Episode 343: Dynamics Corner ISV Chair: Business Process Automation and Time-Saving Solutions

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Welcome everyone to another episode of Dynamics Corner where the podcast, where we dive deep into all things Microsoft Dynamics.

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Whether you're a seasoned expert or just starting your journey into the world of Dynamics 365, this is your place to gain insights, learn new tricks and who can automate your documents.

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I'm your co-host, Chris.

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And this is Brad.

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This episode was recorded on September 30th 2024.

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Chris, chris, chris, we're coming into the fourth quarter of 2024.

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Where did the year?

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go it flew, man, it flew too fast.

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It flew and I have a philosophy, like I do, on many things, why it flew, which we talked about, and the wonderful features and functionality of AP automation, expense management, document output and sustainability within Business Central.

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A lot of Business Central users have a need for one of those extensions or products, whatever you may want to call it, and with us today we had the opportunity to speak with Mark Rhodes from Continuous Software to learn all about those great applications.

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Hey look who it is.

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Look, mr rhodes.

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How are you doing, sir, howdy, guys, nice to see you this afternoon, this evening, or whatever it is.

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I don't even know what it is anymore.

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It's tough to keep track I don't know what date is.

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Don't ask me what date it's the last time day of september for crying out loud I don't even know where september went.

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Poof, I know it's, it was a blink of an eye, but I don't know if I said it on the podcast before.

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But I'll tell you my story of why I think time goes faster as we get older, or feels like it goes faster as we get older.

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I knew this would be an enlightening conversation, and it's already diving in.

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I love it.

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It is.

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It is Chris.

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Did I talk about this before I did?

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No, no, no, I don't think you did.

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I don't think you did so.

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I think it's a good point to talk about why you think time flies past you.

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That's a good one.

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I think as you get older, the perception of how fast time goes changes and the reason why I feel this way time is constant.

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Well, I guess we were taught that Relative to us, yeah, yes.

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So when you were younger, do you recall those that celebrated Christmas?

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And if you don't celebrate Christmas, just pretend that Christmas came once a year.

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And when you were five years old or you can pick any holiday or birthday for that fact it comes once a year.

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And when you're five, you're like, oh, christmas, do you remember?

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It used to take forever to come.

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Like, oh, it's so far you know away and it took forever to come, and then it would eventually come, it would be there.

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Yes, well, when you're five and christmas being once a year, having to wait a year is 20 of your life in essence.

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At that point, right, so you don't have as many christmases or many years to remember, as much time to remember, because you've only been alive for five years.

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And as you get older, you have the span of time between that.

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One year, relative to your entire life, is smaller.

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So that's where now I start to go, oh, and I say to Chris or say to others well, I remember, I did that the other day and we did this, and I'm like Brad, that was six months ago.

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Oh hey, that was last year.

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So now September went by quickly, but feels like it went by quickly because we all are older.

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And that 30 day span is a smaller percentage of our lives.

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What are your thoughts on that?

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I do think that influences it.

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For me it's how busy you are.

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Okay.

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You just get more busy as you get on later in life, I think up until having kids, life is pretty lax, right.

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You're just kind of you got time on your hands and you get to do things, and then the kids hit and then it's just a race.

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At that point, and I think, when there's so much to do every day, that occupies your time and you're always thinking about the next thing that needs to be done and then before you know it, the day's over and you're on to the next day.

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It's never ending, is it?

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And then say you're saying it passes you by, because you are also too busy.

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But with that, though you mentioned having children, do that, but the children will get old and the children will move out, hopefully, and be on their own, and you would have that time back Now, wouldn't you just fill that time?

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Don't people fill their time with something?

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One of the largest questions in my life right now is exactly on that point.

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But we're empty nesters now and you think all of a sudden we'd have all this other time on our hands and we don't.

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And I don't understand it see and are we?

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Have we replaced it with something?

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Why don't I feel like I have more time now?

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I don't know.

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I honestly don't so you didn't know we were going to have a philosophical session today, did?

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you, and I'm glad we are.

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I'm hoping to that.

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You're just going to open up new worlds for me here and and make me feel just all kumbaya.

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It would be lovely, that's that's the intent of this and every discussion that we have, but we do have other things that we wanted to talk about.

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Okay, but before we talk about those items and maybe what chris will think of another philosophical discussion, uh, would you mind telling us a little bit about yourself?

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well, sure, I like long walks on the beach and uh pink sunsets and uh and uh pink in the morning so let's take warning you must, you must live in florida somewhere.

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Used to.

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Actually that's a whole interesting story as well, but my name is Mark Rhodes and I am with Continia.

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I actually just got a new job title.

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I'm now the Director of Sales and Marketing for North America.

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Congratulations to that, chris.

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I have the soundboard, but I haven't used it in so long, so now we'll just do the real clapping now.

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It's very authentic and I appreciate it.

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Yes, Congratulations on your new title.

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Yes, thank you very much.

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So, as a lot of the listeners and viewers know, I've been involved in the community for speaking of how fast time goes, right.

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I don't know how you measure it exactly.

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Call it coming up on 20 years perhaps.

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Decades, yes, two decades.

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Previous episodes.

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Chris educated me and said that it's decades.

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Decades.

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It's a nice way to reference it.

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Yes, yes, so you're two decades in.

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Yeah, and so are we going to talk about Continua, or would you like me to say more about me?

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Who do you want to chat?

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with no, I didn't know that you were in Florida.

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I know that you're over in the Colorado area.

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I am in Colorado.

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Now this behind me indicates my—that's hard to do backwards—my collegiate allegiance.

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One of my collegiate allegiances University of Florida went there twice.

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University of Florida went there twice.

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But also have allegiances at let's see Penn State, Colorado State, University of Arizona, Colorado, Mesa.

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Wait a second.

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So you visited Florida State or you attended the university as a student.

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You attended the University of Florida as a student, yes, and got two degrees there.

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Excellent.

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So which part of Florida are you in?

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I know Florida State has many.

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Florida as a student, yes, and got two degrees there, excellent.

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Wow, that's so weird.

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Which part of Florida are you in?

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I know Florida State has many.

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Oh, this is very important.

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So Florida State is in Tallahassee.

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Those are the Seminoles.

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Yes.

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We don't really care about them.

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University of Florida in Gainesville, the Gators that's the university that's important, and then there's that other university down south, that we don't even speak of the University of Miami that's the one we don't speak of okay, so you speak of the Gators?

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yes, okay, see, now I'm being enlightened here.

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I'm learning.

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Chris, do you understand the geography?

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Tallahassee south yeah, tallahassee, gainesville, and then the other ones down here.

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Yeah, yes, grew up in Florida, raised the kids there when they were young, and then at one point we said We've got to leave Florida and we went to Colorado and here we are.

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You look like you went backwards.

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Typically people Go live in the cold and then, as you get, I'm like I'm going to go somewhere warm, okay.

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Are you ready for this?

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We'll still touch on some philosophical stuff here.

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The biggest question of my life is are you ready for this?

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Do you prefer a climate that's opposite of where you grew up, or are you predestined to a certain climate?

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I think you're predestined to a certain climate because I think as you age now I'm thinking about this, as I'm talking as you age, I think physically the effects of weather on your body change.

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I grew up in the cold.

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I spent, geez, 25, 30 years skiing, so I used to love the cold.

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Right To 25 years skiing 20 years, see, I can't even remember Decades and now I hate the cold.

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Right To a 25-year scheme 20 years, see, I can't even remember Decades.

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And now I hate the cold.

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And I will quote my daughter.

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She said it best.

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She said nobody should live where the air hurts your face, but you miss it, though you say you miss it.

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I don't miss the cold.

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I do not miss the cold.

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See, I think the ideal thing to be is to be a snowbird.

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Cold, see, I think the ideal thing to be and and is to be a snowbird, I think, someone who lives in a warmer climate, during the cooler months, and someone who lives in the the not so northern and I mean not so cool climate, northern during the non-summer months, because down in the south it's a you can cook an egg on your hand if you walk outside.

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So being up north during the spring, summer and fall, late spring, early fall, is beautiful, absolutely beautiful.

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Also, florida is flat as flat, yes, so, yeah, the mountains are beautiful, the trees are beautiful, the leaves, the foliage.

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I know, mark, you have a lot of that over in colorado, so I appreciate understanding why you live there up until probably like next week.

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Yeah, it's, yeah, that's, that's that's a tough one, every day of the year that's a tough one, because Every day of the year that's a tough one, because I grew up the first 10 years.

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I can answer that.

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Yeah, I grew up the first 10 years in an island.

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Right, Like I love it.

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I mean, the weather is perfect all year round.

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And then you move to.

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I moved to Washington State and I spent most of my life here.

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As I get older, we looked at other places, but I love the mountains around me.

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It keeps me humble and makes me feel like, look, I'm nothing but a speck in this world, surrounded by the mountains, and so it keeps me grounded.

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But I do miss the ocean.

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Right, I do miss that, and there's times with me where I want to go back and go home, I guess per se, but I love the mountains.

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It's like I fell in love with it.

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You need to be a snowbird that way.

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I appreciate what you're saying because all of the hiking that I've done, I love being in the mountains.

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I love hiking Like mountains.

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I'm not talking walking in the trails.

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I talked to some people I said, oh, do you want to go for a hike?

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And they showed up thinking that we were, you know, just going for a little walk in the woods and a path, and I'm like, no, we hike mountains, but it is.

