Name: Your GTM will keep evolving, can your billing keep up?
Uploaded: 2026-09-23T17:21:10.073Z
Duration: 44 min 15 s
Description: Your GTM will keep evolving, can your billing keep up?

Transcript for "Your GTM will keep evolving, can your billing keep up?": Okay. Thanks everybody for joining. We'll give, just a little bit here before we get started. So grab your coffee, a a bite to eat, a snack, and we'll get going in in just a little bit here. Okay. We'll get going. We'll get started here. So welcome, everyone. Thanks for joining us today for this webinar with Zone and Co and Bridgepoint Consulting. Go to market keeps getting more creative. New pricing models, usage based billing, bundled offers, and finance teams are the ones left trying to make it all work inside of NetSuite. So that's exactly why we're excited about this pairing. That Zone and Co brings the native billing and revenue automation. Bridgepoint brings the NetSuite implementation expertise to make it real for your business. Today, we'll walk through how these creative go to market strategies translate into billing complexity and how you can solve for it without adding headcount or spreadsheets. We'll leave time for q and a at the end, so wrap the questions in the chat as we go. My name is Ross Stevens. I'm a area vice president here at Bridgepoint. I work with our clients to implement NetSuite, optimize their current NetSuite instance, and also provide ongoing managed support. Hi, everyone. I'm Ceilidh Evans. I'm the strategic alliances manager here for North America. So I actually partner with Bridgepoint and our implementation and referral partners. Really excited to join this conversation. It's an extremely important one, and excited to answer any questions that you guys have. Hi. I'm Eric Downs. I'm a director slash solution architect at Bridgepoint and have had a great partnership with Zone and Co over the years and really looking forward to this discussion and all the questions that come of it. Goodspeed, everybody. I'm Jim McCarthy with Zone and Co, a senior account executive, really helping companies deliver operational excellence when it comes to streamlining streamlining streamlining quote to cash, account by trade, and definitely looking forward to our conversation today. Hi, everyone. Jonny Mesward. I am our technical person on the call today. I'll be showing you the product, and my role is to to help companies like yourselves evaluate our tool and get into the weeds of things. So it's it's nice to meet you all. Johnny, I'll be throwing all the hard questions at you. Please do. To get started here, a little bit about Bridgepoint. We're a full service NetSuite practice, 100% committed to NetSuite. We're known to support our focus across other ERPs. We were founded in 1999 and headquartered in Chicago with offices across North America. We've delivered over 800 NetSuite projects, including 400 plus implementations, net new implementations, and also globally across 35 countries. We bring NetSuite certified technical and functional consultants, solution architecture, complex integrations, business intelligence, and analytics expertise, as well as Zone and Co Solutions that we'll talk about today. With deep industry focus across software services, distribution, manufacturing, construction, field service, health care, and financial services. We're also proud to be recognized as an award winning MedSuite alliance partner. Awesome. Thank you for that, Ross. And I'll just add to, you know, you guys are a phenomenal partner of ours, especially on the Zone Billing side. You guys are a certified Zone Billing implementation partner. So that makes this conversation that much more exciting. Just background on Zone and Co. If you're new on this call and not familiar, before we really dive into Zone Billing specifically support Hey, Ceilidh. yes. I apologize for this. I think you're having Internet connection. You're kinda. choppy. You why don't you take that one? Yep. Yeah. I'm just gonna. go ahead and take it from here, if you. don't mind. Yeah. Please do. So, yeah. So Zone Billing, we are definitely an AI op operating system. We created a a productivity platform, a 100% base within NetSuite. And what we really done is really filled in a lot of gaps, delivered further, efficiencies to your ERP, environment. We can manage quote to cash and find ways to streamline quote to cash with our Zone Billing and zone, receivables tools. We also highly specialize in automating procure to pay as we have multiple tools to really help drive further automation, when it comes to procure to pay. And then we also have treasury tools like Zone Reconcile and Zone Liquidity, and we also have a reporting tool. So we really do have multiple different, I'm gonna call it productivity kits within our platform that allows you to drive greater efficiencies. But today, we're really gonna be focusing on our Zone&Co billing and how we really help our our customers, streamline quote to cash. And so what I really wanna be talking about today is I just we speak with tremendous amount of CFOs and financial leaders, specifically in the software space and high-tech. And what we really notice and what we're hearing is a very much a consistent theme that every organization is really being tasked with how do they accelerate revenue growth. They need to be able to expand margin as they scale at the same time, and they really need to be delivering consistently on hitting to the rule of 40. Though the path to growth is becoming so much more complex. Right? As we talk with our CFOs and financial leaders, they're looking to actually find new ways of selling their business models. AI, they're