Episode 401: Optimizing Accounts Receivables in Business Central

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Welcome everyone to another new episode of Dynamics Corner.

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Why not get paid on time, brad?

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Why AR payment is an afterthought.

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Perhaps it shouldn't be in an implementation.

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So stand up, own your pay.

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Sorry for the dad joke, I'm your co-host, chris.

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And this is Brad.

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This episode was recorded on January 6th 2025.

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Chris, chris, chris, look at you coming out with a dad joke.

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Look at this, it's a new year and we're still here and sitting in the Dynamics Corner chair.

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See, you had a dad joke.

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I had a little rhyme.

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Here we are with the first recording in 2025.

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And with us today, I had the opportunity to learn a lot about AR collections and payments within Business Central.

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With us today, we had the opportunity to speak with David Garrison and Danny Hossa from Paystand hello, david, danny, good morning, good afternoon.

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Happy new year.

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How are you both doing?

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doing well, happy new year you know, happy new year this is.

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We were able to take a small break for the holidays.

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This is our first recording for the new year, so you were the first guests for the new year.

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But I always have the question and someone asked me the same question yesterday how often or how long do you say Happy New Year?

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Is it the first time you see someone after the new year Through the end of January?

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Is it the first two weeks I had the new year through the end of January?

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Is it the first two weeks?

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I had a long conversation with someone about this last night.

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I think it's the first two weeks.

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The first two weeks.

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The first time you see somebody, or if I talk with you again tomorrow, do I say happy?

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new year again it's gotta be 30 days, man.

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30 days, the full January, I think.

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If it's the first time you're reaching out or talking, mention it within the first 30 days, I think after that it's a little bit, it's old news.

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Well, I said I was at doctors this morning.

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I said it to them and I kind of felt awkward saying it because I'm like like it's already been a week, know, but they appreciate it.

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Well, that adds a twist to this conversation or to this question.

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Do you base it on how well you know someone?

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So in the case of when you're going to the doctor, you may not speak with the receptionist regularly?

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Or maybe a different type of relationship may not be a business relationship where if you're having a for reference, a sales call with a prospect, you may say Happy New Year just because of formality, versus someone who's doing reception or intake at a medical office you may not say it to.

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It doesn't matter who it is.

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No, I think it also matters where you are, because one of the things we learned in Idaho when we moved here, it was kind of like if you say I hope you had a good day, or have a nice day, or you know how are you doing, like you better be ready to hear the answer, like because they just they just converse, like you know the lady at the, the clerk at the market.

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You're like hope you had a good day and she's like, oh no, let me tell you about my day.

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Like I don't really care.

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Do you really care?

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Did I really need to know about you, know everything that happened on your way?

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So like, be prepared to hear where, like I remember in LA, like people don't even stop at stop signs.

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So like why would they care?

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Stop sign You're saying they can't read.

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It's just so self-centered, Like it's, like you know, it's the self-centeredness versus the really legitimately caring, you know I think I've seen the difference being in California and being in other states, that how kind people are.

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You know strangers.

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Where.

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Versus people outside of California usually, and then people in California.

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You know not as much acknowledgement or care for.

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You know a person's day.

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There's a saying that Brad and I talked about this.

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You know, people in the West, primarily in California they're nice but they're not kind.

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People outside of that state nothing against California, by the way they're not nice, but they're very kind.

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No no, no, no, you said it wrong.

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That's really interesting, no, you said it wrong.

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You said the West Coast of.

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California.

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They're kind but they're not nice.

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Right, no, they're nice.

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They're nice, they'll support you, but they're not really kind.

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There's no intent.

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They just say, hey, how are you doing Bl tent?

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Uh, they just say, hey, how you doing blah, blah, blah?

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But they're like, yeah, I don't really care.

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And then the east coast, right specifically the northeast.

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They're kind, but they're not nice, right?

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yeah, like new yorkers, for example, they sound like they're yelling at you, right, they're like they don't, they're not.

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That's not very nice, but then like they're very, actually they're kind.

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Yeah, we have big hearts I had a sales job where I was calling into credit unions and financial institutions in the Pacific Northwest and they literally would call me back to tell me they're not interested.

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And I was like shocked.

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I'm like wait, you guys are real close.

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And I was like Chris, you know, you've been in the Northwest BMW.

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But then I also interviewed for a job once that was in East Coast territory, but it was a West Coast company, but it was going to be in East Coast territory.

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And they were like there's no way, david, you could sell to East Coasters Like they will just eat you alive.

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You just don't have the.

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You know, you don't have that, even though I was born in Schenectady, you know I spent six months there, but that was it.

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Yeah, that Boston or that New York like selling to them.

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It's like you know no fluff, just you know cut throat, cut throat.

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You know so that was funny that there is a there is truth to that, because in my travelings I have to go back to it.

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Chris, you left out the other piece to this.

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Then you said the Midwest they're passive, aggressive.

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Yes.

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So I mean we kind of butcheredered that statement but you should have to go the whole thing.

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So the west coast they're kind nice but they're not kind.

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East coast they're kind but they're not nice.

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And then the midwest is just passive, aggressive.

