Purpose Driven Automations

Transcript

Hi, I’m Jennifer Higgs. I built and lead the Business Solutions team here at Zimmerman. We manage the software systems, workflows, and processes throughout the agency. I’m joined today by Malcolm and Jonathan, Manager and Product Manager of the team. I’ll provide an introduction of each automation and they’ll dive into the user solutions and technical components of the automations we’re reviewing today. Let’s review the agenda. I’ll start by providing a baseline overview of our agency for a better understanding of why our automations and efficiencies are so important to our agency. Then we’ll take you through four automations that help our agency users remove administrative work from their day-to-day to help grow them as an individual, grow the teams, the department, and the agency as a whole. We realize not everyone has Fusion, so the automations we’ll review today, some are not with Fusion and are developer-based. Some do use Fusion. This is our first year implementing Fusion. Some fun facts about Zimmerman. We’re a full-service advertising agency. We cover strategy, creative, production, omnichannel media, and analytics. We signed our work front agreement in September of 2017, and we launched the program in January of 2018, meaning that our users started entering projects and requests in December of 2017. Today, in 2023, we’re in our sixth year in the system. We have over 500 concurrent users in the system. We’re over 7 million in reference IDs. We have a total of just under 120,000 projects alone in our system. That’s an average of nearly 500 new projects a week and nearly 100 new projects a day. None of this includes our nearly 40,000 standalone requests we have in the system. What does all this mean? It means we use the system a lot. We need efficient workflows, and saving even one click or one page load can have an impact when compounded day after day, week after week, and year after year. Let’s dive into our first automation we’ll review today. Project auto close. It’s a simple concept of closing out projects. Why do we need this? Some projects are opened and then not ever needed. Some projects are put on hold and then become killed, and that information doesn’t actually filter down to our project managers. Some are completed in the system, but just not closed out manually. The purpose of this automation is to clean the system of old or dead projects. So the system includes valid projects only. We also needed a means to have clean reporting and metrics in our system, both for internal and client reporting. Let’s talk about requirements. Sounds like a simple task of closing out projects, but there are multiple steps that go into properly closing out a project, and it adds up a lot of time very quickly. The automation needed to systematically validate which projects should be closed or completed, which should be marked dead, and also mark tasks NA versus complete appropriately for accurate reporting. Our success is defined as an easy and fast way to find needed items in the system by searching. No clutter in the home area or list the tasks to be completed, meaning accurate open tasks and proof lists for each user. Accurate client scopes, reporting, accurate means for resource allocation. Also, cleaning up old projects can be very heavily administrative. The automation removes this, so we have more time to focus on active projects and delivery, and it saves time and helps both our project management teams and the teams performing the work. What was our outcome? It saves an average of 10 hours per week, when on average it takes five minutes per project to manually close out a project and properly close out a project. Now I’m going to hand it over to Malcolm to dive into this more. Thank you, Jen. We created two project close automations out of a need to remove projects, tasks, and assignments from dashboards, reports, and the work list from home. From our experience with other job management systems, we knew closing projects would be a tedious task rather than a productive one. We removed the project close section, which included the review process from all of our production schedules. We believe that once all the tasks and issues were finished, the project would complete automatically. Unfortunately, it didn’t quite work that way. It’s important to acknowledge that due to the fast pace and high volume of work here at the agency, we tend to have more open projects than completed ones. Our team works efficiently, often even skipping over task or sections in order to deliver the final assets on time.