looking how to monetize it. Their current traditional seat count by a licensed component needs to be more of a usage based. And so companies are not only accelerating the their complexities and their agreements, but they're introducing usage and consumption pricing models into the go to market strategies as well as hybrid models. And what this is really doing is this acceleration and go to market, when it starts to outpace in complexity of how you sell, drives faster than the way you're able to be able to bill and deliver revenue recognition, there becomes this operational impact and the friction comes relevant. And it continues to grow as they separate. And when and when these two separate too far, it creates multiple gaps. These gaps are then, you know, build by manual processes, delivers higher cost, more errors, and delivers greater revenue leakage. So as companies looking to accelerate growth, the back office operational component is really driving up costs, and it's making it very hard to achieve both accelerated growth and expansion of of margin. So as we speak to our customers and prospects, what we're hearing from an an outcome that they're hoping to deliver to their business is they're looking for a financial engine. Right? One that can allow them to grow and be able to have finance meet their go to market operations and meet them where they need to be met so that they can build so that they can sell any way they need to. But on the back end, they can build the same exact way and be able to do this in a very continuous no hand touch billing and revenue recognition so that they can deliver the efficiencies needed at the same time to expand margin, and then to do it in a way that's truly scalable and in a governance controlled environment, like within your ERP NetSuite, environment. And as we look at this, they're also looking at what AI components can they also enable to further drive efficiencies and business decisions to further drive operational excellence as finance meets go to market. And so this is exactly where Zone Billing comes into play. We really are the component that orchestrates and transforms go to market data into financial structured data to be able to automate billing and revenue recognition. So first of all, we're 100% built within NetSuite, and we've developed a whole new record called the subscription contract record. This Zone and Co billing subscription contract record is a living, breathing contract, and it never goes away. And what and it's also built on the most comprehensive data model in the industry today, and we built that all within NetSuite. So however your company needs to go to market, we have the ability to absorb that information into our customer entities, products, pricing, start dates, terms, and we have the way then to be able to manage that in a financial structured way that allows that you develop the billing logic, the revenue treatment that you need to to make sure you can bill your customers any way you need and be able to deliver revenue on any way your company needs to respond to a to, a o six six zero six. With this, as we know, every go to market contract continues to evolve. And as those evolve, right, we also have the ability for true amendment automation. Because with our subscription contracts, we then have the ability to coterm any changes. So as those changes come through, we can deliver any changes to hierarchy changes, quantity changes, price changes, new items, cancellations, and date changes. And when we absorb those into our into our Zone and Co billing and NetSuite data, we're then able to further continue continuous billing of all those amendments, continuous revenue recognition, and, again, all in a very financial control structure, but also just as important, a 100% audit readiness so that your audit teams can truly see what's going on in any given time. And this is really what we are delivering from a scalable outcome to our our customers as we become that engine within NetSuite that allows our customers' financial operations to meet their go to market, to deliver continuous billing and continuous revenue recognition to the finance, as well as then allows them to truly help the organization better support revenue growth, enables them at the same time to expand margins so they can consistently, in a controlled way, be able to hit the rule of 40, but also with all these efficiencies, be able to increase cash flow and reduce revenue recognition. And ultimately, as you speak with their customers, the question isn't whether your go to market will evolve. It's whether your billing and finance team operations have the ability, to support it. So with that, I would love to hand off the rights to Jonny here to walk through just a quick overview of Zone Billing and how we how we enable the transformation from go to market data into financial structure data to be able to deliver continuous billing and revenue recognition. So with that, Jonny, I'm gonna stop sharing and hand the rights off to you. Thanks, Jim. Hi, everyone. Now we're gonna jump into the meat of the presentation. We're gonna show you the tool. Jim, if you stop sharing, then I can pull up my. screen. There it goes. you go. Thank you. Okay. Let me jump into things here. And, you know, I I introduced myself at the top of the call, but I just wanna highlight. I've been here at Zone and Co for a little over four years. I've worked with companies in all industries with all types of business models. I have not seen a single billing model or revenue recognition need that our tool wasn't able to accommodate. So today, I'm hoping to highlight some of the flavors, and give you an idea of the flexibility