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It does keep you grounded, the fresh air, the exertion.

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But I think we need to go, we need to migrate.

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I think we need to change.

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I don't know, I don't know why you're there in the cold either, but stay up there.

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Just the less people that move, the better.

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It's an impossible question to answer, I think.

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But all I know is we would come out here every year for a week to go skiing and I just felt so invigorated when we would get out here and to see the mountains and the snow and the cold and everything, and so I finally said, yeah, let's do that full time.

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That sounds like a good idea.

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Here we are.

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And how long has it been?

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Moved out here in 2008.

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We actually traveled the country for a year in an RV during that transition and as part of finding a new place to live.

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Yeah, so it's good.

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So it's good.

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Okay, so we'll jump into the philosophy lesson being over for a short period of time, we may go back to it.

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Sure, unless there's philosophy in Continia.

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Always.

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There's philosophy in everything, I'm pretty sure.

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So just to put it and level it, and then we'll pretend that I don't know you and I'll say what is Continia?

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What is Continia?

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What is Continia?

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It's the single best add-on solution for Business Central and Nav that exists in the entire planet.

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That is a great summary, With it being the best add-on or extension for Business Central on the planet.

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What does it do for me?

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At the top level it is business process automation solutions across a variety of components, departments, processes and so forth for company.

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Most people know is for one of two solutions document capture, which is literally process automation for inbound documents.

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Most people start there with invoices.

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You hear ever of the term AP automation invoice automation, that's it.

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And so rather than taking those invoices in hand, keying those into Business Central, sending them around via email to the reviewers to review and approve, notating their comments and so forth, we grab that invoice from an email, read everything off of it, save it inside Business Central.

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We can do full and partial matching against POs and receipts automatically, approve it, even automatically post the invoice.

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So finance really doesn't have to do anything at that point.

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It can be focused on much more engaging and certainly value-added activities.

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Keep them a little bit more interested rather than the monotony of the hand-keying and chasing down people for information that you can automate to a point because, as you had mentioned, you have less, you spend less time doing the data entry and you have more time to do the analysis.

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So with the AP automation on Continia you can take, you create a purchase order.

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Right, we're talking accounts payable.

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With AP, you can create a purchase order.

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That purchase order would be sent to a vendor and that vendor would send an invoice to you for those items on the purchase order would be sent to a vendor and that vendor would send an invoice to you for those items on the purchase order.

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Right, exactly, and with the AP automation via email, can you scan it too.

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Yes, it does all that for you.

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So, via email, as a PDF attachment or a document that's mailed in, you will basically for lack of better terms import the document, and the software or the extension will read the document, find a PO, adjust the quantities and then post it for you.

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Yep, that all sounds wonderful.

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Yes.

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But now I'll have some questions for you, of course.

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What is it possible to do this for invoices that you do not have a PO for?

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For example, let's just say I had service done, an emergency service, and someone came and fixed my generator and they gave me an invoice, yep.

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Would I be able to create an invoice from that?

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Absolutely.

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We have master rule sets and then vendor specific rule sets, so you can really dial in exactly how do you want to treat each of these invoices.

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Am I matching or not?

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How am I coding it?

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And we have a variety of coding options beyond GLs right, you can charge it to items, charge items, resources, et cetera, Pull all that information out and basically really vary what you do within each invoice.

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Of course, the goal is to make all of this automated and basically really vary what you do within each invoice.

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Of course, the goal is to make all of this automated.

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So, one of the beautiful things I like best about our solution it's not a typical system where you got to get it set up and there's a zero or a hundred percent on it.

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Right, If you're implementing BC, there's a whole laundry list of things that have to be set up before you can take it live With our solutions.

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The way we've designed it is if you want to start out really slow, great.

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You want to start out medium great.

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You want to start out super automated great, that's up to you.

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If you start out slow, kind of watch how the system works, Let it just do a little bit for you and get used to it.

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Then you can turn on more automation, you can let it do more for you and continue to change that over time.

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So it's very adaptable, very configurable.

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You get new business lines in, you acquire another company all these things very easy to roll those changes in.

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It's very slick.

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No, I like it, as I had mentioned, and I'm glad that you mentioned the point that it doesn't need to be zero or 100 percent.

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You know you go from zero to 100 percent because anything that you can do to save time for data entry, for any of your talent that's employed at an organization, gives them the opportunity to do other things Exactly, you know, as I had mentioned, to analyze.

00:18:24.732 --> 00:18:35.247
So, even if it scans or reads the document that it brings in and it's 90% there if they just have to review and adjust versus having to type everything in, it's still a huge win for them.

00:18:35.247 --> 00:18:42.374
I keep saying over and over again it's using all of these extensions, add-ons, as tools.

00:18:42.374 --> 00:18:46.810
They're tools to do a job, not there to do a job for you.

00:18:46.810 --> 00:18:48.102
That's how I like to look at it.

00:18:48.102 --> 00:18:52.255
So it it helps, yeah, so chris, you like that?

00:18:52.635 --> 00:18:54.019
are you saying you have to put effort?

00:18:56.804 --> 00:19:07.207
you know like people sometimes don't realize that work is work, and I often say would you just like me to do it?

00:19:07.207 --> 00:19:08.625
Is that what you're looking for?

00:19:08.625 --> 00:19:09.861
Do you want me to do this?

00:19:09.861 --> 00:19:17.467
Because this is what you're supposed to be doing, this is what your tasks are.

00:19:17.467 --> 00:19:22.724
Yeah, yeah, chris, yes, yes, that's what it should be.

00:19:22.724 --> 00:19:24.645
Some things do require work.

00:19:24.645 --> 00:19:28.926
That's why they call it work and they don't call it sitting there doing nothing.

00:19:28.926 --> 00:19:30.771
So it's good.

00:19:30.771 --> 00:19:35.491
Okay, so to jump back to the API, chris, I can keep going on this API.

00:19:35.700 --> 00:19:37.026
I get excited about this.

00:19:37.026 --> 00:19:39.426
This is awesome stuff, stuff.

00:19:39.426 --> 00:19:45.211
So now we talked about you have rules, you have templates for the vendors.

00:19:45.211 --> 00:19:46.844
What else can this do?

00:19:47.766 --> 00:19:48.508
For document capture.

00:19:49.411 --> 00:19:49.570
Yes.

00:19:50.279 --> 00:19:51.846
So yeah, I talked about.

00:19:52.079 --> 00:19:54.488
Oh, I have a list of questions for you, but continue, I love it.

00:19:54.488 --> 00:19:55.250
I'm going to tell you right now.

00:19:55.250 --> 00:20:01.047
I want to talk about training, I want to talk about emailing, I want to talk about a whole slew of things.

00:20:01.709 --> 00:20:02.692
Let's get going.

00:20:02.692 --> 00:20:08.449
Document capture, inbound documents and I said you know a lot of people know it for invoices.

00:20:08.449 --> 00:20:24.652
But we provide, let's say it's nine or ten different document categories out of the box and so a document category is a purchase invoice or purchase order or something related to the vendor card or customer card or you know those kind of things.

00:20:24.652 --> 00:20:41.832
So with all these different document categories you can go around to the entire organization Any documents that are coming in that you want somebody to not have to capture that and save it inside Business Central or rekey it or any of those manual tasks.

00:20:42.319 --> 00:20:43.826
We can automate that process for them.

00:20:43.826 --> 00:20:46.462
They can create their own out of the box as well.

00:20:46.462 --> 00:20:52.201
So sky's really the limit in terms of what you can do from a process automation standpoint.

00:20:52.201 --> 00:20:55.090
Purchase orders are a popular one, right.

00:20:55.090 --> 00:21:03.118
A lot of companies generate their purchase orders on maybe an Excel sheet or in another system or something along those lines.

00:21:03.118 --> 00:21:05.405
But you want to get those POs into Business Central.

00:21:05.405 --> 00:21:06.650
Same thing.

00:21:06.650 --> 00:21:11.167
We scan it, pick up all that information automatically, create the purchase order inside VC.

00:21:11.167 --> 00:21:13.006
Now you've got a formal process.

00:21:16.701 --> 00:21:27.262
So we're talking purchase orders and my mind will always go can you create other things besides purchase orders and purchase invoices with this document capture?

00:21:27.403 --> 00:21:28.625
or is it strictly for AP?

00:21:28.625 --> 00:21:30.770
So if exactly, that's the point, right.

00:21:31.893 --> 00:21:32.012
Yep.

00:21:32.012 --> 00:21:33.747
So what are some other examples?

00:21:33.747 --> 00:21:35.446
Could we create sales orders with this?

00:21:35.446 --> 00:21:38.269
Not necessarily do the matching or the finding of the purchase order.

00:21:38.269 --> 00:21:41.984
I understand that's part of the AP automation, but could we create sales order?

00:21:42.005 --> 00:21:45.147
Perfect example right Grab the customer's incoming PO.

00:21:45.147 --> 00:21:47.689
Create the sales order in business central.

00:21:47.689 --> 00:21:52.191
You've got some vendor documents that they're sending in a 1099 or something right.

00:21:52.191 --> 00:21:53.343
Go ahead and capture that.

00:21:53.343 --> 00:21:54.605
Save it against the vendor card.

00:21:54.605 --> 00:22:01.969
Right, it's a, it's a beautiful opportunity to go around the business and say, hey, where are you spending a lot of your time?

00:22:01.969 --> 00:22:03.035
Let me help, right, yeah.

