Quoting Demo with Zomentum and Autotask

the cloud there we go okay all right so yeah i think um i think we'll kick off ben because there's um you know there's a couple of people on on the call so um you know it's it's it's worth uh it's worth doing the presentation so um just wanted to thank everyone for for coming to this um just for those who don't know me my name is chris tim i'm from sundela consulting we are msp consultants specializing in helping msps to get the best out of all the tasks and the best out of psa tools and one of those tools that we help um msps with is is momentum um and you know this is one of the tools that i've been working with for for a while that that helps you to become more efficient and more effective in your in your msp business and with me on the call today i i have um ben spector who is the product manager and head of solutions at um at cementum so and ben's going to give us a little bit of a demo show us around the product um and you know if you guys have any questions anything you want to cover off then um you know please uh either raise your hand leave a question in the q a um or or leave us a chat so um i want to pass over to you ben thank you for joining us and uh and welcome ben if you want to just give us a little bit of a um an intro about who you are and where you come from and uh we take it from there sure um thanks for having me chris um so yeah my my name's ben spector i'm i'm an ex-msp of about the last 12 years um my msp was uh acquired towards the end of last year um and i then joined momentum's product team um to to really help interface between customers and the customer's use case and requirements and the zomentum platform but also to help implement more interesting solutions for the customers you know where they've got perhaps slightly unusual integration needs or they just need a solution to something um yeah that's that's really my role at momentum excellent cool so um and and the purpose of of this was just to to give everybody just a rundown of you know what is momentum how does it work and you know how would an msp use this in in their business so maybe you just want to tell us you know what is momentum i know you've got a slide deck but you know what is it how does it work and and why is the momentum i can see you've got the site up there for that already so over to you mate sure um so zementum's a an i.t sales acceleration platform um we serve it channel partners like like people here who solve problems um you know you're solving the make or break business problems for your customers and that's where your focus should stay we don't have to tell you that the sales process for it partners is tedious and you try to cobble together a stack that will help you and your sales team to be more efficient but there's a problem um and that problem is that most it partner tools are for a different era you know a lot has changed since 2005 right and there are quoting tools out there that haven't really moved along much since then um and the new ones generally aren't built specifically for the it community so most of them fall way full way short of what's actually needed they're just not the perfect fit for msps um and then when you've got this plethora of badly integrated platforms when one of them breaks it just throws the whole system off completely and so cementum exists to simplify streamline modernize that whole process with a cloud first sas platform um aligning it with the way msps do business um so what you know what we're looking at here the old way you might have a sales and marketing crm you've got some kind of assessment tool i'd love to name somebody you know for each category but probably shouldn't um but i hope each of these sections resonates with you you might have a proposal tool and quoting tool of some sort then you've got some platform to handle payments from those then you might have some sales analytics i think that takes a certain level of operational maturity that maybe most small msps aren't at but you need to be able to understand why you are and aren't selling well um and then that all pushes off into your psa so what momentum does the new way is replaces all of those tools it covers the sales and marketing crm uh takes you through assessing design convert automate analyze and helps you to expand but then it totally respects the fact that the psa is the center of the universe for most msps so we're integrated with most of the major uh psas that auto task connect wise adms synchro and super excited to say that we're in the process of doing halo um i think that's quite a cool thing that's that's coming um so you know who is momentum a lot of people haven't heard of momentum yet only founded in 2018 we're now i think well this slide says 63 employees i think we're more like 80 now headquartered in san francisco um recently achieved a 17 million um funding round which is obviously helping with growth massively and supporting that platform growth and we're seeing 100 quarterly quarter on quarter customer growth the biggest market is obviously north america us followed by uk um and then europe and australia and so what's particularly exciting about the momentum platform is that generally you know we we can aggregate stats across all the customers and we can see exactly you know what the average data looks like it's 22 minutes from first creating an opportunity to getting a proposal out the door the average time to send a quote is 22 minutes the average time to then win that deal is 15 hours um we're seeing a typical six times increase in deal size from when from before customers are using zementum to after using momentum and that's by incorporating things like options within quotes which are either difficult to do or impossible to do using you know using other tools if you send a customer a quote for three laptops but they can't increase it to seven laptops how are they gonna buy seven you know if you give them the power to be able to choose a more expensive laptop or choose more laptops they're gonna buy them um so then we see a two times better conversion rate in six months um and ninety percent of the proposals that being sent out contract one have monthly or recurring revenue on them um which obviously points towards the