that our tool has, but do know, you know, in a short presentation today, we're just scratching the surface. We'd love to chat with you more, as you have ideas around ways that your business may evolve. But with that being said, here you can see my instance of NetSuite. So as you likely know, Zone and Co billing is built inside of NetSuite. Right? So it is looks and feels just like NetSuite. And before I dive in too far, I just wanna show you that if I come and hover my Zone and Co billing setup menu, here are all the records, that comprise the Zone and Co billing solution that we're adding inside of NetSuite to further expand the automation of these billing processes to give you better quote to cash. Now the page that I'm on is what we call our subscription. Think of this as the contract with the customer. So all of this data about who we contracted with, what start and end date, as well as what items were purchased. All of this is coming over typically from sales, whether it be, you know, Salesforce, a HubSpot, DealHub, a CPQ tool. We are agnostic. We have customers using all sorts of front end sales solutions. But whatever tool we use to contract and and, come to terms with our customers, it's typically what is populating this record for us automatically. Now like I mentioned, there's a variety of attributes relevant to this contract that are coming over. One big call out is this contract is representative of a termed relationship. Right? So you're selling to a customer over one year, over three year, over five years. This, record is purpose built to accommodate, the evolution of the contract as it changes up and down, sideways, as our customers renew, and we'll talk a little bit about that. But as it comes in initially, we may have various products of, you know, different types. Right? And something nice about this tool is we can accommodate any type of products that you may be selling to your customers. So software, hardware, usage based items, one time charges, professional services, you name it. We can have this contract truly be a single holistic picture of our relationship with a customer. Now I'm gonna go, you know, product by product and show you a a variety of types that we may see. But, certainly, as I go through this, if you have questions about, a product that you're selling, that you're curious if we can support it, throw it in the q and a or the chat, and we'd be happy to answer that, as well as, you know, follow-up offline. So I'm gonna start maybe with a a subscription type of product, a a fixed recurring. So as I drill in here, what I'm opening up is what we call the subscription item. How did we sell this product on this contract? And it may be different from customer to customer, contract to contract. But this item, you can see we are selling in a fixed recurring nature, and this one we're billing monthly. Now we can accommodate any cadence that you could dream up. All good, but the the key for this one being we have a set cadence and a set pricing of maybe a $100 a month. Well, from that, the system is able to kinda plan out our charges. We can see here the forecast for this item. You know, month over month, period over period, I can see the system is planning to bill that $100 and even has for several of the periods. Now maybe we have changes that happened to the contract mid flight, and this customer, we renegotiated their pricing up starting in month seven. Now they move to a $150. Right? We can still see that progression here, and the system will automatically affect that change, bill the appropriate amount as it fluctuates. Same could be true for quantity changes or even item changes, which we'll talk about. But, again, just wanna highlight the dynamic nature of the system to accommodate your contracts as they evolve. Something else that's unique to that item that I wanna just take a moment on. Sometimes we're contracting with one customer, but we may have parent child relationships in our customer base. We can bill we can contract with one customer, but maybe we wanna bill to the parent. We can do that at the contract level or at the line level. Right? So billing to a parent, billing to a child, any sort of parent child hierarchies that you may have. We do a really good job of accommodating. And in this instance, I'm billing just this single product within the contract to, you know, maybe the parent in this case. Now moving forward, a topic that is very common today is more and more companies are moving to usage based models. They're selling AI credits, cloud credits, cloud storage, you name it. So I'm gonna show you a usage based item. And, again, this is something I've seen a million different flavors of from our customer base. Any way that you wanna sell on a consumption basis, we will be able to accommodate. So this one, you know, I'm billing, maybe quarterly in arrears, but I want to assess the usage monthly because we have an included quantity. Per month, we allow them to use a quantity of 10 of this product at no additional charge. And then above that quantity, we bill them $10 per. Right? So that's one flavor of usage. We can introduce minimums, maximums. Again, any sort of cadence that you may dream up, really, really flexible. But, essentially, our usage might come in via API. I've you know, I've entered some today at various quantities for the first three months. We can see here, as that comes in, our system is going to rate that usage. It's gonna notice that they do have an included quantity, so we're only gonna bill above that included quantity in this example. And so as I look at my charges for the first three months, I noticed that, again, even though we're assessing usage