webinar here. So today’s webinar topic is enhancing intake orchestration and
project management. This is a joint venture here between focal point whom I represent and market dojo representing
my friend Ben here. So we’re very pleased to to bring this subject matter to you folks today. We’re going to have
a lot of back and forth, a lot of dialogue and talking. So as we do that, if you have questions, please make sure
you pop those in the chat panel here on the live stream and our moderator will get those over to us and we’ll be sure
to answer those. So, we’re really excited about this and we’re going to push ourselves forward into the agenda now.
All right, here’s the topics. We got an action-packed 30 minutes for you. Here’s what we’re going to be covering. So,
first of all, like you may not know necessarily who we are. So, we’re going to introduce ourselves. Who is Focal Point? Who is Market Dojo? Kind of get
that out of the way. And then we’re going to start talking about why our partnership matters. Once you understand a little bit more about who we are and
then who market Dojo is and sort of our solution set then it’ll start to make sense like why our partnership is so so
important into the market in the procure tech space particularly as it pertains to this intake and orchestration. So
then we’re going to fast forward a little bit into the value talking about the value of the strategic orchestration and sourcing married together here. And
then we’re going to talk about a use case for a customer of one of ours and then a joint client and then talk about
strategic opportunities that are available as part of this intake and orchestration married together with sourcing solutions. And then lastly, we
will try to put a little bit of time toward the end for some Q&A. All right. So I’m going to go ahead and
let my friend Ben here introduce himself and then I’ll do the same for me. Brilliant. Thank you so much, Zach, and
thank you for uh having the time for me today and and uh really excited to be going through the topics you’ve just
covered there. So, hi. Uh I’m I’m Ben Harvey. Uh I am the senior product manager for Market Dojo based out of uh
an unusually sunny and warm UK uh this Thursday afternoon for us. Um I have
been with the company uh six years now, I believe. And the company itself’s been running for for 13 or so focusing on
procurement solutions, an array of uh modular solutions with our wheelhouse being esourcing and that’s the bulk of
what we’re going to talk about today. So we’re started by procurement professionals and I built off from there with our on demand solutions. So yep,
really excited to be talking through this this partnership today and Zach, I think a lot of people probably know you, but do you want to give two things about
yourself? Yeah, absolutely. So hey everybody, I’m Zach Bolt. You’ve already heard my
voice, but now you got a name to go along with it. I’m the SVP of product strategy and operations here at Focal
Point. We are a leading intake and orchestration solution. Kind of a hot topic in the market right now. I’ve been
on board here for three years. Been a procurement tech though for a minute about 15 years and I’ve done different
JAGs at procurement technology organizations as well as done a good bit of consulting uh on procurement
technology and transformation. So focal point, we’re an AI powered procurement management platform. Think about us as
as an orchestration solution. We do request intake. We do orchestration. We do procurement project management. And
we link out and connect systems and technologies and people all together and
enable you to collaborate cross team, cross individual, cross groups, cross product. And that lets us help you
maximize the value out of the investments that you’ve already got in procurement tech and help fill in the white space. So I’m very pleased to uh
to have the opportunity to speak here today. And on these webinars, you don’t often get the opportunity to have two
product people on talking about this. So Ben knows more, he’s forgotten more about Market Dojo than I’ll probably
ever know. And then on on our side, you’ve got me who leads kind of the overall product strategy. So you’re going to get a lot of detail and
information on on on how to productize and and centralize it around that. So we’re going to jump on in. Ben’s got a
few slides. He’s going to talk through here that I think you’re going to find really impactful.
Yeah. Yes. So I wanted to give some context around um the way that we see uh procurement solutions moving uh and to
maybe echo some of the things that the people yourselves on the call uh may be experiencing within within your uh teams
uh and to let you know what kind of the wider market is thinking about. Um this
is how we decide what we’re going to develop next. Uh I’m sure Zach’s doing similar things on his side as well and
it’s where this partnership kind of came out from is is looking at you know general trends on what people are
looking to achieve from their solutions in the modern age. So this a report from Gartner. I’m just going to touch on uh a
couple of key points but but the the two to really point out is that innovation seems to be a much larger theme for
procurement teams at the moment. What are they looking to get out of things from 2025 all the way through to 2030?