The fact is, once an asset is delivered, including its revisions, our projects are essentially complete. As we reached the end of our third year of using Workfront, we had a lot of unfinished projects. So we worked with our developers to create a non-Fusion automated solution. This enabled project managers and select account teams to complete their projects by using a Workfront project report. The automation was great and it worked flawlessly. However, with its dependence on human interaction, it became more of an end of the year auditing than we expected. Many projects remained open throughout the year. Once we acquired Fusion, we came up with a better solution. Using Fusion-based automation, we’re able to close or kill projects based on activity or rather a lack thereof. I will now pass the presentation over to Jonathan to discuss the technical aspects of both solutions. The implementation of a custom form field was designed to provide users with a simplified and controlled approach to closing out projects. The custom field offers two options, Close and Dead. By selecting Close, the automation marks open tasks as complete and resolves any outstanding issues with a complete status. Alternatively, choosing Dead prompts the system to mark open tasks as NA and cancel any existing issues associated with the project. We provided RPMs with a user-friendly dashboard that facilitates toggling the custom field as needed, both for individual projects and in bulk. Although the intent was to give the project managers the flexibility to determine when and how to close projects, the reality is that their limited bandwidth often hampers their ability to monitor each task. This is where automation with Fusion comes into play. Recognizing the need for a hands-off approach to Project Close, we integrated Fusion. Fusion automates the closure of delivered projects without relying on a user-triggered action. Our criteria for identifying projects ready to be closed were those that have remained untouched for 120 days or more. Any lack of updates, comments, or timeline adjustments indicates to us that the project has either been completed or is deemed inactive within our agency. Fusion operates based on the status of the delivery task. Each template we use contains a delivery task. If the delivery task has been marked complete within Workfront, the automation then proceeds to close out all associated tasks and issues as complete. Conversely, if the delivery task remains incomplete, the system marks the project as dead and promptly resolves any outstanding open task and issues. Now I will hand this back over to Jen that will talk through our next automation. Now we’ll review our sub-template automation. The purpose of this automation is adding revision tasks to a schedule that’s already in progress. As a means to create, track, meaning adding the correct revision number to each task, this is how we track, assign, notify, and start revisions as quickly as possible. Our requirements were to create a means for faster revision turnaround and revision tracking. Our success was defined as fewer late nights with the ability to get started on revisions right away. More time spent on production or career and skill-based growth versus task maintenance.

With this automation, we were able to turn an entire team of coordinators and admins into producers. This was a great accomplishment for the whole studio team and agency.

What were our results? It saves us 20 minutes per job, per revision of administrative work. It saves anywhere from two to six hours per day of this administrative work, depending on how many revisions hit our studio production team. To start, I’d like to clarify that the process for attaching sub-templates for revisions was intentionally carried out manually. While the creative sections of the schedules have two rounds of revisions built into the template, the studio sections do not. This is because the studio producers preferred a more hands-on approach when it came to making revisions for their studio-based sections. Thus, we developed a separate studio sub-template specifically for their use.

This sub-template only contains the studio portions of our schedules. Each task name has been modified with an R-pound to indicate revisions. To complete the process revisions, producers need to access the project and use the attached template feature to insert this sub-template into the studio sections of the schedule. They then can navigate to each task and replace the R-pound with the corresponding revision numbers, R1, R2, R3, etc. The amount of time it takes to complete this process can vary depending on workload availability, sometimes taking up to 25 minutes for the producers to finish. This process is required for every project that the studio needs to deliver an asset for. This worked out fine, until it didn’t. As work ramped up over the last couple of years, this manual process became unmanageable. Shortly after, the studio producers contacted us about an automated solution. Little did the producers know, our team was already in talks with Adobe regarding Fusion. Knowing this, it didn’t make sense to use our development team as this was purely a work front related automation. We decided that Fusion would be the answer instead. After acquiring Fusion, we considered several scenarios but ultimately settled on one solution. And this solution has been one of our Fusion’s greatest success so far. I will now pass the presentation over to Jonathan to walk through the Fusion portions. Implementing Fusion required us to consider two crucial aspects. Determining the appropriate placement for templated tasks and ensuring the correct versioning and revision process. Through careful analysis, we streamlined this process to ensure optimal outcomes. Now let’s dive into the how. This all begins with a request. To initiate the process of attaching sub-schedules, our users create studio change requests on any given project. These requests have a custom form designed to capture all essential information for both our producers and Fusion to collaborate effectively. Once the request is completed, Fusion will take over. Within Fusion, we leverage specific variables that serve as anchors for seamlessly attaching the sub-schedules to their respective locations. This strategic use of variables ensures that the process is smooth and accurate. Fusion is not only proficient in attaching sub-schedules but also manages the revision order and versioning. Fusion handles these aspects guaranteeing that the correct versions are used and the correct revisions are placed within the project’s progression timeline. Once Fusion completes its task of attaching the sub-schedules and renaming all the tasks, we promptly close out the studio change request. To ensure effective communication with the studio team, we generate a comment on that project notifying them that their tasks are ready. This step proves vital particularly for teams with varying preferences regarding their work front notification settings. Now we’ll hand this back over to Jenna who will talk through our next automation. Now we’ll take you through our Spot Review Portal automation. The purpose of this automation is to quickly access and review spots in bulk for client presentations and approvals. Our requirements included quick access and search, being able to see assets in chronological order by client, including no apps or downloads required, and also mobile friendly. Our success was defined as more time spent on client engagement, a means to create an agile account team to answer questions quickly and on demand for the client while on the phone or in meetings or presentations. To enable our clients to answer, approve, change, and provide direction right in these presentations or meetings, now that the account team had easy access to resources and quick filters for any given client at one time. Our meetings turned into show and tell meetings versus having to do necessary follow-up after. What were our results? It saves the team over 95% of time in presentations. And also when sending out assets for approvals, instead of having to search and find each project in work front, and download each and then email or send individual proofs after. Now I’ll hand it over to Malcolm to dive into this further. The spot review portal was a project that we never could have predicted its outcome. It was initially created to fulfill the needs of one team, but it ended up being a significant time saver for another team. Our team was asked to provide a way to view all spots created by our studio. One of those business requirements was to have a fast view to view all low resolution spots and the number of spots produced. Fortunately, we already had an automated solution that uploaded those files to work front, so we naturally leveraged those files. Another requirement was to have a simple way of generating links for these low resolution files to get client approval. During this process, we discovered that this tool could be utilized by our account teams. Previously, our account teams had to manually search for the low res files in work front, copy the proof link. That took about three minutes and probably about six mouse clicks. So theoretically, if this was done across 80 projects, which is not unheard of, with multiple rounds of revisions, you can conclude that this was an absolute inefficient use of time. In summary, we developed a spot review portal to streamline our approval process without any client markups or decision making tools. The portal boasts an easy user friendly interface that shows how many spots were created by the studio and which ones have been approved and sent to our distributors. Additionally, the portal allows our account team to easily filter by project number, view them, and copy a link to share all from within the same platform.