you know the way the msp model is shifting further and further away from break fix literally ten percent of the quotes going out don't have recurring revenue on them which i think is quite interesting um oh zooming around um so we built our platform to mimic the way you sell um you're using our platform to help you but the process should still feel consultative we want you to be perfectly aligned um it's our platform but it's your process um ben can i just ask a question around those those integrations that you've got so um you know you i see you've got um you know tech data and ingram i'm assuming i know we've got some uk clients on the call i'm assuming that those are are both us and uk um versions of tech data in ingram because i know some tools only integrate with us yeah um and it looks like the marketing team haven't added west coast to this yet so in the uk we've got tech data ingram micro west coast in the us i think it's ingram cinex dnh tech data if you're in australia we've got ingram tech data dicker data isn't on there but apparently dick data's the the big one in the in australia um and then with those other integrations obviously you've got the psas um we're integrated we've got a zapier integration available so you can go crazy build you know build whatever you want um we've got a hubspot integration which is brilliant and utilize works alongside the distributor integrations utilizes a a global database that all the hardware manufacturers feed their products into along with all the specifications spec sheets images everything so if you're looking we'll show you later but if you're looking for a webcam you know you can just search within our product it's going to search utilize for all known current models of webcam then it's going to go off to the distributors and get current pricing and availability so it's only going to show you webcams that are in stock available to buy how much they're going to cost and who you can get it from and obviously today where nothing's in stock anywhere that can be a real time saver can i just ask another question and it's um you may not know the answer to this but um obviously with a recent merger of cynics and tech data i'm assuming that databases are going to be um integrated together rather than running as two separate companies and currently senex is not represented in the uk so i'm assuming that it it will just work in the uk as well to buy stuff from sonex if this if cinex moved to the uk i would be amazed you know given the size of these organizations i would be amazed if they properly merge you know i suspect really they're going to be two separate organizations just sharing buying power at the end of the day um if so next move to the uk obviously we'll get them integrated but at the moment there's been no indication of that right thanks um so here just to kind of explain where where's the mention fits i think a lot of a lot of the customers i speak to certainly in fact generally a lot of the msps even the ones not using cementum don't necessarily understand how to fit together their core pipeline through their business you know so on the far left here a subscriber from the point at which someone raises their hand fills in a form on your website something like that you need to nurture them in your marketing automation tool and for that read things like hubspot infusionsoft active campaign things like that nurture them through being a lead marketing qualified sales qualified identify an opportunity get to the point where you have a prospect but once you hit prospect you know what happens next some people try and pick that up in their psa i think anyone who has a psa will know how terrible they are for quoting and in particular opportunity management so momentum fits in there to help you go take them through the assessment phase get the quote proposal done manages you know manages the pipeline helps you understand where your opportunities are has a whole load of automation and analytics and then passes off seamlessly into your psa to go through the sort of the planning the onboarding support management billing etc and then it all goes off to your accounting um so you know what's momentum's goal want to bring your sales activities into one place replacing all those tools just consolidating everything make it easier for you to maintain relationships um and lastly keep your sales team consistent meaning that guidance isn't just for one client but but your team as well um i guess to automate the tasks that keep sales moving forwards because we feel the really this is what adds up to business growth sales shouldn't be tedious and disjointed you you know msps need to be nimble it's very competitive it's very aggressive um if you're recommending the best products for your clients you deserve to have an efficient cloud-based platform for your team as well um and with that i guess let's uh jump across and have a look at the the platform itself um so try and work out the various screen shares i've got going on here and um you have to let me know if i'm showing the right thing uh should be the momentum platform now yeah yeah got it cool um right so the first thing we look at here when you log into momentum this is the opportunities kanban view um this is synced with your psa and it's a really easy place to see what you've got going on in the various stages within your business um it's also really easy to manage opportunities you know you can quite click the wrong place quite literally drag and drop things from one stage to the next um to to manage those opportunities on the kanban view and actually one of the things i wanted to mention in here so so i you know i have a number of clients that are using um that are using momentum and um you know one of the things i really like in in momentum and certainly i know a lot of people like is the ability to like you say just drag and drop this you know these kanban cards from from what one column to another so where you see prospect and then going into assessment if you drag something into the assessment it automatically goes in and updates um that stage and all the tasks and i i find that you know the the uptake from the sales people is actually much higher using a tool like this purely because you know in