00:22:04.761 --> 00:22:05.122
Oh, that's.

00:22:05.122 --> 00:22:13.644
I like the inbound AP automation and the ability to create documents With Continia.

00:22:13.644 --> 00:22:16.491
So we talked about the AP solution, the AP automation solution.

00:22:16.491 --> 00:22:26.103
How does one implement this right, if somebody needs to have it implemented?

00:22:26.103 --> 00:22:29.608
Is it something that a partner would implement for a customer?

00:22:29.608 --> 00:22:31.652
Is it something a customer could implement on their own?

00:22:31.652 --> 00:22:33.035
Is it something that you would implement?

00:22:34.140 --> 00:22:35.743
I love that you've done so much homework.

00:22:35.743 --> 00:22:36.746
This is fantastic.

00:22:36.746 --> 00:22:38.429
These are very, very good questions.

00:22:38.429 --> 00:22:40.593
Thank you, yes, you really did.

00:22:41.721 --> 00:22:43.048
Chris gave me a list of questions.

00:22:43.921 --> 00:22:47.590
Okay, I'm sorry, I retract my gratitude, chris, thank you.

00:22:50.481 --> 00:22:51.286
This is too funny.

00:22:52.221 --> 00:23:02.375
Before I answer that, though, probably the most important thing to know about our solutions is what we call being built inside Business Central.

00:23:02.375 --> 00:23:10.602
It's embedded inside the application, and so that is different than just about everybody else out there that has an add-on solution.

00:23:10.602 --> 00:23:20.868
Typically what you find, as you know you got an add-on solution and then it's relying on an API web service, called something, to pass the data back and forth.

00:23:20.868 --> 00:23:23.054
We don't do that.

00:23:23.054 --> 00:23:29.992
Ours is specifically designed to work with Business Central and only works with Business Central and, of course, nap.

00:23:31.480 --> 00:23:51.320
Okay, so what you just said to me is you are not relying on another external service to do the processing for the Continuum application, meaning you're not scanning a document, sending it out to some Continuum server for processing and then sending it back to some continuous server for processing and then sending it back to business central.

00:23:51.320 --> 00:24:05.689
They somebody would scan a document into their business central environment and their business central extension for continia would do all of the processing in their software that's basically it.

00:24:05.809 --> 00:24:06.351
yes, it's.

00:24:06.351 --> 00:24:12.907
We say embedded inside BC because it is an extension that you download, install inside BC and now it's all right there.

00:24:12.907 --> 00:24:17.912
So when you install Continia, you get a whole new set of activity queues right there on the role center.

00:24:17.912 --> 00:24:22.165
Finance team doesn't have to go anyplace else, it's all right there.

00:24:22.165 --> 00:24:26.583
They can keep track of everything and, of course, data is all right there as well.

00:24:26.583 --> 00:24:31.192
So, anything that you want to report on, how are you doing your reporting today?

00:24:31.192 --> 00:24:33.888
You doing something in Excel, power BI, whatever?

00:24:33.888 --> 00:24:36.406
All that data is right there for you as well.

00:24:36.406 --> 00:24:37.089
Yep.

00:24:38.582 --> 00:24:43.712
So the user experience is really you know it doesn't change much, right?

00:24:43.712 --> 00:25:00.446
Because then you know you live day to day in Business Central, right, and you happen to come across, implement this tool, continue a document capture and there's really no needing to adopt to another system and the look and feel right.

00:25:00.446 --> 00:25:06.032
So it's consistent, which is important when you are working in Business Central.

00:25:06.840 --> 00:25:24.637
One of the things I've done a lot over my career is talk about change management, help companies with organizational change, and one of the things I end up talking a lot about to customers and with the partners that we work with is organizational change, change management, and it's always it's fascinating to me.

00:25:24.637 --> 00:25:27.682
Right, we're talking primarily to finance teams.

00:25:27.682 --> 00:25:43.663
Right, they're the ones handling these invoices and for decades, finance teams you wanted a finance team that was not open to change, right?

00:25:43.663 --> 00:25:52.463
You wanted them to be very detail-oriented, very process-oriented, wanted them to be very detail-oriented, very process-oriented and not accept change.

00:25:52.463 --> 00:25:54.048
They always wanted to follow the structure.

00:25:54.048 --> 00:26:02.792
And now, all of a sudden, in the past 10 years now, we're asking an awful lot of these finance teams because now we're asking them to adapt to change.

00:26:02.792 --> 00:26:17.993
Right, with all these new tools and with AI and the continuing involvement of Business Central or whatever package they're using, now, this is really rubbing against the core tradition of what a finance team is.

00:26:18.701 --> 00:26:23.511
I find that fascinating and, like I said, get involved in a lot of conversations about this.

00:26:23.511 --> 00:26:27.969
When you know the approach in terms of installing software and the timing of it relative to.

00:26:27.969 --> 00:26:35.327
You know the approach in terms of installing software and the timing of it relative to you know, bc upgrades and implementations and all of that.

00:26:35.327 --> 00:26:43.351
And thankfully, one of the things that we do again, like you just pointed out, chris is being embedded inside BC.

00:26:43.351 --> 00:26:46.103
It's the same UI, it operates exactly the same.

00:26:46.103 --> 00:26:51.162
Because you're in BC, so we provide a few new screens and guess what?

00:26:51.162 --> 00:26:54.269
Oh, I want to see another column on this list.

00:26:54.269 --> 00:26:55.893
Great, how do you do that in BC?

00:26:55.893 --> 00:26:57.644
That's exactly how you do it right here.

00:26:57.644 --> 00:27:09.834
So at least we're not giving them that additional discomfort and change requirement to learn yet another system and the user interface involved and all those things.

00:27:13.041 --> 00:27:15.430
So AP automation, yeah, check.

00:27:16.660 --> 00:27:19.689
Oh, we've got to go back to your question about how does this get done.

00:27:19.929 --> 00:27:20.250
Yes.

00:27:20.530 --> 00:27:32.372
Yes, another key difference that we do that I really really like is that we work through partners, and the reason I like this is because I was a partner for 15 years and did a lot of implementation.

00:27:32.471 --> 00:27:33.253
A decade and a half.

00:27:33.780 --> 00:27:36.979
A decade and a half yes, a decade and a half.

00:27:36.979 --> 00:28:00.905
And always on projects where you're dealing with ISVs and I saw the strain that that put onto the project because now, instead of client-partner relationship, now you've got a third leg to that stool and even though that says that'll make the stool more stable, it causes a lot of conflict Because then there's the getting to the.

00:28:00.905 --> 00:28:01.366
He said.

00:28:01.366 --> 00:28:08.834
She said and well, no, business Central should do this, no, the other solution should do this, and it's the back and forth and the client has to spend more time teaching.

00:28:08.834 --> 00:28:13.012
It's back and forth and the client has to spend more time teaching the ISV about their business and what they need.

00:28:13.012 --> 00:28:14.663
And there's just a lot of overhead.

00:28:15.305 --> 00:28:16.449
And we eliminate all that.

00:28:16.449 --> 00:28:17.733
We work through the partners.

00:28:17.733 --> 00:28:20.162
They're already working with the customers.

00:28:20.162 --> 00:28:21.664
They know their BC environment.

00:28:21.664 --> 00:28:31.712
They know the customer Just much, much simpler and on down the road for ongoing support that customer they're inside BC.

00:28:31.712 --> 00:28:40.327
They don't know if they have a question that's something continue related or core BC related, and that's too much to ask them to figure that out.

00:28:40.327 --> 00:28:41.731
We eliminate that.

00:28:41.731 --> 00:28:45.173
They just call their partner, like they always do when they have a question about BC.

00:28:46.136 --> 00:28:46.880
That's a good point.

00:28:46.880 --> 00:29:02.671
I like that point that you made, because the purpose of the extensions forget continuing this point, or one of the nice things I like about the extensions with Business Central is that appearance to the customer is they do not know where Business Central starts and ends.

00:29:02.671 --> 00:29:11.348
And another extension even if they create a PTE for themselves, it's all seamless, so for them they have one experience.

00:29:11.348 --> 00:29:21.902
The only question I have with that is and I've run into challenges before is if you have a great solution like Continia, you have a partner that works with the customer for implementation.

00:29:21.902 --> 00:29:25.394
There's 5,000 ISVs or apps available in the app store.

00:29:25.394 --> 00:29:38.849
There's more than one ISV that somebody may need in implementation, but my little brain doesn't know how to use Continua or to set up Continua properly for the customer.

00:29:38.849 --> 00:29:43.448
How can I work through an implementation like that?

00:29:43.608 --> 00:29:44.569
Yeah, absolutely.

00:29:44.569 --> 00:29:49.465
And here's the thing I realized this probably day two working here.

00:29:49.567 --> 00:29:53.094
I've been here about a decade and a half ago, or two decades ago.

00:29:54.583 --> 00:29:55.667
A fourth of a decade.

00:29:57.840 --> 00:29:58.986
A quarter of a decade ago.

00:29:58.986 --> 00:30:01.781
A quarter of a decade, Chris.

00:30:01.781 --> 00:30:02.665
This will stick forever.

00:30:03.161 --> 00:30:04.145
I know it sounds cooler.

00:30:04.145 --> 00:30:05.769
It's a lot longer than two and a half years Gosh.

00:30:06.092 --> 00:30:10.368
Yes, see, that actually does sound bad.

