Yes. The same with the registered sales opportunities. Similarly, to get a better overview, it will also be on a separate tab. And now you can see here, now more stakeholders have joined. There are some meetings booked, there are some business objectives, and there are some sales opportunities. And here you can see that the score has gone from, I mean, it was zero in the previous example. Now it's at 48. So here it shows, well, based on the different points that we have defined, it's actually a stable customer plan that we're working with. Okay. And subsequently there is also a change lock on this account plan. So if the account manager has written that well, this one is going from, uh, growth to a risk customer, then there's well, then you can see well, why is it that it has gone from that phase to this one? And you must also write a reason why it has been changed to the different ones. And then you have the full overview of it. And when you go back to the customer card, in the previous example, there was one that had some crosses on it, but it was blank. But here it is clear to everyone else in the team around Adnas Enterprises that there is actually an account plan for this. It is stable. And based on those things, based on the activities and business objectives, we have defined our opportunities, we can see, well, it's an account, uh, it's an account we have, which is actually growing. So you were down to working on the account plan itself before. And this is kind of a summary of what it looks like. Exactly. Now, I don't sit around working on account plans myself, because I don't work with existing clients, but I could imagine it would be easier for your boss to say, "How are things going with them?" That's it. That's it. And again, since it 's a living document, I can always pull it out instead of having to go back and correct and have different people make different notes. I think it's once a week, then you also get an update, an email, uh, what are some account plans you're working on that might be behind in terms of criteria, those are the criteria that have been defined. And we have also done a lot to create a visual overview. This is the previous slide with the update with behind or with account plans you were behind with, it comes by email, but you also have a live overview directly in SuperOffice as an example of how many account plans we have out of how many customers. So here we can, for example, see if we really need to create a benefit plan for three years of customers. Yes . And in the same way, well, what are the different sales opportunities that are available on these? That is, the activities that are included. And also to see, well, what kind of overwriting activities do we have on these island accounts that have now been posted? And if you are running a renewal period, we do. Um, but if you're running a renewal period, you can also see, well, when are we supposed to renew the different accounts? Oh, so you have an overview of that too. Great. Yes, sorry, but yes, that's really what we had. And that was it, that was our island bid. Now I'll probably [cough] see if I can just [clear my throat] come over here and stop my island sharing, stop sharing. Yes, thank you . That was our take on how, uh or not, our take on it, because that's actually our approach to new customers, and how they are implemented and sold over or sent over to our account management, and how they work internally to fulfill various goals with these customers. It may be that you can draw inspiration from some of this. It might be, it 's super interesting. Then you are very, very welcome to contact us. An email will be sent out afterwards, which also contains a link to the webinar, but otherwise our contact information is also there. We'll just hang in there for two more minutes if there are any questions, but if not, have a really good day. Thank you for now. Thank you for that.