order task um it's you know it's a very manual thing you have to actually click in edit you have to then change the stage then you then you save the stage then you put your notes in you know it's very cumbersome and a lot of people don't like to use that whereas you know i find that this just allows a sales person to just drag things through all of the the the different stages and then automatically update all the tasks and actually vice versa as well so if you were if you updated a stage an auto task it's going to go in and and and drop these cards into the right place in the momentum as well yeah exactly you know i've i've said for years there's two types of msp there's engineer led msps that can't sell and there's sales led msps that can't deliver you know you can't give those sales led msps the skills to engineer overnight but you can give those engineer-led msps the sales tools that make it almost impossible not to sell and so by making the everything to do with sales easier those engineers who hate selling will actually find it much easier you know it's things like with it within the opportunity management you know i think most msps when they get a no from a prospect they send out a quote the customer doesn't reply or that doesn't get signed off to most msps no means never you know no never means never it always means not today yeah and you need to keep those prospects warm you need to be able to track these pipelines so that you you know you're effectively following up on things and getting more deals across the line absolutely um so if we have a look at one of these uh opportunities um just jump into a managed services opportunity so this also integrates with google workspace and office 365 for email and calendar um so it will show me all the meetings i've got i can schedule meetings directly on the opportunity um and obviously that syncs with the 365 or google calendar it can show me emails related to the opportunity and again i can i can send emails log things i can create tasks for things that need to be done in the future and i can add notes about the opportunities um these notes where possible are synced to the psa as well so you don't end up with a load of siloed data um if your engineers who are working in auto tasks should be able to refer back to most of what the sales people are doing in momentum as well um so i guess the the most you know most new customers are coming to have a look at momentum for the quoting and proposals so i guess it makes the most sense to to have a look at that first um i'm actually going to use a different company for this because i've got one benz test company which is slightly better better populated um so i've got a couple of opportunities open here cloud hosting for example um so i'm going to create a new proposal actually one of the things why are you doing that being that i've noticed that's a fairly new thing in the product that um i i really like is um the fact it shows you when the uh the the opportunity has gone rotten which is a word that just packs me up every time because um you know every time i think of that i'm like you know this is this is a rancid opportunity and it needs to be um it needs to be kind of been because it's never going to go anywhere so um so that's really cool having that because again you can do that in in in order task you can have a widget that shows you that but but not to that level right um so yeah so i think that's really cool the ability to just be able to see that directly on on the dashboard against each um each individual opportunity yeah it just makes the whole process a lot more manageable you know if you've got big red warnings saying things have been rotten for 15 days it means there's been no activity on that opportunity for a certain period of time and you can customize that so you might decide that something's rotten after three days or you might decide it's rotten after 30 days um that's entirely up to you so if we go back to my cloud hosting opportunity um and let's just go through the process of creating a proposal so built into the platform we've already got a load of proposal templates these were introduced quite recently um to make things much easier for you you know we've got an itdev proposal security service network management a couple of msp proposals and a consulting one so for the moment i'm just going to take this consulting template um you know it's got a decent introduction about us overview of the services and then it's got the all-important pricing section uh and some terms and conditions obviously this is entirely customizable um if people have got templates that they're already using as part of the onboarding process we'll import all of their templates into cementum for them so just on that when you say you'll import them in is there the ability for somebody to um just kind of completely create this from scratch and if and if they've got everything in a word document can they upload that word doc and kind of just convert that into an opportunity or a proposal yeah unfortunately there's no ability to like ingest a word document um that would be great i think it is on the road map but but not something we can do at the moment it's a bit of a manual process so uh our support team would basically recreate your templates within the momentum document editor the document editor is very much drag and drop so you can just drop in a text block drop in image blocks if you've got some company videos for example uh you're hosting them on youtube you want to include videos in your proposals um you can drag and drop all of this stuff on onto the proposals um and then so in in terms of uh putting together a a proposal here um we've got two catalogs available so our self catalog is gonna be the one that's been imported from your psa uh so it's kept constantly in sync with auto task for example you can add products directly into this momentum catalog it's going to sync it to your psa or if you don't have a psa you've just got them in your momentum catalog but then also we've got utilize which is brilliant this is what i was explaining earlier so if we look for a webcam for example we only want to see things available from distributors we have an account with we want to exclude everything that's out of