00:30:10.368 --> 00:30:13.308
A quarter of a decade sounds ominous.

00:30:13.619 --> 00:30:15.448
How about 2% of a century?

00:30:18.661 --> 00:30:21.145
Half a century, one-tenth of a century.

00:30:24.500 --> 00:30:25.605
What were we talking about?

00:30:25.605 --> 00:30:30.482
Oh yeah, so my second day here, it just hit me like a ton of bricks.

00:30:30.482 --> 00:30:33.684
I said, okay, beautiful model, but guess what?

00:30:33.684 --> 00:30:37.647
If the partner isn't successful, that's it, we're out of business.

00:30:37.647 --> 00:30:51.137
It's as simple as that defined, process-oriented, structured program that we take partners through.

00:30:51.137 --> 00:30:54.068
There's an onboarding process.

00:30:54.068 --> 00:30:56.086
We take them through, we have on-demand training.

00:30:56.086 --> 00:31:05.327
They have a specific partner portal that they have access to, with specific technical documents and demo environment, things like that.

00:31:05.327 --> 00:31:22.969
And then we have a services team and all they do is talk to partners all day and either get them up to speed on the initial implementations or solve issues during ongoing implementations and support, and all that support's free to the partners, so there's no disincentive for them to ask a question.

00:31:22.969 --> 00:31:28.619
Typically, it takes a couple projects to feel pretty comfortable with the solution.

00:31:28.680 --> 00:31:30.788
Oh, I'm putting your number on speed dial right now.

00:31:32.840 --> 00:31:55.515
I think that's a good call out on the support there, mark, because nobody realizes that for a partnership to work you have to be able to support each other and you see that I mean you've been in this space for over two decades and you know certainly you've seen maybe some ISVs where you don't get the support.

00:31:55.515 --> 00:31:58.449
It doesn't work out very well in the long run.

00:31:58.449 --> 00:32:18.234
So, not only supporting your partner but supporting your clients at the same time, knowing that the product will continue and improve because you have the support of the partners and support of the community, you have to make sure that exists to be a good partner.

00:32:19.016 --> 00:32:19.416
I agree.

00:32:19.416 --> 00:32:22.686
We get so much product feedback by the support we provide to the partners.

00:32:23.490 --> 00:32:37.729
Yes, and I'm happy to hear that you realize that for the product to be successful, the implementation has to be successful, something we always said going way back.

00:32:37.729 --> 00:32:39.173
Rise and tides raise all ships.

00:32:39.173 --> 00:33:00.825
For a partner to be successful with it and for you to be successful with it, you want to have a successful implementation and for the customer to be happy, because that also flows over to Business Central, because even they could have a bad experience with an ISV that's, our independent software vendor, or an extension or a solution and it will put a bad taste in the mouth for Business Central as well too.

00:33:00.825 --> 00:33:06.825
So it's not just a bad taste with the in this case we're talking about Continia, it could be the entire implementation.

00:33:06.825 --> 00:33:12.147
So having that support necessary for a partner is great and I like to see that.

00:33:12.147 --> 00:33:17.092
I've seen other cases where it wasn't so easy.

00:33:17.432 --> 00:33:20.688
Yeah, well, back to the organizational change element.

00:33:20.688 --> 00:33:25.550
Right, so it all has to work together for the customer.

00:33:25.550 --> 00:33:28.265
They're not really going to know what the difference is.

00:33:28.265 --> 00:33:37.324
If something's broken, it's just, it's all right there, it's all BC, and so again, we don't support the partners properly.

00:33:37.324 --> 00:33:49.393
Last thing you want to do is look bad in front of the client, and so it's not going to be a very long relationship if we're not providing that and positioning you best for your customer relationship.

00:33:49.393 --> 00:33:50.394
It's simple.

00:33:51.441 --> 00:33:56.952
The next question I have with this is we talked about the training with the portals.

00:33:56.952 --> 00:34:02.991
You worked with a partner to ensure that this is a successful implementation.

00:34:02.991 --> 00:34:04.034
10 documents comes with it.

00:34:04.034 --> 00:34:05.907
We won't talk about any of the pricing at this point.

00:34:05.907 --> 00:34:10.070
Are there any other features or areas?

00:34:10.070 --> 00:34:16.311
Or I don't even know what you call it functional well, we do have other solutions.

00:34:16.371 --> 00:34:16.873
The other one.

00:34:16.914 --> 00:34:18.623
Yes, other solutions see.

00:34:18.643 --> 00:34:21.989
Thank you typically know is expense management.

00:34:21.989 --> 00:34:27.206
So employee expenses and corporate credit cards, mileage, reimbursement, you know area.

00:34:27.206 --> 00:34:29.813
There's a million competitors out there.

00:34:29.813 --> 00:34:35.471
So we take the position make expenses go away as quickly as possible.

00:34:35.471 --> 00:34:37.474
That's it.

00:34:37.474 --> 00:34:50.981
Make it as fast, intuitive, as simple as possible to get those expenses in and out and let's move on with our day, because I don't know there's a larger non-value-added activity for an organization than dealing with expenses and reimbursements, right?

00:34:51.001 --> 00:35:01.135
so let's make that as quick as possible so I do like that approach and I am also happy to hear that you realize that there's more than one solution out there.

00:35:01.135 --> 00:35:06.081
I say to everybody I talk with a lot of individuals and something, well, they're going to do this or somebody would do this.

00:35:06.081 --> 00:35:10.672
And I always say you will never be the only one to do something if there's a need for it.

00:35:10.672 --> 00:35:12.123
I go to the hardware store.

00:35:12.123 --> 00:35:13.730
There's 4,000 screwdrivers.

00:35:13.730 --> 00:35:20.887
I will use the screwdriver that works best for what I'm doing and it should be the same thing for all these applications.

00:35:20.887 --> 00:35:23.760
And it's I say it in a couple of ways is one, don't ever think you'll be the only one.

00:35:23.760 --> 00:35:25.302
And two, don't ever think you'll be the only one.

00:35:25.302 --> 00:35:26.463
And two, don't get discouraged.

00:35:26.503 --> 00:35:28.963
If somebody else is doing something, it just means that there's a need for it.

00:35:28.963 --> 00:35:35.527
You just have to know the problem that you're trying to solve and solve it well.

00:35:35.527 --> 00:35:45.634
And you and I could have an expense management product, and we're trying to solve two different problems, but it's still an expense management product solution, whatever, yeah, awesome, how did I say that?

00:35:45.634 --> 00:35:46.793
Expense management?

00:35:46.793 --> 00:35:52.577
So you're scanning expense reports, in essence, or is there a portal where somebody types in their expense report?

00:35:52.577 --> 00:35:53.737
How does this expense report?

00:36:00.340 --> 00:36:01.523
We try to make it, as again, as easy as possible.

00:36:01.523 --> 00:36:06.237
So we do have many different methods to get expenses collected, but most people have a Continua expense management app on their phone.

00:36:06.237 --> 00:36:08.081
Take a picture of the receipt.

00:36:08.081 --> 00:36:14.414
The OCR engine reads the information off that receipt, fills it into the expense entry for the person.

00:36:14.414 --> 00:36:20.152
Ai will kick in and figure out have they bought these things before?

00:36:20.152 --> 00:36:24.632
Automatically fill in the information it can based on detecting those coding patterns.

00:36:24.632 --> 00:36:28.132
They swipe a little submit button and they're done so.

00:36:28.132 --> 00:36:28.833
Pretty darn simple, wow.

00:36:28.833 --> 00:36:34.260
Coding patterns they swipe a little submit button and they're done so pretty darn simple Wow.

00:36:36.523 --> 00:36:36.702
AI.

00:36:36.702 --> 00:36:41.809
So you have an app on your phone Yep, iphone, android, all phones.

00:36:41.809 --> 00:36:43.492
Of course, you have your own app that you wrote.

00:36:44.213 --> 00:36:45.755
I don't think we support Windows phones.

00:36:48.554 --> 00:36:49.260
Are they still around?

00:36:49.260 --> 00:36:51.724
Windows phones?

00:36:51.724 --> 00:36:53.150
Did you say Windows phones?

00:36:53.150 --> 00:36:57.329
That's what I said, yes, no, they're not around.

00:36:57.329 --> 00:37:02.155
I do have an old Windows phone that I kept hoping one day he's trying to throw us now.

00:37:02.621 --> 00:37:04.146
No, a Windows phone stopped a while ago.

00:37:04.407 --> 00:37:08.237
Right, I kept my old Windows phone just for antique purposes.

00:37:08.237 --> 00:37:08.719
That's awesome.

00:37:10.402 --> 00:37:12.467
Yeah, so it will work with iPhone and Android.

00:37:12.467 --> 00:37:13.208
They can scan.

00:37:13.208 --> 00:37:16.103
It will automatically go up to their Business Central.

00:37:16.523 --> 00:37:17.005
Exactly.

00:37:18.108 --> 00:37:19.550
And then somebody can review the expense.

00:37:19.550 --> 00:37:23.851
That's nice, and then it would create a purchase invoice for them to pay the employee.

00:37:24.721 --> 00:37:26.463
It doesn't create a purchase invoice.

00:37:26.463 --> 00:37:28.168
We kind of separate that out.

00:37:28.168 --> 00:37:41.893
It creates an expense inside Business Central and then when they post that expense, it creates basically the payable and whether they reimburse employees as employees in BC or as vendors, we handle both of those methods.