You can see the innovation over half of procurement teams are looking for to drive forward and to have solutions that
are driving forward innovation and uh that they can lean on. There’s a little bit more on that on the next slide as
well. And then on the cost reduction side continues to be um a hot topic perhaps going forward. people are
looking uh you know there’s a real focus on cost reduction now and and I’m sure there will be in indefinitely going
forward but slightly more roll back when compared to okay well let’s try and streamline things maybe reduce cost in
that way by uh increasing efficiency as it were you know what’s interesting about this slide here and and I like the one that
you’ve got circled there around innovation that’s honestly higher up than I would have thought it would have been rated as well myself if I had been
looking at this survey and said hey how are procurement people going to rate this and and I think what’s what’s instructive about that is like it it
signals I think a cultural shift um that we we’re seeing in the culture abroad but then inside of of organizations and
procurement wants to be seen as I I I I I hesitate to say cool uh I won’t use
that term but but but more uh as as a as a thought leadership center as an innovative center to help people find
better solutions and then they’re looking at starting and doing it themselves in within their own tech stacks and how can we modernize how can
bring more innovation. How can we give our customers in the business a better experience in working with us? And and
with what we do, I I hear that all the time. And so it’s when I hear those conversations, it’s no surprise that innovation falls up there that high,
which is great news for companies like Dojo and for Focal Point who are on the cutting edge of innovating with AI
embedded into sourcing processes and then orchestration and tying things together and helping you maximize value
out of investments that you’ve already got. That’s innovative right there. So that’s something that really stands out to me, Ben, on the on this slide.
Yeah. And if we go on to the go on to the next slide, you can see what those kind of trends look like and what what
priorities are people looking at going forward. So we’re talking about innovation. What what are the innovation could mean a lot of things. What are
teams looking at in terms of their their top priorities? Uh and AI as you’ve mentioned a hot topic. You can’t go
through a product webinar in 2025 without mentioning AI at least a few times. So clearly there’s an investment
and a drive towards using AI technologies. Uh whether that is on the front end kind of uh determining what to
do next or or or lagging in in the sense of reviewing what’s already been done and making sure that efficiency is as
good as it can be. Um so those those are what the other two kind of touch on is that is that review of what’s been
happening to try and increase efficiency whether that’s through AI or other solutions. So access to that data, data
lakes and and more powerful reporting people are always looking for um and just looking to get the most out of
their solutions uh that they have today. And this is where a partnership like ours um allows people to get the most
out of both of our solutions without kind of being siloed between one and the other. And it’s why as we’re looking
always to enhance that kind of uh uh suite that we can provide and and make sure that we are bolstering the
procurement teams as much as possible. Yeah, I think probably the only time I’m going to mention AI here is to say that
I’m not going to mention AI. I’m actually going to make a comment on the other the other two points here.
Investing in data and analytics technologies. But what I’m finding is that is that the market is expecting
people or or products. They don’t want to necessarily have to go buy new analytics tech. They already got it.
They’re looking for analytics to be embedded in the new tech that they’re buying and stuff that is predictive and
stuff that is uh provides meaningful and impactful insights and how they can continue to innovate and to transform
and to run their businesses better. And then on the upgrade and the use of of uh
optimization of of current technologies, one thing that that the orchestration layer that that we offer at focal point
enables people to do is I talk to people all the time that are almost despondent about you know we’ve already got this
tech and this tech and you know they don’t talk to each other and we just can’t seem to get there. Now there’s a solution in the market that enables you
to okay you’re locked into contracts that’s okay. we can optimize that whole process and drive a value chain through
it to help you incre improve your overall experience through the use of of orchestration solutions which you know
market dojo is connected into that as well and so being able to get the most out of the tech that you’ve already
gotten drive adoption so that you maximize and hopefully increase the ROI of solutions you’ve already invested in
that’s part of the extended business case of an orchestration uh application
absolutely uh and if we go on to the the Next slide you can actually see what what do people expect to get out of
that. So you know what are the tangible um reasons that people are moving in and looking at getting more out of their
existing systems. So um the object is a written kind of detail on the left but on the right hand side you can see what
you can expect to achieve um by doing more techdriven procurement and making
sure that you’re getting the most out of your of your platform. So from a variety of reports we’ve we’ve put together into
a pathfinder report from market dojo site um you can see cost savings you can expect to get that from increased
efficiency more access to um different categories or what have you and just
streamlining the process reducing human error is huge. So more automation uh
throughout the entirety of the procurement workflow. Um we’ve got some uh now automatic creation of events that
just removes that human error entirely. You set things up once in the first instance and then it’s done for for
life, right? Um as well as you know what comes with cost savings is the cycle time uh reduction as well and then
increased efficiency alongside that. Um so versions on a theme there the kind of cost, the cycle time, the efficiency,
they all go hand inhand with one another. What you’re looking for is less time to be wasted through your procurement function so that they’re
doing the right things with with the right tools. Let me ask you a question, Ben, and I don’t mean to put you on the spot here.