stock i'm going to try and be brave i know very little is in stock anywhere at the moment but try and be brave and specify i want to logitech webcam i'd be kind of surprised if anything comes back as being in stock but see what we can find oh didn't actually take the box so this is obviously going off to the utilized database bringing back a load of results for products that are current products and then it's checking with our distributors to see who's got something in stock and how much it costs so over here in the uk we can see that this logitech c920 uh is available for 61 pounds 29 and ingram have 856 in stock you can also open up see more prices we can see the tech data also have 661 of them priced at 63.47 so it's showing me the ingram price first because that's the cheapest we can then go ahead straight away and just add the product to the quote um if we hit the update fields option it's gonna pull in the product images it's gonna pull in the description as provided by the manufacturer the pricing i've set up a default markup of 25 on my system so it's automatically using that and then we can just add the product to the quote so really quickly you know if you're specifying uh new laptops desktop servers whatever it's really easy to search for those products on utilize get pricing get the availability and put stuff in the quote that's actually available in stock um quite neat we can allow the customer to to edit the quantity themselves um this is what i was saying earlier you know if you send a customer a quote for two laptops with no options change it they're only able to buy two laptops if you let them change it they might buy more um but we can also set quantity limitations so we might say that the minimum quantity they can buy is five and so if we set this to five uh it's gonna the quote will appear with them showing five of them but they'll be able to increase it beyond five however they wouldn't be able to drop it down so that's really neat for products um the other thing i'm hoping i've got a good example in my catalog as i was saying to you earlier chris i don't often run demos in this environment so it's not brilliantly set up um but if we take um for example i think i've got a bundle in here somewhere we could probably just use a standard office 365. yeah so what if if we put on the quote uh we've got managed support per user i'm live for unlimited remote support maybe we've got a couple of file servers 365 tenants and some kind of sort of base network support um we've also got pricing tiers i'm sure i've got any of these configured there we go from auto task right yeah so these can be pulled from auto task auto task doesn't support pricing tiers i don't think within a product in a product it does not in a um not in a service though um well if you're if you're using the new product pricing in order to task the um um where you can do the per configuration item pricing and stuff like that you can do tears um okay yeah that's useful so i i'd kind of based this on as i was actually helping another customer build out they wanted to use the tech drives um sort of pricing calculator but within the momentum so that uses this super easy normal medium like difficulty levels to set how much you're going to charge so let's say this is the normal difficulty customer for the managed support add all of those products onto the quote um we can set how many users they've got so 11 users again same with the file servers 365 management set the pricing and then when we send this off to the customer for signature they'll receive an email asking them to approve it you can obviously customize what that email looks like and they're then presented with a quote that they they can accept um the e-signatures are built into the platform so you can get rid of docusign or whatever other signing method you're using um you could set it up so that you have to sign it internally as well as externally you might want the client to sign it first and then your own managing director or ceo to sign it afterwards um got comments functionality over here so that you can have you know not quite a real-time dialogue but a an easy back and forth without having to send emails so if you've got it open at your end customers got it open at their end you know you can have a dialogue directly on the document which is quite useful as well can i just ask so on that um document if you look up about where your mouse is on the actual text so you can see it says the consultant will be paid a rate of x dollars per blah blah blah um how do you pre-populate those is that pulling in from the quote somewhere or do you do you just manually over type that when you um so i i think on this particular template these are just um you know because this is a template for our customers to to customize before they start using um these are things that you would you would populate we do have functionality of merge tags so if you're wanting to use for example the client's address or the some some other value to do with the client you might be able to pull it in using a merge tag we do also have user input fields they're called so if we want as part of the signing process if we want the user to be required to check a box to accept some terms for example we can set that up or we might ask them to fill fill in some text or or enter a date so that can all be made part of the signing process okay that's cool okay um i mean that probably covers the the basics of proposals uh just slightly conscious of time um one of the more interesting bits i think um is the the sales presentations um you know there's that phase during the sales cycle where you probably need to go in and do some kind of assessment of the prospects environment i think a lot of msps have got tools that do you know network scanning and things like that but generally the output from those tools is really not designed to be put in front of the prospect they're not going to understand it um so the assessment templates we've got help you to present that information in a really visual way you can add various categories and issues here's one i was working on for a cyber security assessment and then the the issues that you put in to the into the table are then shown as a on a risk matrix of severity