00:37:42.233 --> 00:37:53.682
Oh, I see, Okay, yeah, scratch that so you can have an expense report for a vendor or 1099 or also as an employee reimbursement.

00:37:53.682 --> 00:37:57.530
Yeah, yep, nice, yeah, okay.

00:37:57.530 --> 00:38:04.284
So we have, uh, ap, automation expense management those are the big ones and we have what else?

00:38:04.284 --> 00:38:26.929
I know you have more so much more I know it would take me decades well we don't have decades, because, well, we could talk for decades, because at this point in my life probably go by in the blink of an eye for the reasons previously cited but those are your most.

00:38:27.570 --> 00:38:34.103
Most are the most common ones that are typically quick turnaround times application.

00:38:34.744 --> 00:38:38.070
We have the opposite of document capture, which is document output.

00:38:38.070 --> 00:39:02.949
So if a customer wants to send out, say, invoices or orders, confirmation statements, remittance devices right, any of those types of documents or data from Business Central, we have a toolkit where they can hyper-personalize those communications and queue them up automatically and be sent automatically on a schedule or based on a trigger in Business Central.

00:39:03.619 --> 00:39:06.668
They have some fancy email and stuff Chris and it just doesn't have to be in there.

00:39:06.688 --> 00:39:12.242
Fancy email and stuff, so you don't have to do it one by one or craft all that inside BC.

00:39:12.242 --> 00:39:14.248
Yeah, you can add attachments.

00:39:14.248 --> 00:39:16.628
Overlay branding standards change languages.

00:39:18.704 --> 00:39:21.967
Multiple recipients, different recipients for different types of documents.

00:39:21.967 --> 00:39:22.521
You got it.

00:39:22.521 --> 00:39:24.882
Oh wait, I was supposed to ask you all those questions.

00:39:27.449 --> 00:39:30.612
I'll say ditto yes, you got it no, no, it's, it's.

00:39:30.914 --> 00:39:34.726
uh, the document output is fancy.

00:39:34.726 --> 00:39:45.686
Yeah, I mean, the ap is fancy, the expense management is fancy, but the I like the document output because it's not just, like someone would say, sales invoices.

00:39:45.686 --> 00:40:06.672
I've come across implementations where they use it for all different things, things that were even extensions that they had created themselves, so they were able to do distributions of documents that they've created themselves using the document output without having to, in essence, code anything.

00:40:06.672 --> 00:40:09.168
They were able to set it up with the data.

00:40:09.168 --> 00:40:14.563
They had a document that they created and it was able to just follow into the same framework.

00:40:14.563 --> 00:40:15.666
That's why it's fancy.

00:40:16.039 --> 00:40:17.144
Sort of wizard-driven.

00:40:17.144 --> 00:40:20.268
And yes, if it's in BC, we can include that in an outbound email.

00:40:22.182 --> 00:40:24.362
Wow, so we have Chris you getting all these.

00:40:24.362 --> 00:40:30.733
We have AP automation expense management document output, and is there more?

00:40:31.235 --> 00:40:32.260
oh, there's always more.

00:40:32.260 --> 00:40:42.670
Yes, the newest one, which is pretty, pretty interesting, is our sustainability solution oh, that's sustainability, that's new what?

00:40:42.849 --> 00:40:43.751
what does that mean to you?

00:40:43.771 --> 00:40:46.085
guys sustainability.

00:40:47.206 --> 00:40:50.114
Sustainability is all about.

00:40:50.114 --> 00:41:04.648
Oh, you're going to send me down a road, I'm not going to say anything the amount of carbon footprint you generate is right, because I was going down to the, the rabbit hole of how badly humans are destroying this planet.

00:41:04.648 --> 00:41:08.032
Right, we're the only species that destroys for fun.

00:41:10.342 --> 00:41:11.626
And you guys saw the Matrix right.

00:41:12.789 --> 00:41:14.666
Yes, two decades ago.

00:41:18.880 --> 00:41:22.449
Is it more than two decades 19.

00:41:23.981 --> 00:41:27.385
Chris, I need to get a co-pilot little device here.

00:41:27.385 --> 00:41:33.630
I'm going to set that up going forward so I can just be like I'll mute quickly, but similar as I can yell to these other devices.

00:41:33.630 --> 00:41:36.447
When was the Matrix released?

00:41:38.219 --> 00:41:40.045
Ooh 1999.

00:41:42.030 --> 00:41:42.911
So, Wow.

00:41:42.911 --> 00:41:44.960
Over two decades ago.

00:41:45.059 --> 00:41:46.083
Over two decades ago.

00:41:46.083 --> 00:41:47.106
Yeah, I was right.

00:41:47.849 --> 00:41:48.411
I was right.

00:41:48.411 --> 00:41:52.786
25, a quarter of a century ago it was released.

00:41:54.331 --> 00:41:56.722
Yikes See that sounds appropriate, a quarter of a century.

00:41:56.762 --> 00:41:58.409
Yes, A quarter of a century.

00:41:58.409 --> 00:42:00.288
So did I see the Matrix?

00:42:00.288 --> 00:42:02.367
I saw it a quarter of a century ago.

00:42:02.367 --> 00:42:02.929
Yes.

00:42:04.579 --> 00:42:08.943
There's when you think that it was that long ago the CGI in that.

00:42:08.943 --> 00:42:11.983
It's really impressive, right it was impressive.

00:42:12.023 --> 00:42:14.248
Yeah, listen, I played pong.

00:42:14.248 --> 00:42:21.641
I remember I remember going to the bike shop down the street and buying that little pong device that you hooked up to the tv and I thought those were great graphics.

00:42:21.641 --> 00:42:23.523
And then the atari 2600 came out.

00:42:23.523 --> 00:42:25.726
I thought those were amazing graphics, incredible.

00:42:25.726 --> 00:42:34.063
Put that on a tv today and you're like, wow, I thought this was amazing compared to what it is today.

00:42:34.063 --> 00:42:39.032
Yes, but yes, so maybe the matrix cgi is in that.

00:42:39.032 --> 00:42:40.702
I have to watch it again now that you said that.

00:42:40.702 --> 00:42:45.460
But star wars, those special effects will last forever.

00:42:45.480 --> 00:42:48.054
You can't beat those and there's a good see, so you're sending us down these routes.

00:42:48.054 --> 00:42:50.041
You can't beat those and those are good See.

00:42:50.041 --> 00:42:51.106
You're sending us down these routes.

00:42:51.106 --> 00:42:56.911
You can't talk to us late in the evening like this Two more.

00:42:56.972 --> 00:42:58.465
Why did I bring that up?

00:42:58.465 --> 00:43:03.532
This is a new product right, sustainability.

00:43:03.780 --> 00:43:05.347
We'll bring it back to the sustainability.

00:43:05.387 --> 00:43:08.327
I'm sorry, it was something about.

00:43:08.327 --> 00:43:11.349
Humans are the only virus.

00:43:11.349 --> 00:43:12.311
That something or other.

00:43:12.311 --> 00:43:16.543
There was some quote in that matrix right Talked about humans as a virus.

00:43:17.867 --> 00:43:19.831
Yeah, that's right Agent Smith.

00:43:20.052 --> 00:43:23.630
Yes, sustainability is about carbon accounting.

00:43:23.630 --> 00:43:36.726
So that was a beautiful answer and I know a fraction of 1% of this information, what it is and so forth, just working here at Continua.

00:43:36.726 --> 00:43:59.557
It's just not a thing yet here in North America, but the EU has been working on this certainly for a few years, and as of this year, for 2024, the largest companies in Europe have to report their carbon footprint as part of their annual financials.

00:43:59.557 --> 00:44:13.179
I think the companies that have to do this are equivalent to the Fortune 500 companies.

00:44:13.179 --> 00:44:13.460
But for your?

00:44:13.460 --> 00:44:17.125
So you start to think about okay, what does that mean?

00:44:17.125 --> 00:44:20.710
You see on airplane tickets, right on your receipt, may give you a carbon footprint number.

00:44:20.811 --> 00:44:29.900
Yes, right, yes, right, yep no-transcript.

00:44:30.242 --> 00:44:36.905
You start to ponder for a minute how do you even begin to do that right, as a company?

00:44:36.905 --> 00:44:40.969
And there's certain scopes involved as well.

00:44:40.969 --> 00:44:45.210
So scope one is basically everything that we've done directly.

00:44:45.210 --> 00:44:52.485
If we've purchased something, if we've driven someplace, we take a plane ride, right, the things that we've done directly.

00:44:52.485 --> 00:44:54.315
Scope two is things that we've done directly.

00:44:54.315 --> 00:45:06.996
Scope two is things that you've done indirectly, so you've caused a carbon footprint based on indirect so upstream and downstream, suppliers and vendors, things like that and then carbon.

00:45:06.996 --> 00:45:07.778
Sorry.

00:45:07.778 --> 00:45:13.168
Scope three is now I forgot.

00:45:13.168 --> 00:45:21.490
There's three different scopes of kind of those touch points, and then you've got to accumulate all of this and report all of this.

00:45:21.490 --> 00:45:28.353
So quite an interesting task ahead for companies to adapt to this and be able to.

00:45:28.661 --> 00:45:30.027
I hope we get there soon.

00:45:30.027 --> 00:45:34.750
Because, it is something I like that and I did look up the quote.

00:45:34.750 --> 00:45:35.561
See.

00:45:35.621 --> 00:45:39.088
now it's late so I can't and I did also look up scope three.