Despite the project scope expanding beyond its initial request, it ultimately proved to be an essential tool for the account teams in both their work life and productivity. I will now hand the presentation to Jonathan, who will walk through the technical aspects of the portal. The journey of each asset in the spot review portal begins with our studio teams. They initiate the process by dropping a high resolution file into designated watch folders, signaling our flipping automation to run. This automation streamlines the review process. It generates two low resolution files for each asset. One of these files is sent to Workfront, where our account teams can effectively review and approve it. The second file is sent to an online repository, ensuring our asset library remains accessible and organized. The portal also plays a critical role in monitoring assets sent to our distributors. Once the users complete a form on any given asset, this will trigger the flipping automation to run. It will send the asset to the designated distributor and stores a high resolution copy in the online repository. This process allows us to keep records of assets sent to distributors on a daily and weekly basis. The spot review portal serves as the bridge between our internal teams and our clients. The portal allows users to click on a link share button that will generate a shareable link for the teams to distribute. Tracking the number of spots created within a given day or week is essential for measuring productivity and resource allocation. With the spot review portal, we can accurately count the assets generated by our studio teams and track them by their own resources. The next step is to create a new automation portal that will track their progression in real time. I will hand this back over to Jen that will talk through our next automation. The last automation we’ll review today is creating bulk issues, requests, and projects. The purpose of this automation is to quickly open projects, requests, issues, and batch in bulk. The first two form templates include a multi-purpose Excel upload and the possibility to duplicate any object, meaning project or issue, then edit for speed. Auto-population of many form fields including mastered data per client requirements to remove that manual entry into the form fields themselves. The automation must also include any documents and all initial requirements so there’s no need to access Workfront separately at the initiation stage. Our success was measured by associates, mostly our account teams, being able to focus more time on the brief and the overall campaign strategy. This would also give them time to dedicate to coaching and growing junior level staff, versus juniors mostly being restricted to administrative work. What were our results? Now it takes 15 seconds, down from 2 minutes, to open each project or issue. That’s a savings of nearly 2 hours per day per user. Across 30 account teams this adds up very quickly. Now I’m going to hand it over to Malcolm to go through this in more detail. The batch importer tool was created to help users quickly generate projects and use their ID numbers for estimating and production purposes. When we started using Workfront, it wasn’t practical to have a team manually turn every request into a project. Look, we work on a large number of projects, so we had to come up with a solution. We developed an automated portal that utilizes Workfront templates and forms to import projects into the system. Additionally, the process is completed in batches for efficiency, hence the name batch importer. Shortly after deploying the batch importer to our agency, it quickly became a success. Our account teams were able to import projects almost immediately. With input from our project managers, we made a few template suggestions and schedule tweaks, which allowed us to create streamlined templates that were perfectly suited for the batch importer. A couple of years later, we reintroduced the batch importer with a new code base that provided us with flexibility to include documents, filter out schedules, and enhanced copying abilities. Our latest feature enables us to batch importer issues. Theoretically, our users can now generate change requests for incentive changes or price points across 80 projects at once, all within the platform. In the end, it’s important to mention we haven’t strayed away from our project request queues. Our project request queues are just as healthy and lively before and after deploying batch importer.