versus likelihood which is how critical vulnerabilities are generally scored so here we can see that i've got one issue uh that was intolerable but possible and one that's tolerable but possible um we're just about to launch it's currently it's out in the staging environment hasn't yet been pushed to production but a really cool microsoft 365 automated assessment so that will uh you'll be able to use this template put in all of your manual issues but also scan the prospect microsoft 365 environment and it will pull in various issues that it finds security issues there that's leveraging microsoft's own secure score mechanism but then importing it and presenting it within our you know much more visual templates and then at the end of it all it calculates a risk score which you can if you want edit you know if i want to make this particularly dramatic for this prospect um you can manually edit it but there's also an algorithm that's going to calculate it dynamically that's really cool um working on a bit of an overhaul for that entire module at the moment we're just about in the process of automating the microsoft 365 ones there's various others where we're looking at doing some stuff with dark web you know we'd like to be able to automate bringing in breach data stuff like that into the sales assessments as well um but yeah they're all stuff a bit further down the line um so before we carry on benefit if any of the participants have any um any questions uh you know feel free to use the the q a um you know if there's anything specific you want us to to show you um you know put it into the q a or use the chat facility um you know and we'll we'll happily um happily answer that so um okay thanks ben carry on sure um and you know when it comes to the the document editor there's quite a lot of automation that we can do um so it's one of the use cases that we're i've helped quite a lot of customers solve is around sending out their contracts or service agreements you know we can build out an automation and you you can see here we've got a document type specifically for contracts so that's for documents where you don't want to put pricing maybe you've got a service agreement um help to build out an automation that the customer wanted to automatically send out their service agreement as soon as a proposal has been signed send out a service agreement so we can do that kind of thing and automate that they wanted to be slightly more granular with the rules they wanted to say only send out a service agreement if one hasn't previously been signed so we did a little bit of custom work to make that happen as well but other than that the the document builder around contracts looks exactly the same um the the last one so you know i think as msps reach certain level of operational maturity they're understanding the need to do qbrs or tbrs whatever you're calling them quarterly business reviews technology business reviews however frequently you're doing them it's an opportunity to to do a few things first of all to check in with the customer um and cement that relationship but also an opportunity to re-engage them with sales cycle you know i think as msps we all know that there's there's two scenarios when you get exactly the same question when everything's working great for the client and they haven't spoken to you for a while they ask why are we paying you and when things do go wrong and they've had a server outage or something's not working they're asking why are we paying you so to me that you know the qbr is a really good opportunity to demonstrate why they're paying you know show them that value um so the qbr template i show you again hugely customizable um cool so the similar risk matrix um but the table here is less focused on the details and more focused on tracking where each issue is at the moment so in this example here i've got this line for backup for example we're marking this this is gold standard it checks all the requirements no budget needs to be assigned to it um on the other so do you have a question chris no no sorry um another one for example a web dns here we might be saying that it's a security risk and it's hard to maintain our recommendation is to set up cloud flare we've ranked it as a hazard um and we're saying that there's a target here you know we want to resolve this with the client by q1 of 2022 and we could be assigning budgets to this i haven't filled um filled in the budget there but if we take the web category for example take that web dns um i can't edit it because it's what i yes i can web dns you want to assign a budget of 2 000 pounds to that sorry british currency i know it makes sense to you and i but maybe not to everyone um so the you know here we can see the web dns has has a budget assigned to it now and i think talking to clients about budgets is a much easier way of upselling way in advance without it feeling like sales because you can have that conversation with them you know when you sit down quarterly you can have that conversation and say look we need to spend 2 000 pounds at the beginning of next year doing this it's not as aggressive as putting a proposal in front of them and saying hey sign this off pay us money to do this it sounds very collaborative in reality in q1 of next year we're going to send them a proposal to do it and it's going to be broadly aligned with that budget but this gives you an opportunity to really set those expectations quite a long way in advance it also helps to hold everyone accountable both you as the msp but also your client you know if we're showing them the stuff on this list is not going to be removed from the list until it's been resolved so everyone can keep kicking cans down the road pushing it back a quarter pushing it back a quarter but your client's going to start to realize you know they're just kicking cans down the road so i think you know the qbr template we've got here helps you to keep everyone more accountable that's really good yeah so so that's kind of vcio stuff as as well right so you can go in and kind of sit down and talk to your customers about um yeah about all of that kind of stuff yeah exactly yeah it it and it's another point to just say the momentum is about way more than just creating quotes and proposals