I’m going to have a comment on on focal points, uh, part of our our value lever and ROI, and then I’ll drill down to how
we productize that. But let me ask you a question on Market Dojo with your sourcing app specifically, which we’re discussing here that’s deeply integrated
into our platform. Yeah. What what what do your clients tell you in terms of like savings with
the throughput of the categories that they’re doing? What are they getting as opposed to where they were before to the
market dojo solution, which I love. It’s so easy to use. I mean, anybody can do it. Even a caveman can use Market Dojo.
And so, what are your clients telling you in terms of percentage savings that they’re getting back? If you’ve got a number ready to hand, throw that at me,
please. Yeah, so we we tend to be pretty category agnostic. uh we are an on demand solution so we open ourselves up
to to anyone who wants to use us. There’s there’s um public and private uh features as and when people see fit, but
across the board we’re expecting typically a 16% savings. Um obviously
depending on the kind of uh market you’re in, there’s more access to different savings, but across the board,
you know, um the kind of stats we’ve run, 16% is typical of what we expect to see run through the tool, which is, you
know, a massive return on on investment for us. Uh all our pricing is available online so you can you can figure out
very quickly uh how you how quickly you can return that uh ROI on your investment with us. But
but that’s huge Ben. That’s huge. Now I’m going to add a layer on top of that. Okay. So 16% kind of a blended you know
blended category agnostic ROI of 16%. Okay fantastic. And then you think about so our clients
tell us that when they implement focal point they gain per FTE in their sourcing organizations 20 to 30% of
their time back. Okay. So let’s say 20. That’s a day a week. All right. How much
more spend are you able to touch? How many more categories are you able to take to market? How much risk can you
mitigate with that? So our business case at least partially is is predicated on that. When you blend those two numbers
together, the ROI, the business case for the two solutions combined, I mean, just
goes, it’s not even it’s not additive math, it’s multiplicative math on on the ROI. It’s just it’s literally a
no-brainer business case to do this. And you know, y’all have used our solution. You you know, you love it. We’ve used
yours. Love it. It’s, you know, we’re combined. We’re so easy to use. It’s just it’s almost a brain dead sort of
sort of business case in my view. Yeah. If we uh if we go on to the next slide, actually, we can talk about um
the different stages of of where you might find yourselves uh listening to this discussion. Maybe you’re at the
very uh what we’ve been developing are these kind of maturity levels about where where you might be within your
teams. At the very at the very bottom, you’re looking at running everything through email and and uh Excel and
sending things out manually that way. And obviously, there’s an initial saving to be made straight away by by uh
digitizing and and opening up the visibility and and making sure that uh well, things will be running much more
efficiently, much clearer uh and you can open yourselves up to more suppliers immediately.
right up to the very top end where we’re talking about um automation on the event creation side in in market dojo where
you know if you’re particularly for direct spend um you can set up an event in three you know you select I’m
sourcing in this area for this amount for this category uh and it creates your event for you um through to things like
this partnership right so making sure you’re getting the maximum out of all your solutions comes with that level of
procurement maturity so as you start to build uh get more comfortable with digitization. You you can’t eat the
elephant all at once. It’s one bite at a time. Um so, you know, stage iterations,
making sure that first you got the digitization in place, but now perhaps you’re on board with focal point, maybe you’re on board with market dojo, you
can start to get the most most functionality out of those systems. Um as well as linking the two together,
obviously. I I wonder Zach if um what are the kind of higher level things that
people might be expecting to get out of focal point that that perhaps those who first come on aren’t looking at or or
what are the similar trends you see in your solution as to you know people who have just started to digitize versus
those who are are very practiced. Yeah, that’s a great question. So here’s
what I’ve observed. So people come to the table and they have these these uh wild aspirations and you know fully
integrated processes and the reality is that it takes time and people’s time and
your own IT staff’s time and buy in from the organization and then what I find is when we start double clicking into like
implementation of orchestration processes people start uncovering the gaps in their own process and they
realize hey we don’t have this fully buttoned up. I’ve just got a process flow that we’ve been working through for
a proof of concept for a massive PE firm and I’m looking at I’m like yeah you’ve actually got gaps in your processes here
and we’ve got to figure these things out. So you know to I don’t want to use a a tired and trite phrase but you know
crawl walk and run. You start where you are. You can’t start where you’re not and then have realistic expectations on
on where you need where you want to get to and how long it’s going to take to get there. Listen to your listen to your consultants to which you know like the
people that implement Dojo and the people that implement Focal Point. We do this all the time. Listen to our advice.