To us, these are two different tools that achieve the same thing and work together without any issues. It’s a real win-win scenario for the agency. I will now hand over the presentation to Jonathan who will walk through the technical aspects of the portal. Users can start by selecting the object they want to generate, either projects or issues. Upon selection, they gain access to their respective dashboards, which is dynamically set up based on their team’s access. This dynamic setup allows multiple team members to collaborate and add new items easily. From their dashboards, users have the option to create new items through a user interface or utilize a spreadsheet upload functionality for multiple entries. By clicking the add new project or add new issue button, they enter the creation process. To accommodate the diverse nature of our projects and issues, our portal enables users to select the template that they need. Only templates and forms they have access to are displayed. The portal automatically generates all the necessary custom form information based on the selected template, ensuring a smooth and consistent entry creation process. Functionality like required fields, display logic and field types align with Workfront standards, maintaining familiarity and efficiency. After completing the entry with the necessary data, it’s sent to the user’s batch import dashboard. Here, users can manage their entries, duplicate them, add more or decide to send them to Workfront for further processing. For users handling multiple entries at once, the upload from spreadsheet feature offers a time-saving solution. Users can prepare their import template with all the necessary projects and issues. The portal allows them to generate the required template from within the portal. Upon choosing the upload from spreadsheet button, the portal will validate all the information and process the spreadsheet. This will create new records in their dashboard. From this dashboard, users have the flexibility to select the projects and issues they want to push over to Workfront. They can choose all the entries in the dashboard or have a selected few. Now once everything has been pushed to Workfront, generated and created, we provide the users with an email. This email provides them with a list of all objects imported and a link to navigate to each one easily. I will now hand this presentation back over to Jen. To briefly summarize, our general automation goals are to remove administrative work for our users, providing users with more time to focus on growing and building skills for themselves and direct reports by having more time to guide and mentor, build better relationships with clients, and of course, growth of our agency as a whole. We hope it’s been helpful to see our automation examples and inspired some ideas for you within your own company. Thank you.

I loved every bit of that. As somebody who spent many years on the agency side of things, all of those examples speak to my efficiency loving heart and not a surprise. Lots of questions from the audience, so I want to jump right in. The first question, I think Jonathan, I’m going to go to you. This question is from Eileen and the question is, what is marking a task N A mean? How do you do that? Is that a custom status? Great question. So we created a custom status N A. That just means that the task was not needed within that project. So we just mark it N A, which removes it off any dashboards and allows the project to continue to flow. This can be set up in the status area within Workfront.

That’s perfect. All right. Next question, Malcolm, I’m going to throw to you. This one is from Raymond and this is the question is, will the project close automation also close the review and approval tasks within a proof? Great question. As a whole with our development team and internally with Fusion, we try not to touch any of the proofing API calls. The short answer is no, we don’t do that.

We do have the proof auto archiving after, I think, 30 days. So that might be something you want to do. And that’s done on the back end side of Workfront towards the proofing settings.