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And I heard something interesting.

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I'm gonna go back to david's comment.

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So I heard something interesting this morning that you know this whole talk about.

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I'm not bringing politics into it.

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There's a reason why I'm saying this, with this whole comment of Midwest being passive, aggressive, that you know, canada being the 51st state.

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But for the first time I heard somebody talk about how Canada should buy Minnesota and I said they should take Minnesota and Wisconsin and I'd be happy we should give them to them, we should pay them to take Minnesota and Wisconsin.

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I don't care what anybody says.

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Are you the one that posted that on LinkedIn?

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I did not post that.

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No, I saw something recently.

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Yes, I heard it on the news this morning.

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They were talking about it and they were talking like the probability.

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I don't want to get into the whole thing, but I just said it because of you know the whole.

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Chris knows, my Midwest Minnesota, wisconsin.

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The converse of that was like we'll take all of Canada except for Toronto and Ontario.

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I think there's similar disbelief, you know dissatisfaction from different areas within each of the territories.

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I think Toronto.

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It would solve our payments issue.

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If we did, you know we'd have no more USD and CAD issues.

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Simplifies things.

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It would simplify currency.

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You know I wouldn't have customers asking does PayStand support?

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You know Canadian, you know territory.

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But it does say a lot because they're talking Canada could be its own state.

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So there really has to be nothing there, because I think as big as it should be, it should be about 40 states.

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It's five provinces, isn't?

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it.

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I believe so.

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So I mean you at least make.

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I've never been to directly north of Idaho, wherever it is, but it's totally different than Quebec.

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Each of them operate very, very differently.

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Some of them speak a different language.

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Some of them require you to have spikes on your tires during winter and some of them don't.

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I mean, there's very different climates, very different that is true but the same could be said for the united states.

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I mean, we have 50 of them, right, chris?

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Anyway, enough of that.

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Thank you very much.

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Uh, again.

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So start over, chris, rewind, it, don't put any of that stuff in, right?

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Danny david, happy new year.

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It's nice to see you both again.

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It's been a while.

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I had the pleasure of seeing you both in San Antonio, which seems like so long ago, and I've been looking forward to speaking with you ever since then.

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And before we jump into the conversation, would you mind telling us a little bit about you?

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I'm full of fire today, so be ready, ready.

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Like it's the first recording of 2025 good thing I didn't say 2024 and it's hump day.

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Uh, yeah, we're coming over the hump.

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I'm further over the hump than all of you, by the way yes, by a couple hours.

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That works out well, three hours we, um we're.

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So, as the first recording of the, we have to set this bar pretty high, right.

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I said that, yes, right, because now or you could set it really low and then everybody else would sound really well, but I think with the two of you, setting the bar low would be a challenge.

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So we're going to set it really high for today's conversation.

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And before we jump into the conversation, would you mind telling us a little bit about yourself, mr David?

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Yeah, david Gersten, I'm based in Idaho.

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They call it God's country.

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It's real interesting.

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I've been here about three years.

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My day job.

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I'm the director of emerging ecosystems here at PayStand.

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That means I run our Microsoft and Acumatica practice, both sales and channel.

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I've been in the Microsoft or ERP space about 14 years, came into it from selling cell phones to a Microsoft nav practice and they said what the heck are you doing selling cell phones?

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You need to get back and sell real stuff, which I primarily have always sold millions and millions of big contracts.

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So I didn't even know what an ERP was.

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But yeah, I spent 10, 11 years at VARS and a couple years in the ISV space.

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I'd say primarily Microsoft.

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I kind of come from that space.

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Personally, I'm a dad of two plus a dog.

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We have two adults now an 18 and 20, almost 21-year-old.

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You are done as I call it.

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You are done Like now life begins, so everyone have children early, so that you can be young.

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They're starting their own little company selling hype gear um hype wear, and they established their company last night Um this site, so real excited that they're like working together.

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It's fine, like to see two siblings actually finally get along after 18 years of watching them beat each other up.

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It's just exciting to see that.

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So that's my life.

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I have a dog, I love outdoors, I love community, I love sushi People know that and my big fan, my new thing is jelly roll jelly roll I am, I am, I, I cry listening to joe we're just, we're ending the discussion now, yeah,

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because, that's the way.

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Oh see, now I think we're just going to talk about various things.

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So you have a day job, you have a night job.

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I'm full of fire today.

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So, danny, you just be prepared with what you say my, my wife and I are looking at some investments, uh, that hopefully will come through in the next couple months and that'll kind of be her thing and but I'll support her.

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But my, my night job is I'm a, I'm a father, I'm a, I like the Seahawks, I listen to music, nice, I cook, you know.

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And Idaho is called God's country.

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Do you know the reason behind that?

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I don't.

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I was just asking.

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I hear some of these sayings yeah, no, it's really interesting.

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I think it's in the wrong section of the country.

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I think it should have been like a Bible Belt state based on, you know, driving around and every corner has a church and every you know it's a very interesting farm and churches.

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That's what's here.

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I need that life, but I don't need the cold.

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No, I like the small town farm.

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Yeah, I remember I'm the Jewish white southern california the last 30 plus years.