monthly, we're gonna bill that quarterly in arrears. So they'll have, you know, three separate lines of that those o bridge charges, if you will. Again, just a simple example for usage. We have customers in the utilities space, in the telco space. So we see incredible complexity in usage models in our customer base, and and happy to dive into details if you have a usage model in mind. Moving forward, another usage model that we often see, we you know, what what I would consider prepaids, where instead of billing in arrears for the consumption, we wanna charge the customer upfront. Right? And so we might bill the customer upfront on an annual basis, on a quarterly basis, or on a monthly basis, and then have the customer kind of draw down from that bucket. And that bucket might be a dollar value. Hey. We're gonna bill you $20,000 and let you draw down, you know, across multiple items, or it might be what we consider a quantity based prepaid. Sometimes professional services are billed this way. We're gonna bill you for a bucket of a 100 professional services hours or, you know, AI credits. We're gonna charge you upfront, and then you can draw down against that. Whatever it is, really really good functionality we have here. So you can see I'm billing them for a quantity of 200 credits, if you will. So that is what is included. And then once we go above that, we can either move into overage billing, or we can use the tool, to drive, you know, a sales motion where, hey. We we noticed that you've consumed 80% of your prepaid. Let's go ahead and, pass you over to our, you know, our our AMO team to upsell, additional credits. Right? I have a question. Are the invoices created manually, or does the system generate the invoices automatically? Great question, Mary Anne. The point of our tool is to fully automate the billing. And so 95% of our customers, the invoices are gonna be generated automatically based on, you know, the the criteria of the contract as well as maybe what usage comes in. Now I will say if you want some internal controls around that process, we can certainly build them in. But this prepaid motion, right, as the customer consumes, they they prepaid for that initial quantity of 200, and I can see over a couple months, they've consumed against that. So maybe these don't actually get billed, but rather we're just draw drawing down that prepaid balance. And again, we can do this as a quantity base or a dollar base. Now to keep moving, maybe we see some changes to the contract as it evolves. You can see many of our, items here started all January 1. But maybe, you know, a few months in, we add a product. We upsell something, or we do a product swap, what have you. You know, any type of changes are gonna be reflected on this contract because it is such a dynamic record. You know, a lot of companies are coming to us from the use of sales orders where anytime they have a change, they have to go through an RMA process and create a whole new sales order, whereas this contract, allows and accommodates, any type of changes. Right? Upsells, downsells, product swaps, renegotiations of price, extension of end date, you name it. That's we are purpose built to handle that. So now, you know, a few months in, we will see this product added on. We'll see that be reflected in the ongoing billing, depending on what it is. And we will see all of this, you know, our original items as well as these changes push through and reflect in the revenue recognition of the system. So something to call out. Our customers are using NetSuite's revenue management tool, and we have a very tight handoff between this contract record, what is, you know, what has been purchased and what is being billed. We take that information and we hand it downstream to the revenue management module of NetSuite. So this really speaks to the value of having this contract record inside of your ERP because in order to properly recognize revenue, you really do need visibility into the whole contract as it evolves, not just invoices that may have come over from a third party tool. So here I on my contract, I can see we have a revenue tab. I can see the various items or performance obligations. I can see many of them. The revenue was set to start in January and go throughout the year. But as maybe the usage comes in, you know, for February and March, I can see those, being added to our revenue contract. As that one time fee came in in March, I can see it also added to the revenue contract. Right? So here I have visibility into not only what is being billed, but the revenue that is impacting our GL. And, again, this is also fully automated. So your, accountants on the call here, can can rest easy knowing that, you you won't have to manage revenue in a spreadsheet. You won't have to go in and make modifications to the revenue just because a contract, changed in any way. Right? This is gonna be fully automated not only at onset, but as the contract evolves. So that's mostly everything I had prepared for us today. I wanted to be, you know, somewhat quick into the point that no matter what type of items we are selling, no matter what type of amendments we may see, as your go to market model and motion evolves, zone billing is purpose built to accommodate, you know, especially as as more and more companies shift towards usage, we are a very, very flexible tool. And, you know, today, I showed you a few examples, but if you have other examples or other, models that are coming down the pipe for your company, we'd be more than happy to connect. And the Bridgepoint Consulting Bridgepoint Consulting team is, you know, very versed in delivering upon these changes in our system as