Probably don’t think you’re going to have a fully integrated like with all of your your your core backend systems and all your processes fully integrated on
day one. That’s a noble goal, but probably not going to get there. And and start with with things that are going to drive high ROI and quick wins. Start
there and then and then we’ll build from there. Perfect. Um okay. uh the final the kind
of slide setting the scene as it were before we we go and chat through some of the things that we can we can provide is
uh where where are people on this journey. So as you mentioned Zach everyone wants to get right to the end but but where are companies on that kind
of journey into um bringing about maturity within their businesses. So few different studies here that we’ve been
able to pull from. So Deote looked at um 50% of procurement teams are still
relying on email and spreadsheets. Obviously I think of those a huge significant portion would want to get off that and start to move towards a
digitized solution to improve efficiency oversight what have you further to that 60% on top aren’t
advanced enough in the digitization that they have done so of the remaining 50 you know an even smaller proportion are
happy with where they’re at and then further to that an even larger portion of procurement teams are doing something
to improve their current standing right so 74% according to Gartner um surveying CEOs and procurement teams
looking at okay 74% of teams have got some kind of initiative in place to push
things forward um so that’s what we’re hoping to provide both through our individual solutions and this and this
joint solution as well um is giving you access to pushing pushing forward efficiency um throughout throughout your
All right. So, let’s talk a little bit about some of the benefits here of the the
partnership between Focal Point and and Market Dojo. I’m going to take this first bullet point here and and speak
about it a little bit. We’ve got half a dozen of these here. So, we’ll be chatting through these over the course of the next several minutes. So,
streamline request management. one of the one of the key values here in the in
the partnership intake and orchestration has become I mean it is the hot topic in
the market and over the last 10 or 12 years I’ve watched different waves of technology come to the four it’s and you
know and sourcing will jump up and then it’s CLM then it’s supplier management then it’s risk and performance and whatever uh so intake and orchestration
is certainly having its its day right now in the market terms of buzz and streamlining that request management
experience what does that mean that means providing a much more consumerra
experience on their front end for business requesters to engage with the procurement organization than they have
today. Even if you have implemented a a procure to pay solution in my view and
having watched these things emerge and develop over the over the years they’ve almost become a parody of themselves.
They start out, oh, we’re super simple and then they start, they just get more and more complex and feature bloat takes
over and then finally you have something that looks just like the stuff that you replaced originally did. That’s where I
see a lot of the legacy source to pay vendors at. So this the the our model is to do a really streamlined, super simple
approach, guide the user through and that’s where the advent of AI organizations like ours have that advantage because AI wasn’t ubiquitous a
few years ago like it is now. And we’ve reached a point where we can embed reliably embed artificial intelligence.
I said I wasn’t going to mention it and I did. But can reliably embed artificial intelligence in the front end to guide
the users through the entire process and procedure as an assistant to help them
get their requests through and be a shepherd to as well as someone called alongside to help them. So streamlining
that process just smooths out that motion to getting things in and then ultimately helps that better user
experience which goes back to that concept of innovation and procurement that we talked about a little bit earlier. We bring that to the table as
part of our joint partnership here. Then I’ll let you take bullet point number two here.