00:45:39.088 --> 00:45:43.384
It did say oh see, look at this, hold on hold on agent smith.

00:45:43.403 --> 00:45:45.829
You were correct the matrix 1999.

00:45:45.829 --> 00:45:48.981
Human beings are a disease, a cancer of this planet.

00:45:48.981 --> 00:45:50.884
You're a plague and we are the cure.

00:45:50.884 --> 00:45:57.355
I like, like that Agent Smith, see, but I wish it's funny.

00:45:57.355 --> 00:46:13.382
And again we'll go on another tangent and we're going to go back to the sustainability module that in the United States we're supposedly this technological power, superpower, country, all this, whatever people call it, but we still use checks.

00:46:13.382 --> 00:46:22.161
We care so much about the environment but we don't track sustainability.

00:46:22.161 --> 00:46:35.152
There's a lot of things here that I sit back and I go it's not as advanced as it should be or there's another reason why we're not.

00:46:35.733 --> 00:46:39.175
Brad, are you saying all we're doing is giving lip service?

00:46:39.996 --> 00:46:40.956
I'm not saying anything.

00:46:40.956 --> 00:46:52.943
I'm just saying I think it's funny that in the US we still process checks and everywhere else in the world will look at us and go what's a check?

00:46:52.943 --> 00:46:56.483
Do you remember even the tap cards?

00:46:56.483 --> 00:47:00.547
Yes, why are we still swiping?

00:47:00.547 --> 00:47:07.809
We have the highest credit card fraud rate in the planet 90% of the credit card frauds in the United States.

00:47:07.809 --> 00:47:12.425
I don't remember if that's the true statistic, now it's when I looked at it.

00:47:12.425 --> 00:47:17.530
Why don't we just start using these things to help reduce it?

00:47:17.530 --> 00:47:19.588
But no, we have.

00:47:19.588 --> 00:47:27.246
And then we'll say all these other countries are doing things differently or the way they shouldn't be, and we still use checks.

00:47:30.070 --> 00:47:34.146
I actually get razzed by my European teammates that we still use checks over here.

00:47:34.146 --> 00:47:38.271
It's just because they've not had checks for years and years.

00:47:38.271 --> 00:47:41.503
I got a check in the mail.

00:47:41.503 --> 00:47:42.365
I didn't even know what to do.

00:47:42.365 --> 00:47:43.389
I almost threw it out.

00:47:43.849 --> 00:47:44.512
I thought it was fake.

00:47:45.041 --> 00:47:47.460
You guys take a picture and do remote deposit.

00:47:47.740 --> 00:47:57.463
I'm okay with taking a picture of remote deposit capture and all this stuff like that, but the fact that somebody will send me a check, it's not only I don't understand.

00:47:57.463 --> 00:48:01.260
I never will they rash you, justifiably so, in my opinion.

00:48:01.322 --> 00:48:02.867
There's a lot of waste in checks.

00:48:04.152 --> 00:48:04.755
It's kind of funny.

00:48:04.755 --> 00:48:07.144
A lot of waste is kind of funny.

00:48:07.144 --> 00:48:08.088
We're not sustainable.

00:48:08.702 --> 00:48:09.425
This is a cool tool.

00:48:09.425 --> 00:48:12.065
What's scope 3, Chris.

00:48:12.920 --> 00:48:13.561
Before we forget.

00:48:13.601 --> 00:48:17.972
Scope three says all other indirect, upstream and downstream emissions.

00:48:17.972 --> 00:48:18.572
Okay.

00:48:19.481 --> 00:48:20.063
For example.

00:48:20.063 --> 00:48:21.126
Does that have an example there?

00:48:22.103 --> 00:48:23.434
It did not give me an example.

00:48:23.434 --> 00:48:32.005
All right, I guess everything outside of that scope one and scope two is the scope three out of scope, yes, whatever's out of scope.

00:48:34.141 --> 00:48:36.849
No, this is cool, though, that you have this uh tool.

00:48:36.869 --> 00:48:45.041
I think it's a good way to um, you know, maybe from the us I'd start thinking about that, and how can you capture that?

00:48:45.041 --> 00:48:47.365
And, uh, you should.

00:48:47.365 --> 00:48:56.190
It'd be good to know what kind of emission carbon emission are you outputting you know it goes back to the what gets measured gets done, or whatever.

00:48:56.210 --> 00:48:57.552
That old saying is right.

00:48:57.552 --> 00:49:00.400
But that's, I think, fundamentally what this is about.

00:49:00.400 --> 00:49:11.596
I don't think any one of us could hazard anywhere close to a decent guess as to what we're doing from a carbon accounting standpoint you know, on an annual basis.

00:49:13.201 --> 00:49:25.947
I'm all for it because you are correct, the more you track, the more you do, because even if you start tracking calories, for example, right, you pay attention to what you're eating, you track your spending, where you're spending, your money, where you try.

00:49:25.947 --> 00:49:31.708
You know, if you keep track of literally like categorize it a lot of times, you'll spend more wisely.

00:49:31.708 --> 00:49:35.333
Yeah, yep, or wiser or wisely, more wisely.

00:49:35.612 --> 00:49:36.054
More wisely.

00:49:36.934 --> 00:49:41.806
Yeah, see, sometimes I forget All jokes aside.

00:49:41.806 --> 00:49:44.391
So now we have sustainability.

00:49:44.512 --> 00:49:48.195
Yeah, Is there more?

00:49:48.195 --> 00:49:56.739
Well, we have several other solutions globally that we're working through adapting for the North America marketplace, but those are the main ones here, yeah.

00:49:57.119 --> 00:50:04.452
So for the US the four main ones that we can use within the United States are AP automation, expense management, document capture and sustainability.

00:50:04.452 --> 00:50:13.353
But we should mention those other ones because we do have others that listen to this over the pond.

00:50:13.474 --> 00:50:17.103
Fair enough, you're saying we have a global reach to this over the pond.

00:50:17.123 --> 00:50:18.628
Fair enough, you're saying we have a global reach yes, over the pond.

00:50:18.648 --> 00:50:19.429
Oh, that's very nice.

00:50:19.429 --> 00:50:29.661
We have offices in three or four continents four continents, I guess, right, so we are very much a global, global organization.

00:50:29.661 --> 00:50:50.387
Um, and, as you might expect, the other solutions we have available elsewhere are process automation tools related mostly to finance, and we have basically a set of automation tools for the finance team in particular that we've actually just kind of regrouped and rebranded and then it's being announced, I think very, very shortly, called Continua Finance.

00:50:50.387 --> 00:50:53.137
I don't really deal with that, so I can't really take you through all the elements that are in there very shortly called Continua Finance.

00:50:53.137 --> 00:50:57.230
I don't really deal with that, so I can't really take you through all the elements that are in there.

00:50:57.230 --> 00:51:11.393
We have Continua Banking, which, as you'd expect, is for automatic bank or I should say customer-to-bank communications, for sending payments and receiving bank statements and so forth.

00:51:11.393 --> 00:51:15.851
And then we have what's the other one?

00:51:15.851 --> 00:51:20.590
We have a payroll oriented solution, but that's really just for Denmark.

00:51:22.423 --> 00:51:23.931
You mentioned you're in several continents.

00:51:23.931 --> 00:51:27.389
Which continents are you present?

00:51:28.494 --> 00:51:31.146
Well, I mean, we cover all over the world.

00:51:31.146 --> 00:51:35.097
I don't think we have any customers in Antarctica, of course, but Does anybody live in Antarctica?

00:51:35.139 --> 00:51:37.922
of course, does anybody live in Antarctica Like for?

00:51:37.943 --> 00:51:38.684
real Scientists.

00:51:39.344 --> 00:51:43.528
Yeah, I don't think you can put that as your permanent address, I know scientists go there.

00:51:43.668 --> 00:51:44.369
Not permanent.

00:51:44.409 --> 00:51:47.934
yeah, I don't know if it's a permanent address.

00:51:47.934 --> 00:51:49.876
There's people in the International Space Station.

00:51:49.876 --> 00:51:54.103
I don't know if they could put their address.

00:51:54.123 --> 00:52:00.655
Please forward mail to iss, because you're floating in space anyway you're really stuck on this paper, aren't you?

00:52:05.289 --> 00:52:13.108
hopefully we don't have to send mail to the space station listen, it's coming from the United States.

00:52:13.329 --> 00:52:14.130
I wouldn't doubt it.

00:52:16.494 --> 00:52:17.375
Astronauts up there.

00:52:17.375 --> 00:52:19.527
I forgot to send in my utility bill.

00:52:21.402 --> 00:52:22.326
He has to mail a check.

00:52:22.326 --> 00:52:24.405
Can you send somebody up to take the check?

00:52:24.405 --> 00:52:27.311
That's funny.

00:52:27.311 --> 00:52:28.925
Yeah, I thought that was a funny joke.

00:52:29.239 --> 00:52:35.954
OK, so we have offices, of course, in North America, europe and down in New Zealand.

00:52:35.954 --> 00:52:38.505
I guess that's just three continents.

00:52:38.547 --> 00:52:42.106
yes, Wow, that's a good presence yeah.

00:52:43.050 --> 00:52:43.411
It is great.

00:52:43.739 --> 00:52:44.885
I would like to go to New Zealand.

00:52:45.019 --> 00:52:47.929
I've always wanted to go to the Australia New Zealand area.