it really is about managing the sales cycle and that sales cycle happens twice it happens while first on boarding a prospect and turning them into a client but you also have to continuously re-engage them with the sales cycle um and that happens through the qbr and obviously cementum's approach to doing the qbrs is quite weighted towards the sales side of things you know talking about budgets talking about target quarters and years so that we can start to frame when we're going to get that spend dropping okay that's really cool i mean i'm unconscious of time ben um we've got about 15 minutes left on um on the scheduled um call so i don't know if anyone has any specific questions that they uh want addressed um but i mean this all looks really good there's actually a lot of things in here i didn't know that cementum did so it's kind of quite nice to to kind of see this and and and i think you you kind of hit the nail on the head earlier on you know a few minutes ago that it's it's more than just the sales sales and quoting tool right it's it's that whole um uh well it's it's a sales tool yeah so it's not just for quoting and i think a lot of people kind of um you know may see it or think about it as as purely a quoting tool and there's yeah 19 others out there of other tools that are purely quoting tools but you know this this has a lot more um a lot more functionality and flexibility um for for an msp i mean they're they're totally incomparable products you know i did the number of times i have this conversation one of our sales reps will come back to me and say hey ben um you know can you can you help articulate this to the client they're trying to compare momentum to quote works or you know they've said hey we're we're appraising cement and we're also appraising quote works connect-wise cell and quota and like well they're not comparison you know you can't compare quoting tools to a sales acceleration platform sure cementum does quoting but it's not a quoting tool it's it is a full sales platform and i think it's worth mentioning here actually that um which which we sort of didn't bring up in in the beginning is that you can actually um you know replace the entire um crm functionality of all the tasks and actually do that directly through momentum so you can either use it as a as a kind of a a quoting tool to to do your quotes and still manage all of your opportunities inside autotask um or you can just manage the entire um you know quoting life cycle all the way through uh through momentum from start to finish yeah so you know in terms of that crm here on you you can see all of these accounts i've got here i have been synced with our demo auto task environment if i make changes to these accounts here in the momentum it will update them in auto task by updating auto task it will update them in momentum so you can fully leverage the momentum as a crm and it's going to be kept properly in sync with with your psa okay that's really cool cool well i mean that's that's really good ben um i mean is there anything else in particular you should have wanted to to show on the product or yeah i mean like so the the last thing probably to look at is the the sales automation yeah i think increasingly msps are understanding that they need to automate as much as possible to be viable um and you know a lot of people have got used to being able to do certain workflows within their psas with with the service delivery side of things you know msps really understand that what they're not doing though is automating their sales cycles things like creating those follow-up calls shortly after a when a proposal has been sent call the prospect three days later send them an email four days later that kind of thing um we can also you know automate that contract creation when a proposal has been signed off automatically send out the service agreement keeps that consistency keeps you legally compliant make sure you're actually sending out the documents that your sales reps are supposed to be sending um we could send welcome onboarding emails for example you might want to say every time a hardware quote is signed off send out an email with you know with expected delivery dates that kind of thing the next steps um send out payment reminders here are just some of the the sort of demo automations that we pre-populate into accounts constantly working on new ones and if anyone's got any crazy you know crazy ideas they they think we should be providing as a default automation would love to hear about them okay and and these so i guess if you were using zomentum um predominantly as your your crm you would be running these automations out as a momentum rather than out of the psa well yeah i mean some things you might want to automate within the psa but the most of the sales stuff should be automated out of momentum you know auto task for the psas can't create a contract for you zementum can so if we have a look at this this one i was helping a client a customer with the other day to send an msa contract so all the automations are based on a trigger you can then filter them and they result in an action you know triggers and actions so the trigger here is every time a document is updated and then i'm filtering to say that i only want to trigger this when the status has changed to one and if the document is a quota or proposal so this will trigger every time a quote or proposal is what is changed to one this this automation will trigger and so what's the action we're going to create a document we're creating a a contract type document based on my benz msa contract template and we're going to then the next action is to to send it so as soon as a quote or proposal is won we're creating the contract and we're emailing that contract our signature so it's those kind of automations that just to solve things that either are slipping through the cracks or just manual tedious processes at the moment you know i suspect a lot of people they're sending out a quote in word for example they've saved it as a pdf so their proposal is a pdf they attach it to an email the customer reviews the pdf and says hey yeah we'd like to go ahead with this so then they've got to create the contract microsoft word they've got to upload it to docusign they've got