well. So, that's everything I had. I will stop my sharing. I think we have a few more slides, we wanna speak to, but really appreciate your time and engagement. Great. Looks like, I have a a great example here to kind of illustrate what Jonny was talking about. Bridgepoint Consulting and Zone and Co, you know, had the great opportunity to work with a multi regional billing operator, backed by private equity, delivering basically heating and cooling services across a a variety of regions. This basically created a lot of challenges at the end of the day, but, you know, this company has grown through acquisitions and just, you know, bringing on new regions has created some challenges, obviously, with just trying to, you know, normalize or centralize their billing operations. So So at the end of the day, a lot of these regions had just a patchwork of operational, tools that they were working with but never kind of centralized per se. The real real big challenges, there's there's really three for this particular company, was each, you know, specific region had their own billing platform. And so trying to normalize rates and and, you know, usage across those was was very, very challenging. Second was really sales tax calculations, rates, you know, the rate management was all done manually within each one of these and no you know, visibility into common rate patterns, common usage patterns really made it very, very challenging. As well as the within each one of those, you know, siloed billing systems, you had a set of operators that had to make sure that billing went out. So there was no shared services. There was, you know, just a a a lot of people touching the same things with no, you know, scalability associated to it. And the biggest challenge was, you know, being a private equity backed company, they needed to be able to scale and onboard new regions as quickly as they possibly could. And that wasn't feasible with a siloed billing system, so they really struggled. They would have to kind of adopt into new, you know, new platforms and be able to figure out what was going on. They couldn't analyze the rate patterns, usage patterns across all of those. So it really was hindering their ability to to scale and grow as a as a PE firm really required them to basically, bring on new acquisitions. So the the approach we we took, I would say, as we were talking, you know, with, you know, replacing their billing system was, you know, what do we got out here? And and Zone and Co was the the obvious choice, you know, to consolidate, you know, your ERP together with your billing operations all into one platform, and be able to see and have that visibility across, you know, all of the regions and not have to jump to different systems, to have to use a data warehouse out there somewhere. They could operate and be able to see and have that visibility. It also gave them a great opportunity to standardize. Right? The ability to basically, you know, create a a single unified invoice that went out that represented their brand. Prior to that, each, you know, billing system had their own way of delivering an invoice, and it was it was very, very challenging from a user experience, especially with customers that spanned across multiple regions. In addition to that, you know, the chart of accounts mapping and and bringing in those invoices and data points and reconciling the the payments against the invoices was extremely challenging. And so it it added many, many hours of accounting resources to be able to kinda true all that up at the end of the day. And then the the last one was really the ability to basically, put in some logic, and and zones customization and abilities within Zone and Co to within a safe search, if you're familiar with that, to be able to to true up their usage billing and be able to kind of forecast when, you know, meter reads couldn't be done. You know, we built in, you know, with just basic logic in a in a report to be able to help forecast and calculate what an invoice should be populating and be able to create that so that we could we could, send out invoices in a very timely manner. The results, which is great, We did take a phased approach to this, which was, you know, looking at region by region. We wanted to make sure that we, were, you know, being sensitive to the time commitments of each one of these regions. And so, we're happy to say that we've we've rolled out the first region. We're very fast. I think our next go live for the next region isn't coming up in a month. And so they're they're operational on it. They're already seeing the benefits of it, which is, you know, the reduction in time from our the accounting people, from the billing operators to be able to kind of automate those those bills that go out to their, you know, thousands of customers. We're seeing, you know, payment application being smooth and, and auditable at the end of the day. And, you know, basically, another big benefit out of this was now that we have everything under a single roof, we're able to actually offer a self portal, or self-service portal to those customers so that they can actually go in and and pull down reports from their usage, directly from that portal, which is extremely powerful for these companies, that I kinda analyze how their you know, what their energy spend is, what they can do, and be able to actually a benefit for the organization was, to be able to self pay so those individuals can go in and and and make those payments at the end of the day. The big takeaways from this was really you know, their primary goal is we need to be able to onboard acquisitions in a timely manner, and and that is, you know, hands