That’s helpful. Jennifer, I’m going to go to you. This one’s more of a kind of a process question. Where in the automation process does reality and user expectation wildly differ? So this happens quite a bit when our agency team members come to us and looking for a solution. There are things that always have to go into the system because we automate using data. If they’re not willing to enter any information or we have to have some sort of consistency where there’s if then statements, both of those things have to happen. We can, in order to, with them, we can make their lives a lot easier. So they, we have to be able to explain upfront what they’re going to get in return for what they may be needing to enter. And it does end up saving them time in the long run, but they also have to, we have to find a way to give them that vision. Kind of the what’s in it, what’s in it for them, making sure that they see that really clearly upfront. Setting expectations. That’s always a big one in the beginning. This one, I’m going to go Jonathan. So Jonathan, here’s a question from Robin. And the question is, what variables did you use to attach the sub template to the correct parent or summary task? Thank you. I was muted. Sorry. So when it comes to that process within the revision template, they have to put in what is the version if it’s applicable and what is the revision number. So we use those two pieces of information to search the project to find any existing tasks that match that version number and the subsequent revision number. If we find it, we place it to where it needs to go using the version as the parent. If we don’t find it, we throw it at the bottom end of our studio parent, which means it should live within that lifecycle. Got it. Okay. This one, I’m not sure who wants to take this one so you guys can just jump out at whoever wants it. But this one is around, are there plans to automate the in progress at risk in trouble feature to change the status if tasks are not completed on time? I can start. Oh, go ahead, Malcolm. So those are features that we don’t really utilize or measure in Workfront, especially at the project level. We work so, so fast here is usually when something gets open and needs to be completed that very same day or a couple of days later. So, yeah. Jenna, if there’s something you want to add to that. We do find other means of reporting. We do a lot of reporting through automation outside of the system to start looking at what’s happening when, whether it’s our automations outside the system or even using fusion, we’re using a lot of our tasks and deliveries for those items instead to create our own means for addressing if something was at risk, if there were delays, where were those delays being held up. So then we can help change what our durations, planned hours, all of that is going forward and also set some more agency expectations and guidelines, whether it be internal or with our clients.

I think it’s a good reminder that measuring success, obviously it varies, right? Company to company, how one organization might look at one particular field and say, this is what we measure on. This is our kind of velocity or success metrics that can vary organization to organization. So it’s not that you guys aren’t looking at that. It’s just you’re looking at them in different ways. Exactly. Jennifer, I’m going to keep you on the line and ask a question for you. This one is around fusion. And the question is, why would your team use fusion over a development team if they have more coding experience? So great question. We started without fusion. We started in the, in the using Workfront six years ago at this point, as you probably just learned. So fusion wasn’t around. We did a lot of development based automations, not just within Workfront, but to connect other processes within the agency and to make things speed up a lot faster. So we started that way. And then there were so many other automations that came into play, whether it be in Workfront, outside of Workfront, security, infrastructure types of automations that were taking up our developers time. Fusion was a great add to our agency because it allows us to build our own automation. So we weren’t reliant on another team or the developers timeframes and lifecycles. So that helped us quite a bit. I imagine you were able to, if you need to make any adjustments to those, having that in-house is also kind of nice. Yeah, absolutely. That’s how we treat all of our automations or phased approach. So no matter where we start, we address that upfront and we say, we’re going to start here. This is our phase one. We’re going to see how it’s used, what roadblocks come in and how we’re going to keep evolving those into different phases. Because we may have plans for those phases outside of the first iteration, but those could change. A lot of deliverables within the agency and the company change, a lot of client asks, technology changes. And so we consistently keep improving them. We’ve heard that in a couple of different sessions today of kind of thinking about where to start, but then knowing that it’s an iterative process. It’s never really a one and done. You always have to keep evolving. All right. This one is a question again, I’ll have to ask you guys to jump in whoever wants it. But this one came in and said, do you have any automation that closes outstanding proof approvals if a project is delivered or closed or killed? I could take that. That’s a continuation sort of of the last question.

As far as document approvals, no, we don’t have any of those. We don’t use document approvals. We only use proofing approvals. And like I said earlier, we just set the archive to, I think, 30 days and it just closes that out and it removes it from our creative home area. Got it. Okay. And then there was a question from Heather and I’ll be honest, I don’t remember when this was referenced, so you guys tell me if this is familiar, but Heather asks, what do you mean by a portal and how is that set up? Jonathan, do you want to take that or do you want to jump in? In our agency, when we reference a portal, it’s just an external application that we either developed or designed that just allows users to see data and react to data quicker than maybe using the Workfront UI. So when we say portal, it’s just a reference to an application or web page. Got it. Kind of more of an internal process and internal naming. All right. A couple more questions, but please do remember if you have questions for these folks, add them to that Q&A area. We are doing our best to keep an eye on chat, but I know chat can, we can’t always see the questions there. So if you want our presenters to answer a question, please do put them into that Q&A area.