Sure. So, uh, on both sides of the system, we’re looking at reducing the amount of risk that is, um, hitting your
departments, especially in these, um, yeah, high-risk times and and adapting
to the supply chain changes that are coming, uh, thick and fast at the
moment. Um, the best way to achieve that is through a stable and deep supply
chain in terms of your sourcing solutions as well as having total oversight of what’s going on. to touch
back on on what Zach just talked about. Um if you don’t have an easy to use solution, everything else goes out the
window because you won’t get the uptake, right? So it’s about getting the your teams invested in what you’re doing. So
reducing the risk on that side, making sure all your all your um for us sourcing for your sales requests and
what have projects are going through a tool. It’s total oversight and reduce risk that way. And then through things
like supplier discovery on our end, you’ve got the um ability to strengthen your supply chain, right? So go out and
ask them questions, get those questions scored by experts within your within your team um and ensure that they’re
meeting the the standards that you require and that in case should it be that one company you’re no longer able
to work with, hey, there’s another one you can go out and source straight away available to you. all tracked through
the project solution on the on the focal point side so that you’ve got total oversight on on what activity is
happening there uh in terms of uh scalability. Zach, what what have you
got to say on that? Yeah, so before I answer that, I got a question that’s come in here on on LinkedIn. So I’m going to read that up
for us and then I’ll answer that question and uh and then I’ll I’ll talk about the future proofing on the
scalability bullet point there. So the question that I have on LinkedIn here from the audience is at what cost to
have advanced AI with full integration and high scalability. That’s a good question. You know, we’ve seen the cost
of of of and I assume you mean like just the the the processing costs and what
what it costs to uh uh run the solution, you know, and have that embedded. We’ve seen the cost come down so much over the
p for for AI over the course of the past 12 to 16 months that it’s become something I won’t use the term nominal,
but it’s become something that’s that’s certainly uh is not going to be too much
of a cost impact that you you’re uncomfortable doing it. It’s something that we we tend now to to sort of just
from like I’m talking focal point speak here. We tend to sort of just fold it into the cost of our uh of our
application solution. If you pay on you pay on a subscription basis of course we tend to just sort of fold that into the
cost of the solution and it’s sort of it’s just built right in and it’s
nothing that’s going to really knock the price up because the cost of of actually running the AI has come down dramatically. So hopefully if I didn’t
answer your question entirely, just please uh you know put a follow-up here and I’ll be glad to follow up with you. All right. So in terms of future
proofing and scalability, Ben, um this comes back to to that innovation and you’re dealing with two companies here
that innovate very very heavily and are constantly bringing new features and innovations to the market. And so
jointly, I’m not I don’t feel comfortable going as far as to say some of the pundit class that you know what
we’re doing here is going to completely supplant source to pay by, you know, 2028. I don’t honestly think that’s the case, but you know, you you are on the
cutting edge of emergent technology that I believe is going to be a wave of the future if not replacing deep so deeply
embedded into the source to pay motion that it’s going to become something that’s obligatory and intake
orchestration and combined with sourcing like we’re doing here will go from a nice to have in 2025 to the extent that
it even still is to a mustave by 26 or 27 in my view. So by making these
investments now I think you’re you’re futurep proofing yourselves in terms of locking in the ability to continue to
innovate and to glom on to what uh innovative corporations are doing. So Ben I’ll let you take forward enhanced
team collaboration here a little bit and and talk to us about that what that means from you know from your perspective.
Sure. So um we’ve got a variety of different ways that you can get collaboration within the tool. So we
have um scoring. So go out and ask your suppliers for a variety of different questions, questionnaires, whatever you
see fit, and get scoring back from what a team and individuals, make sure that the experts are uh vetting these
suppliers for the correct questions. I know on the focal point side, you got the collaboration effort there as well
to review the activity and those can be automatically pushed through onto the market dojo side as well to keep that
flow flow going. In terms of I’m actually going to relate it back to the question as well. We we have a variety
of different tiers that that people can buy in terms of their sourcing license. Um the middle one is really focused on
collaboration and and things like um AI generation of things. We have AI generation of questionnaires just to
improve that efficiency throughout the process as well as building on okay well now I need someone to vet this thing and
ensure that it’s accurate. Um so that when it does go out to market you’re certain that you’re sending out a thing
that’s airtight. again reducing risk uh as well as hopefully uh producing cost
savings. Zach, if you can touch on that. Yeah, here’s what I’m going to do. I realize in as we review these, I probably should let you do the cost
savings one and I’ll take collaboration. So, let’s do it. I I’ll make one remark here. Sure. With orchestration, that’s part of what
it’s all about. It’s not just tying systems, it’s tying teams of people, whether they’re in procurement and
sourcing or it’s in IT and security and risk and finance and whatever. It’s all
about literally conceptually it is about tying people together so that they can collaborate not just internally but also
back with the business and then out with your supply base as well. So that’s really what focal point is all about as
a solution and then we we folded market dojo into that which also has a heavy collaborative element as well. Ben, I’ll
let you take cost savings since there’s such a hard ROI I think associated with what you guys do.