00:52:48.159 --> 00:52:50.489
Yeah, yeah, it's got to be just incredible.

00:52:50.489 --> 00:52:56.588
Yeah, they tell great stories down there about how beautiful it is and all the interesting animals and so forth.

00:52:57.561 --> 00:52:58.846
Mark, you just tell them I don't believe.

00:52:58.846 --> 00:53:03.405
You Send me over there for me to validate we need to have a company meeting in New Zealand.

00:53:03.606 --> 00:53:04.409
No, I've heard the same.

00:53:04.409 --> 00:53:06.949
I've heard that New Zealand and Australia are beautiful.

00:53:06.949 --> 00:53:10.048
I've heard that they had some crazy animals.

00:53:10.048 --> 00:53:19.652
But I'm telling you, florida has some crazy animals too, and I'm crazy animals, but I'm telling you, florida has some crazy animals too, and I'm not talking about just the people, right, they just had the.

00:53:19.692 --> 00:53:20.173
What was that?

00:53:20.173 --> 00:53:21.577
The python roundup down there?

00:53:22.278 --> 00:53:30.253
that's always yeah, yeah yeah, yeah, there's a business for that I don't go outside at night, like once it gets dark.

00:53:30.253 --> 00:53:34.344
I see you in the morning, right right.

00:53:34.806 --> 00:53:43.715
My wife works at Colorado State University and she's always telling them stories about life in Florida and they just can't get over that.

00:53:43.715 --> 00:53:47.737
Like when you go golfing, you don't go in after a ball.

00:53:47.737 --> 00:53:53.550
If it's anywhere close to the water, you just leave it and move on right, because it's not worth a bite from an alligator.

00:53:54.420 --> 00:53:55.664
It's not only that.

00:53:55.664 --> 00:54:00.335
I was walking back to my car the other day from a.

00:54:00.335 --> 00:54:05.597
I was in the parking lot, I was charging the car and they had a little coffee shop or something.

00:54:05.597 --> 00:54:09.469
I went to the coffee shop and walking back through you know some parking lots, they have the islands.

00:54:09.469 --> 00:54:22.023
It was a grassy island and we went to cut across it and I said watch your footing, because even when you cut across the grass there's like stuff that will eat you Snakes, scorpions, spiders.

00:54:22.023 --> 00:54:33.550
So even just walking through the grass in the parking lot, you have to be very, very careful that you don't step on a snake or something else that will kill you.

00:54:33.550 --> 00:54:35.873
See, chris, we always talk about that.

00:54:35.873 --> 00:54:38.626
See, that's the one good thing about the mountains and the mountains up north.

00:54:39.309 --> 00:54:42.021
It's a moose at least you can see them from far away.

00:54:42.021 --> 00:54:43.766
I can see that thing coming.

00:54:43.905 --> 00:54:48.581
It will damage me quicker, but at least I have an opportunity to see it.

00:54:48.581 --> 00:54:52.088
The moose is not laying in the grass hidden underneath a couple of leaves.

00:54:52.347 --> 00:54:56.255
Yeah, you know why they do these python roundups?

00:54:57.460 --> 00:55:02.170
Because they're not native and they're invasive and they have no predators.

00:55:02.952 --> 00:55:05.106
Correct, but how do all these pythons get there?

00:55:06.081 --> 00:55:07.646
People buy pets and they let them go.

00:55:08.559 --> 00:55:09.181
They.

00:55:09.181 --> 00:55:14.423
Yes, let them go, or flush them down the toilet when they get to be a little bit too big, and then they wind up in the water system.

00:55:14.423 --> 00:55:15.768
And there you go, yes.

00:55:16.789 --> 00:55:25.454
Yes, yeah, there's several things down here that are invasive, like I found that the yeah, like a Cuban.

00:55:25.454 --> 00:55:26.860
I think it's the Cuban frog.

00:55:26.860 --> 00:55:31.510
I forget what the formal name of it is, but it's a frog, like a Cuban frog, that has no predators.

00:55:31.510 --> 00:55:32.893
That is poisonous.

00:55:32.893 --> 00:55:38.889
I went outside and it shoots goo at you.

00:55:38.889 --> 00:55:39.251
That's not good.

00:55:42.181 --> 00:55:43.264
Yeah, look up the Cuban frog in Florida.

00:55:43.284 --> 00:55:44.465
Even those little stick bugs.

00:55:44.465 --> 00:55:45.586
They have a certain stick bug.

00:55:45.586 --> 00:55:47.528
I took a picture and I saw it outside.

00:55:47.528 --> 00:55:51.414
They're poisonous, they shoot venom in your eyes and you go blind.

00:55:51.414 --> 00:55:57.405
No, that's not good, don't do that, that, no, I don't touch everybody's listening to this.

00:55:57.465 --> 00:56:01.032
It's like when is the next event that's gonna happen in florida?

00:56:01.052 --> 00:56:16.112
I gotta be careful no, no, I, we have a little levity today, but, um no, I do appreciate you talking with us about continia and appreciate you asking no, no, yeah, absolutely about all of the services.

00:56:16.112 --> 00:56:19.030
It's a great application, great extension, great suite of products.

00:56:19.480 --> 00:56:20.746
I have a quick question, Mark.

00:56:20.746 --> 00:56:26.507
So when a new partner works with Continia, what is that experience like?

00:56:26.507 --> 00:56:34.289
Do you offer some training a few days here and there, an environment for them to play with?

00:56:34.289 --> 00:56:35.751
How does that work?

00:56:37.481 --> 00:56:46.170
Yeah, we really try to adapt the approach to what makes sense for the partner, because sometimes they have a little bit of experience, sometimes they just like learning on their own.

00:56:46.251 --> 00:56:50.329
So we'll work with them and figure out where to meet them and how to best support them.

00:56:50.329 --> 00:57:04.030
Generally speaking, they're going to get an onboarding process with me and I'm going to take them through all the details and tell them how we support them and how we work with them and my role in the sales process and how to make it easier for them.

00:57:04.030 --> 00:57:08.099
We've got on-demand training for document capture.

00:57:08.099 --> 00:57:13.012
It's, I think, five hours of training, for example, that they go through.

00:57:13.012 --> 00:57:35.170
Then we will transition them to the services team and for the like I said, the first couple of projects, we're going to work with them on a regular basis, probably have calls a couple of times a week with them and make sure that we're doing the coaching, doing the advising, doing quality checks, et cetera, talking about how to progress through the project plan.

00:57:35.170 --> 00:57:49.291
We have a very detailed project plan that we provide and step through that with them, in concert, of course, and so through that first couple projects, that's how they learn the solution, as well as the training we provide.

00:57:50.563 --> 00:57:52.871
And that's covered through the partnership.

00:57:52.871 --> 00:57:54.244
Yep, all there.

00:57:54.244 --> 00:57:58.530
Partnership of the product Wow, that's amazing.

00:57:58.530 --> 00:58:12.110
And so, on top of that, they'll have access to knowledge base right, so they can use it as a reference, on top of getting support directly from a person to assist.

00:58:12.331 --> 00:58:14.313
That's amazing directly from a person to assist.

00:58:14.313 --> 00:58:16.076
That's amazing, it is great, and any customers.

00:58:16.076 --> 00:58:29.905
If they need the AP automation expense management or the document output, they can reach out to their partner, and if their partner's not familiar with it, at least they can reach out to you and you get all the support that they need, which is good too.

00:58:30.559 --> 00:58:32.628
What happens, marcus, is sometimes you have.

00:58:32.628 --> 00:58:41.333
I'm sure some small partners would want to implement Continia, but maybe they don't have the staff.

00:58:41.974 --> 00:58:44.097
Yeah, great question, great question.

00:58:44.137 --> 00:58:44.697
How does that work?

00:58:45.039 --> 00:58:45.860
That happens right.

00:58:45.860 --> 00:58:53.378
They're not big enough really to be able to dedicate somebody, or they're very busy at the time, so forth to be able to dedicate somebody, or they're very busy at the time, so forth.

00:58:53.378 --> 00:59:02.327
We have a list of additional independent consultants that will pick these projects up and I just send them the list.

00:59:02.327 --> 00:59:03.445
They can work through that.

00:59:03.445 --> 00:59:13.784
Maybe they have a prior relationship with somebody on the list and subcontract out or just hand that off, but the partner can still keep the customer and just let this other person do the project for him.

00:59:13.784 --> 00:59:22.202
We get a lot of compliments about how easy we are to deal with.

00:59:22.202 --> 00:59:30.362
Frankly, there's no higher compliment for me If we can make it so easy that it's almost enjoyable, right we're doing our job.

00:59:30.402 --> 00:59:34.052
People underestimate the importance of being easy to work with.

00:59:34.052 --> 00:59:45.606
I laugh sometimes it shouldn't be difficult to work with you it should be easy to work with you.

00:59:45.860 --> 00:59:48.099
We recently found out, and I think we're doing something right.

00:59:48.099 --> 00:59:57.324
We recently found out we're in one, or I should say one in five Business Central customers are using at least one of our solutions.

00:59:58.969 --> 01:00:03.202
Wow, that's something, that is a good number, that's a great statistic.

01:00:03.222 --> 01:00:16.364
So one in five, that's 20% to me, and Business Central has over 40,000, so that's a lot of customers that are using at least one of your solutions.

01:00:16.605 --> 01:00:17.226
We have.

01:00:17.226 --> 01:00:22.663
I think the average number now is around 400 activations a month.