down done. Their their next phase of this is is really now to look at, you know, building out that shared services organization and, you know, saving on some of the headcount that that is involved in these billing operations and really be able to deliver better results to their customers at the end of the day. So, hopefully, that story resonates. I think it's a good use case and a great example of of how usage could be incorporated in a very, very complex, you know, rate structure, that Zone and Co, hands down, was able to kind of execute on and and we were able to figure for. Back to you, Jim. Awesome. Appreciate that. Let me just go to the next slide, which is, q and a. Yeah. Hey, Jonny. Here's one for you. Our go to market motion is going to change quite a bit over the next two to three years. Is it better to have our new pricing and pack packaging fully defined before implementation of a new quote to cash architecture question? And then also as a follow-up, how can you know that ZoneBilling will support whatever pricing models, they, you know, that they would be rolling out in the next several years? Yeah. Great question. I'll I'll start with the second question is how do you how can you be sure ZoneBilling will be able to support whatever models they roll out? I've I've been here four and a half years. I've worked with, you know, probably a couple 100 companies at this point, and I have yet to see a a model that we weren't able to accommodate. So, I would say with that confidence, you know, there's never a bad time to deploy ZoneBilling. You can be, you know, sure that the billing tool won't restrict your go to market opportunities. Right? That's one of the big points of the call today and and, of of one of the big values of Zone and Co billing delivers. But, to the first question. Right? We're we're our go to market is evolving over the next several years, and we're not sure where it's gonna land. I think the the best path forward is to have the tools in place first that will allow you the opportunity to evolve that go to market motion. Right? If you are rolling out new pricing and packaging without the tools in place first that accommodate it, you're gonna be putting the burden on your staff. You're gonna be, running into, you know, revenue leakage, financial audit risk, potential, you know, mishaps with your customers as it's probably hard to get the correct invoices out the door. So we believe, firmly that having the billing tool in place first is really what can unlock that growth. And because of our ultimate flexibility, rest assured that, you know, as that evolves, as you define that go to market model, the tool will be able to accommodate it. So it's certainly never a bad time to jump in and look at a billing tool, even if you don't have your go to market, evolution fully planned out yet. Awesome. Thanks, Jonny. And then, here's another one for you too. How many of your customers are billing for usage and and are there any limitations that they should be aware of? Yeah. Good question. Usage is becoming increasingly popular. I think as we all may know, I would say, probably at least 75% of our customers are billing for usage. And that can mean a variety of things. It can mean, simply monthly in arrears usage. It can mean the prepaid type of models. It can mean professional services oftentimes. Right? We want to bill as the project hits milestones or on a percentage of completion. So, you know, there's there's really quite a variety of usage models, and I would say the vast majority, 75, 80 of our customers are billing usage in some form. So it's something that we are extremely versed in across all industries. Any limitations we should be aware of. Because we not only have usage rating capabilities, but we also have what. I would refer to as usage mediation capabilities. Meaning, we can apply logic to your usage data. We can ingest it and perform calculations or take the greater of two quantities or compare to, time of day or geography. Right? This sort of mediation logic that we can perform in house. Because of all of that, I I don't really see any limitations in terms of ingesting usage, being able to arrive at the appropriate quantity and billable amount. So, yeah, extremely flexible across all models. Awesome. Thank you. Here's another question, and I'll be able to answer this one. The question comes in as we're about to implement Salesforce CPQ. Is it better to evaluate zone billing at the same time or wait until the dust settles on that project before looking into a billing tool? Great question. And this is really this is where we see customers really thrive. Quote to cash is not an isolated per operation type process to fix. Right? It really is a holistic sales through financial operation. So what we find and what we're seeing is the greatest success is it's a perfect time to evaluate Zone Billing because what we noticed is is if you have a billing tool that can't keep up, then you're actually gonna overbuild some components within CPQ to make things easier for your manual billing to take advantage of. And so when you actually then take a look at implementing a new billing tool, you're gonna have to go back and take a looks of the data model and maybe reconfigure your CPQ again so that holistically what's best for the company, you map out that data model end to end. And so it just sometimes really helps to be able to look at it both together holistically because now you're going to map out the best process and the best data flow from from quote all the way to cash and revenue recognition, looking at it through both systems, as one main process, and you get the the greatest amount of efficiencies