to send that off to the customer you know that's like a two-hour round process getting you know getting that paperwork aligned what we can do using these sales automations is make that like a one minute process and then if we look back at that earlier average time to send a proposal is 22 minutes and we can then automate a load of the stuff that needs to happen afterwards quite literally it you know it's a 20 to 30 minute process getting a proper solid professional proposal out the door and all the associated paperwork and administrative tasks we can do it all that's really smart so i i guess then if you've got the the psa integrating with us you know where we said you can drag and drop through those those kanban cards so so if you go in and market has closed one in in order task it'll update the status to one in the momentum and then trigger that that workflow so you could still do it in order task uh you could yes um and i think what you're getting at is around the one opportunity wizard you know we don't want to be trying to bypass the one opportunity wizard sure but i guess what i mean is is the um the stage or the status that doesn't have to be changed to one from the momentum it can be changed to closed or one through the one opportunity was it in order task come back in and update cementum and then trigger that workflow so i would probably look to do it the other way we'd want to move it to one in the momentum and then we'd go to auto task and run the one opportunity wizard okay because then we never need to come back to momentum to do anything else like we've finished in momentum we've moved it to one so we might map the one stage in momentum to like a ready for you know ready for wizard stage in auto task so that you know anything sitting in that ready for wizard stage and auto task needs to go through the one opportunity wizard so something like that you know you can be quite smart with it because yeah so i would always recommend running the one opportunity wizard in all the tasks because you know it does a whole bunch of magic in the back end you know creates um recurring service contracts and adds charges to tickets and all kinds of cool stuff that it does which um you know you can't do no god help the person that tries to bypass the one opportunity wizard you know i've i've had this conversation so many times internally it's momentum i was explaining to one of our support team yesterday you know what is the one opportunity wizard and why don't we just build that functionality into cementum and i said look it does so many things in the background creates tickets creates contracts marks stuff as one like you you don't ever try and bypass the one opportunity wizard things can only break in theory though it it should be able to be done because as you say all it's doing is is it's creating a post-sale ticket it's adding charges to that ticket it's it's and the very fact that they've added to the ticket they then go into billing um and then it pushes them into procurement as well so to to be honest with you it probably isn't too much of a of a big process to run but yeah i mean you know leave it in all the tasks because they they're good at doing that they're gonna kind of have in that process running um but i really like that approach i love the fact that you can you can kind of say you know when this is one this opportunity is is is one ends momentum then just go and trigger offer you know the physical actual contract that needs to be signed and and you can kind of almost you know when you run the one opportunity was it in order task that's going to create a contract of a different kind that's going to create the the billing arrangement contract and zomentum is going to go ahead and create the legal the legal paperwork yeah and get it signed so i kind of like that approach because like you say you'd run the wow or the one opportunity wizard and then um and then once you've won that you know it'll it'll trigger it off in in momentum it'll go and create this document for the customer to sign in at the same time you'll have your your billing arrangement your your billing contract set up inside all the tasks so that's pretty cool i like that so i guess if we open up it looks like we haven't got any questions i think quite quite rightly i'm assuming everyone hears from the uk um it is nearly 8 p.m um i think i lost eight at about 11 a.m like nine hours ago i'm definitely ready for some dinner um yeah no i appreciate it so if anyone's got any questions then obviously um you know probably the best thing to do is um if anyone wants to get hold of you ben how would they do that what's what's the best way and if you want to just put up your details on the screen yeah it's probably um i was going to say if anyone in the uk doesn't know who you are then um you know where have they been for the last six months right because i think everyone knows beans better one would hope so poor poor them is all i can say well i was gonna say it's either a good thing or a bad thing but hopefully um hopefully everybody knows you as well but i mean it would be good if you could just um you know share your details that um if anyone does want to get hold of you through you know millions of um social media networks that there are there you go there's the details um so yeah hopefully um hopefully they can engage if any of the participants want to talk to me as well um i know that um you know what one of the people is already my um a customer i'm already working with so um and i think you know mike mike who we were chatting to earlier yeah i'd love to have a follow-up understand you know what what the needs are at the moment and what we can do see if we can better fit um momentum to to his business uh you know the same same approach to anyone anyone listening to this feel free drop me an email be very happy to set up a solution in call with you um and and make something happen uh or if you want me to put you in touch with someone on the sales team very happy to do that as well excellent okay well thank you very much for your time ben really appreciate it and um and and that was great and thanks to everybody who's who's attended um and uh yeah thanks very much brilliant all right thanks guys thanks ben bye everybody bye