01:00:24.487 --> 01:00:26.291
Wow.

01:00:26.472 --> 01:00:29.425
That's impressive, and they better send you to New Zealand for that.

01:00:29.425 --> 01:00:31.172
I know.

01:00:31.172 --> 01:00:36.608
Team meeting in New Zealand 400 activations a month.

01:00:36.608 --> 01:00:44.599
Yeah, speaking of activations a month, is it a month-to-month type as a matter of application, or is it an annual?

01:00:45.722 --> 01:00:52.342
another way that we're making it easy for everybody and again, just haven't dealt with so many times views.

01:00:52.342 --> 01:00:59.989
Over over my decades career I recognize how different, how beautiful this setup is.

01:00:59.989 --> 01:01:04.608
What we do is basically volume-based pricing.

01:01:04.608 --> 01:01:15.032
So at the end of the month we'll measure for if we're doing invoices how many invoices did they process that month, and charge them according to that number.

01:01:15.032 --> 01:01:15.572
That's it.

01:01:15.572 --> 01:01:17.583
That's all there is to the licensing.

01:01:17.583 --> 01:01:18.487
So it is.

01:01:18.507 --> 01:01:19.731
It goes with their growth yeah.

01:01:20.239 --> 01:01:33.539
So that I like the volume based licensing, because if I don't use it I don't pay, but also it's competitive for those businesses that may have a smaller volume.

01:01:33.539 --> 01:01:37.231
They're not paying the same price as somebody who may have a larger volume.

01:01:37.699 --> 01:01:40.108
It's attainable for smaller organizations, for sure.

01:01:40.289 --> 01:01:42.505
Yeah, I was going to use the word sustainable.

01:01:42.505 --> 01:01:43.931
Chris, the sustainability.

01:01:44.420 --> 01:01:47.630
It starts around a dollar an invoice and goes down from there.

01:01:47.630 --> 01:01:58.891
So if you're processing 50 invoices a month, that's, you know, $50, and something that's pretty affordable for most companies, right?

01:01:59.201 --> 01:02:01.599
Yeah, and the amount of time saved, yeah.

01:02:01.599 --> 01:02:04.425
I mean, that's a no-brainer.

01:02:05.768 --> 01:02:06.269
That's great.

01:02:06.269 --> 01:02:10.514
And a lot of I found out through doing the demos, talking to the organizations.

01:02:10.514 --> 01:02:18.070
There's a lot of companies that have seasonality to them right and so this accommodates that as well, very, very nicely.

01:02:18.070 --> 01:02:23.728
They don't have to build in for their highest level of volume and then end up wasting a lot of money a lot of the year.

01:02:24.501 --> 01:02:25.344
That's another good point.

01:02:25.344 --> 01:02:28.000
That's another thing I like about the Business Central Online process.

01:02:28.000 --> 01:02:40.255
You can have that seasonality if you're a certain organization that even for the holidays you may have to seasonality If you're a certain organization that even for the holidays you may have to ramp up staffing or temporary staffing to be able to.

01:02:40.255 --> 01:02:42.606
I like that model.

01:02:42.606 --> 01:02:44.106
I think it's a great model.

01:02:44.106 --> 01:02:49.170
It makes it more affordable for all different types of businesses.

01:02:49.170 --> 01:02:52.081
Agreed, agreed Well.

01:02:52.081 --> 01:02:57.159
Mr Mark, it was a pleasure speaking with you this afternoon.

01:02:57.159 --> 01:03:02.952
It was also a pleasure seeing you in Atlanta and I also look forward to seeing you in Texas.

01:03:04.139 --> 01:03:05.824
San Antonio is right around the corner.

01:03:05.945 --> 01:03:06.407
Can you believe it?

01:03:06.407 --> 01:03:07.471
It is right around the corner.

01:03:07.471 --> 01:03:17.653
I'm not certain if this will make it out before then, because we're so close to it, but we can listen to it when it comes out and we'll think back of all the fun that we're going to have.

01:03:17.653 --> 01:03:19.056
Are you doing any sessions?

01:03:20.221 --> 01:03:22.748
I am not this year and I'm kind of disappointed.

01:03:22.748 --> 01:03:26.039
I um, yes, the short story is no, unfortunately.

01:03:26.902 --> 01:03:28.608
Is anyone going to continue doing a session?

01:03:29.400 --> 01:03:30.485
We won't have any sessions.

01:03:30.485 --> 01:03:31.664
Of course we'll have a booth.

01:03:31.664 --> 01:03:33.664
And, uh, we won't have any sessions.

01:03:33.664 --> 01:03:36.753
Of course we'll have a booth and be there in force, but no sessions unfortunately.

01:03:36.773 --> 01:03:42.851
Okay, there's a tradition that we have, so please be mindful of that when I stop by the booth.

01:03:42.851 --> 01:03:46.963
That's all I have to say.

01:03:46.963 --> 01:04:05.307
Of course, you can blame someone else for that tradition, but it's been some years that that tradition has been in play and speaking of which, um you know, I think this is gonna fill in well enough for oh yes, chris, I think I told you, chris.

01:04:05.307 --> 01:04:12.286
So I was talking with mark uh and a few others in atlanta, and they're all growing the horseshoe too.

01:04:12.768 --> 01:04:14.190
I can't wait to shave this off.

01:04:14.572 --> 01:04:15.233
There you go.

01:04:15.233 --> 01:04:17.806
I forgot to mention I was waiting to bring it up.

01:04:17.806 --> 01:04:18.811
Thank you, mark, for bringing it up.

01:04:18.811 --> 01:04:20.887
I actually was thinking about that this morning to ask you.

01:04:20.887 --> 01:04:27.009
I cannot wait to do this and then have it and then just go back to just stubble or something.

01:04:28.764 --> 01:04:30.135
So you got more people doing it.

01:04:30.135 --> 01:04:30.760
That's awesome.

01:04:31.239 --> 01:04:33.103
Listen, that's how I roll, chris, I don't just.

01:04:33.103 --> 01:04:35.387
You know.

01:04:35.387 --> 01:04:36.510
This is great.

01:04:36.510 --> 01:04:37.371
I want everyone else to do it.

01:04:37.371 --> 01:04:50.539
Chris is trying to do it too, but he has a little more to grow so it's, it's this and this will be there gone, yes a horseshoe is this and going down.

01:04:50.719 --> 01:04:51.684
But I'll show a secret.

01:04:51.684 --> 01:04:55.360
Now is I actually have been growing this for a while.

01:04:55.360 --> 01:05:00.291
I've been keeping it back, but once we're there, look at this, this will be gone.

01:05:00.291 --> 01:05:07.603
I'm doing like hulk hogan style I'll have this going down, I'll trim it up and make it nice, but I've been keeping it pulled back.

01:05:07.643 --> 01:05:08.985
Well, I, I got started late.

01:05:09.025 --> 01:05:20.306
I might need some extensions, but yeah you still have a couple weeks I think we're gonna bring in some stickers for for uh, you know, if you don't grow it on time some stickers slap it on.

01:05:23.161 --> 01:05:25.309
Uh, thank you again, Mark, for taking the time to speak to us.

01:05:25.309 --> 01:05:26.364
Look forward to seeing you at summit.

01:05:26.364 --> 01:05:27.969
Uh, definitely, we'll stop by the booth again.

01:05:27.969 --> 01:05:37.568
This probably won't make it out just because we're so close to the conference, but the information is still important and I will definitely see you there If anyone has any questions.

01:05:37.568 --> 01:05:43.028
Would like more information on any of the great products that Continia offers for Business Central.

01:05:43.028 --> 01:05:47.351
What is the best way to learn more about them?

01:05:47.351 --> 01:05:52.606
How can someone contact you to learn more about them and also see all the great things that you guys are putting together?

01:05:54.219 --> 01:06:02.465
MDR at Continiacom or just go to Continuacom, hit the contact me flag there and just put your email in and we'll follow up.

01:06:02.545 --> 01:06:04.476
Yes, Excellent, great.

01:06:04.476 --> 01:06:04.978
Thank you very much.

01:06:04.978 --> 01:06:06.541
It was a pleasure speaking with you.

01:06:06.603 --> 01:06:07.804
Absolutely fantastic guys.

01:06:07.804 --> 01:06:08.527
Thank you so much.

01:06:09.449 --> 01:06:10.351
Thank you, great information.

01:06:10.351 --> 01:06:13.922
Talk to you soon, ciao, ciao, take care everyone.

01:06:13.922 --> 01:06:22.030
Thank you, chris, for your time for another episode of In the Dynamics Corner Chair, and thank you to our guests for participating.

01:06:22.311 --> 01:06:23.853
Thank you, brad, for your time.

01:06:23.853 --> 01:06:27.295
It is a wonderful episode of Dynamics Corner Chair.

01:06:27.295 --> 01:06:32.324
I would also like to thank our guests for joining us.

01:06:32.324 --> 01:06:33.851
Thank you for all of our listeners tuning in as well.

01:06:33.851 --> 01:06:37.842
You can find Brad at developerlifecom.

01:06:37.842 --> 01:07:01.731
That is D-V-L-P-A-L-I-N-O, dot I-O, and my Twitter handle is matalino16.

01:07:01.731 --> 01:07:05.407
And you can see those links down below in the show notes.

01:07:05.407 --> 01:07:06.771
Again, thank you everyone.

01:07:06.771 --> 01:07:08.326
Thank you and take care.