Thank you. Um, yeah, we we this is really what we pride ourselves on. So, we have a a variety of different ways on
what is essentially getting the most competition out of your supply chain, right? So, whether that’s through an RFQ or multiple rounds of RFQ, a host of
different auction types, um, we’ve got a variety of different solutions that can drive savings in in the right manner. So
for for perhaps not very deep supply chains, Japanese auctions perhaps for deeper supply chains, more open
auctions, whatever it may be, they’ll all add up to that 16% um overall
saving. Um on top of that, it’s also about knowing where to save, right? So
so through this partnership, it’s easier to get access to uh those uh areas where
perhaps you know you weren’t looking to save before. perhaps on the indirect spend or or on that tail spend. It’s
quite hard to keep track and to get everyone using a solution that they can drive savings through. So this
partnership also opens that up by giving the wider business access a route through to this sourcing that can drive
cost savings through through both solutions. Fantastic. So I’ll take effortless
compliance here. Again, part of orchestration is building modeling business processes in a technology
solution that then guides the entire user base, whether it starts on the front end with intake or it’s all the
way through your end number of departments that need to be engaged, legal, finance, IT and security, etc.
Everybody is brought in and provided with the right information at the right time to make the right decision for the
company. That’s what orchestration’s all about. And so we drive that effortless compliance because the process is built
in and it’s paint by numbers. You follow this and you’ve got a single pane of glass upon which you can look and see
and visualize everything that’s going on with any demand within the business. Whether it’s something out of a request,
something that you plan strategically in procurement, you’re executing it and everybody’s following the same processes
and procedures. So we’ll move on to the next slide here and talk about a use case. this a real client here between uh
the two of us focal point and market dojo very pleased to bring joint clients
into the market and have be able to talk about these. So in this case this was actually a replacement for scout RFP.
Market Dojo had this the RFP engine that we were able to do and focal point added on top of it the intake the contract
management as well as the uh orchestration components to tie everything together across that request
to sourcing the contract motion that needed to be done. So this is a major retailer about two and a half three
billion dollars worth of revenue annually. So it’s a nicesized company uh for both of us actually that enable us
to really kind of get in and do do something I think incredible actually to replace and not only replace but add
value on top of the original investment that they had in in scout which is now
of course workday strategic sourcing. So um we we we did a lot of stuff here. We
we got this implemented in a relatively short period of time and gave them an overall better experience. We were able
to simplify their workflow processes, provide greater transparency and visibility than they had previously uh
because the way the orchestration layer works, you just naturally provide that greater transparency and then have
dramatically reduced the amount of manual labor that they were having to do. even with what was a I’ll call it a
legacy integrated fully integrated solution with with scout we were able to do a lot get them miles down the road in
terms of automation Ben you may have a comment here and then we’ll be wrapping up with any further questions yeah I
think it’s what you touched on earlier that that there there’s a level of um perhaps clunkiness to those kind of solutions that we can um better
ourselves from and and the intuitive UI across both platforms I think has been a real breath of fresh air for them
obviously on our side they’ve seen they’ve seen the savings continue. They’re already with us, but they’ve seen the savings continue and slightly
increase since since the partnership was brought in. And the best thing is they can link the two, right? That sourcing
activity, where did it come from? Oh, okay. There there’s the initial request in focal point. You’ve got that clear
auditability from start to finish on on where your activity is coming from. So, yep, they’re happy. We’re happy. Um,
more of the same, please. Absolutely. All right. So, we’re right at the bottom of the hour. If you do have any questions, be feel free to pop
those into the chat here and we’ll um we’ll answer those here. Uh if you don’t, uh fantastic. I think the
recording is going to be going out after this. So, if you want to listen, we’d love to engage with you. So, our contact information is going to be provided uh
between Ben and myself and then with our our two mutually respective companies. Uh we would love to engage with you and
have a deeper conversation, talk about how we can drive this type of innovation, our return on investment and transformation inside your procurement
organizations. We thank you so much, Ben. I want to thank you for taking some time today. Amazing time. Really enjoyed
it. Cheers. You too. Thank you very much all. Been lovely to speak to you. Right. Thanks. Bye-bye. Bye-bye.