My next question is going to be, I’ll share this with Malcolm, but anybody, honestly, I think a few of you guys might have some thoughts on this one. Which is how does your team determine priorities for automations? Great question. A lot of that is kind of surrounding what, like, how is that going to be efficient for the user? What impacts is that going to have across all the different teams who that automation is going to touch? And, you know, it also depends on the business requirements of the, of that automation too. So based off of that, we tend to determine what the priorities are, right? If it’s low hanging fruit, then maybe we might push that off just a little bit and deal with the bigger projects that are coming down the pipeline or the automations that we’re already working on.

Awesome. I don’t know if anybody else, if Jennifer, you had anything to add there? Malcolm did a great job of summarizing. Okay, perfect. There’s a question from Tanya in chat. The batch importer sounds very helpful. Do users use it to create projects from issues or requests that are assigned to them? Do your project managers manage one deliverable per project or multiple deliverables within one project? I could probably take this one on. So we created the batch importer to be pretty much universal. So to answer the question, our project managers can manage one deliverable or many. So it’s, we don’t have a set structure into how many deliverables they need to manage per project. And in the batch importer, users can create issues and requests, or they can create projects from any issue or request. So we give them the flexibility of to work how they want to work. So we do have a fast moving agency. So some team members put in requests, some people need projects open immediately to start working and get into production. So it’s a lot of moving pieces. And then I’ll just add on there. It’s not necessarily the project managers opening the projects. We have teams that are doing the, they get the intake of what the work is that’s coming. And then it feeds to the project managers through that batch project importer. That’s super helpful. I think there’s a lot of, when I saw that, I know I was really interested in that batch process as well. That’s really neat. All right. Time for a couple more questions. So this one’s going to be a bit of a combo question. So Jennifer, I’m going to start with you on what’s next for you. When you kind of look out in the next year or even beyond, or you could wave a magic wand and say, I wish I could have today. What’s on that roadmap? And I’ll pause there and say, Malcolm and Jonathan, I’m coming to you guys next. And less about roadmap, but curious if you have any advice for folks. So think about that. If you have any advice for people that are just getting started with automation. So I’ll let Jennifer go first while you guys think about that advice question.

So as far as what’s coming next, we just implemented Fusion this last year and we’re just starting with it. There are quite a few automations that we’ll have that are within Workfront. And now we’re actually going to be using the Fusion automation and connecting with other applications. We’ve already started playing with this and have a lot of great ideas. So as far as us being a creative agency and a media agency, we have a brand new media system. We’ll be connecting with that for statuses and bringing that, cording that over into our Workfront project schedules to match back with when the creative system was created. And to match back with when the creative is due. That’s one of the things that we have in mind for that. Another one is a way to look at creative in terms of pictures and movable pictures, whether it be for social media requests, whether it be for creative pitches of sorts, and we’ll be connecting that with an application. We’ll be connecting Workfront with an application that we use for those picture type, calendar type systems that we use today. So connecting Workfront and using that as the one source of truth going forward, just as we have it today to connect with these other applications, whether they’re homegrown or there are other systems that we’re purchasing from other vendors. So I’m really looking forward to expanding on our use of Fusion outside of Workfront as well and that connection back to it.

I love that. We heard that a lot in our first presentation with Dale when he was talking about kind of connecting in with other systems and having that source of truth. So I love hearing that. How about we go Malcolm and then Jonathan, any advice for folks sitting in, not doing a lot of automations? Where could they start? Easily, you can start at the Experience League, right? If you are planning to look at Fusion, you don’t need a license to just look at the Experience League stuff. So I would direct anyone there and just look at the examples and the exercises that they have there. You don’t need a lot of coding experience to use Fusion. And we are a testament to that.

Amazing. Jonathan, how about you? I would say automation comes off as intimidating, but start small, start basic. What are you trying to accomplish? What is it going to solve? Who is it going to affect and what is the good outcome and what is the bad? Because there’s goods and bads to many things. So it’s just get in there. It’s always fun to see it grow and the end users are going to love it when you take those tasks that they do that are mundane and not truly valued and allow them to develop into a rock star on their team. You’re elevating them into hero status. I hate to do it. We are out of time and I knew this would happen because there’s always more questions. But thank you guys, all three of you, for being here and sharing your time and sharing these tips.