looking at it together. So, a, I would say look at them at the same time because we can probably simplify some of the things you might be doing in CPQ as it might be overbuilt to take care of some of the manual processes on the billing side. Alright. Let me just I think we got one more here. Jonny, I'm gonna give this one to you too. I hope I should open them on me, overload you here. But, the question is is how do we compare to, like, a Zuora or a BillingPlatform? Yeah. Good question. We, you know, myself and Jim, we help companies evaluate Zone&Co billing, obviously, but, many of them are evaluating other tools. I've been doing this for a decade, and I've really gotten a good understanding of Zuora and BillingPlatform and and making sure we're helping companies pick the right solution. When it comes to billing functionality just in a silo, we are very, very comparable to Zuora, to BillingPlatform. But our advantage and real main difference that our customers see and why they end up coming to Zone&Co billing is the architectural difference. Right? Zuora and BillingPlatform are third party billing solutions that sit on their own platform. Whereas Zone&Co billing is built inside of the ERP. There's a few advantages. A, we are easier from an integration standpoint. You're just connecting, you know, your CRM or your CPQ into the ERP. There's one connection instead of three, with, you know, Azure or a BillingPlatform. The other is that because we are inside the ERP, it makes revenue recognition and financial reporting all much, much, improved compared to those other solutions because they are just passing journal entries into your ERP every time they invoice and they calculate the revenue. So then your ERB is essentially just a subledger that doesn't have visibility into the contract, what changes have taken place, any of that. Right? And so revenue recognition then has to also live outside of the system. And, your financial reporting inside your ERP greatly suffers. Whereas with Zone and Co billing being inside of the ERP, we have 100% of the picture. So as the contract evolves, you're gonna see all of that data in your ERP. It's gonna lead to proper revenue recognition inside of the ERP. And finally, greater financial visibility. You can report on your customers' contracts. What are you selling? What type of upsells, downsells are you seeing? You know, what products are driving the greatest margin for you, etcetera. Right? All of that data is then inside of your ERP as opposed to just invoice journal entry. So, definitely some architectural advantages to a Zone and Co billing versus those other tools and and happy to, you know, get into further details. Or if you're looking at other billing tools, right, we're always happy to, give you an honest apples to apples comparison and and make sure that you're picking the right solution. So, yeah. Any other questions for us, or is that that everything? Yeah. I think that will round it out, as we're coming up here at the end. So let me just go ahead and move on to the next portion here. And this is, I guess, kind of, you know, what we'd like to be able to do for anybody who's looking to do kind of like a complimentary type operational excellence assessment. You can book that definitely through Bridgepoint Consulting, and we'll be working with them on that. But through that assessment, we'll really be just looking at, you know, how does your go to market commercial models align with what you're able to do from the billing perspective? How are you guys managing your contract management from original contracts to amendments to renewals, co terming scenarios. How are you guys managing usage today, and are you planning on moving forward tomorrow? And is your back end ready to be able to deliver that type of operational excellence, within your finance today? Also just kind of really understand and analyze, you know, how much of your billing efforts and revenue recognition efforts are manual today. In finding areas, we could really help automate that and drive the efficiencies you're looking for, as well as looking at how you're doing revenue recognition. And then lastly, just are you guys understanding the infrastructure you have from quote to cash? How does that data flow? Are you guys already seamless today? Is there Excel spreadsheets being handed, you know, back and forth? But this is kind of what, the assessment would partake, and we'd love to participate in with you. And if you sign up today, a couple of giveaways for you is one, Zone and Co. We have put together a very comprehensive AI impact versus hype and finance, And it really gives a good understanding of how do you move forward and what is what's the road map look like for companies that are really looking to take advantage of AI within finance department. And then for booking and meeting as well, Bridgepoint Consulting is gonna be sending out a $25 gift card, so you guys can have some copy on them as as you meet. And then just the last thing here I wanna show you is that Bridgepoint Consulting is gonna be at Suite Worlds, and they've actually, I I guess, rented out to KO as a refueling area. So they're actually opening it up to you guys if you wanna join so that if you ever need just to step away from all the chaos and commotion and just come back and and chill and relax, it'll give you a pass to be able to get into their hospitality suite for that. So with that being said, here is the code for you to maybe take a look at and actually book your assessment with Bridgepoint Consulting. It's been an absolute pleasure working with you and taking the time this, that you spent with us today. So with that, thank you to all.