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And now I'm like david, I think.

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I think it has a lot to do with the lds churches up there.

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There's quite a bit yeah, yeah, utah um, idaho was founded by a lot of the lds group moving West through Utah, from Utah.

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So yeah, the only reason I know that, cause I've got a ton of family down in Idaho, Wyoming and Utah.

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I don't believe you anymore LDS population?

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Yes, yes, I do not believe him, because it doesn't matter where we go, who we talk to he's like oh.

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I have a ton of family there.

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Like you, name the state and he'll tell you he has a ton of family there.

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Like you can think of it, even outside of the states.

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He's like I've got a ton of family in Canada.

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I'm going to go up to Vancouver.

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I'm going to stay with a ton of family.

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I'm going to Texas.

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I'm going to stay with validate the claim.

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That's why, if I plan to move, I have to choose a state where I have no family, like, for example, south Dakota would be a one of them, because I don't have family over there.

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So if I plan to move a state, that's one of my options.

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Then you'd be.

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You have to become really passive, aggressive.

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Yeah, that would be tough.

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That would be the end of this podcast Together.

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We'd do our own Last question on the intro, because poor Danny's over here waiting to speak and she probably forgot what she was going to say.

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What is Hypewear?

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Hypewear, it's kind of like Supreme clothing rappers, musicians.

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So it's a clothing company that they're starting.

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Are they doing their own?

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It's a style.

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Yeah, so they have a bunch of different brands that they are buying at very reasonable costs and they're reselling.

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So they're reselling clothing through a store called hype wear.

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Through social media.

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Basically, you do a lot of Instagram posting.

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You go to concerts, you go outside, you know, you go to festivals and you send me a shirt and I'll wear it?

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Yeah, no, I will, but yeah thank you very much, and we'll go back to the other.

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We might not even get to what we wanted to talk about today with everything the way everything's going.

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Danny, how about you Tell us a little bit about yourself?

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Am I there?

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Be ready.

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All right, I'm ready.

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Dani Ozy, I'm based in California.

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I've been with Paysand for about three years now.

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It was my first job out of college.

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I started in the sales development side of the house for the first couple years, then eventually moved my way into the partner channel.

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So I'm now managing our Microsoft and Acumatica partner relationships and I've been in the channel in the Business Central channel for about a year now.

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So I'm kind of a new kid on the block.

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But David's been definitely showing me the ropes.

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I've learned a lot from him, but I love meeting new people and relationships.

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I'm just learning to apply that to my work and this channel and super excited to kind of embed more into the Microsoft community.

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But as far as more personally, I spend the majority of my time outside of work with my animals.

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At home I have horses and dogs and plenty of little creatures to take care of.

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Horses yeah, I want a horse.

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I love it.

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They're my daily therapy and it's very nice to sleep off.

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What kind of horse?

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I have a Spanish Arabian.

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His name is Moose.

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And you get to ride.

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I've never been to.

00:16:57.702 --> 00:17:00.009
California, by the way.

00:17:00.200 --> 00:17:05.041
There's a lot of horses out here, a lot of land, a lot of fun and you're there side of California.

00:17:05.041 --> 00:17:10.807
I'm in Central Post Santa Cruz and yeah, there's a big horse community out here.

00:17:11.146 --> 00:17:12.347
We have to debate about that.

00:17:12.347 --> 00:17:14.170
We have to take out a map.

00:17:14.851 --> 00:17:19.275
If it's central, oh, yeah, David argues with me.

00:17:19.434 --> 00:17:22.037
We would always call San Francisco the Bay Area.

00:17:22.037 --> 00:17:25.799
It's Northern.

00:17:25.819 --> 00:17:28.103
California, but it actually is if you look at the map?

00:17:28.123 --> 00:17:33.529
yes, a little bit south it's smack dab in the middle of the state on the coast, so it is known as the Central Coast.

00:17:33.529 --> 00:17:35.372
So I had that argument with David.

00:17:35.372 --> 00:17:36.393
I think I won that one.

00:17:36.393 --> 00:17:40.842
I circled it on the map, I was like this is where I'm at you measured it.

00:17:40.981 --> 00:17:43.566
Chris on the edit pull up a map so I can see where this is.

00:17:43.566 --> 00:17:49.815
We'll pull it up and zoom in on San Francisco and Danny's area.

00:17:49.815 --> 00:17:51.384
So you have a horse.

00:17:51.384 --> 00:17:52.685
That must be amazing.

00:17:52.685 --> 00:17:54.005
I had chickens.

00:17:54.005 --> 00:17:54.887
I miss having the chickens.

00:17:54.887 --> 00:17:56.105
I wanted chickens and goats.

00:17:56.105 --> 00:18:00.550
I'm contemplating getting them again you should.

00:18:00.550 --> 00:18:04.971
Eggs are expensive right now Eggs are expensive, but I'm getting older and it's a lot of work to take care of animals.

00:18:04.971 --> 00:18:09.740
But chickens you can stay outside with chickens invite other animals well, that's the other thing.

00:18:10.949 --> 00:18:12.339
I never had a problem with the chickens.

00:18:12.339 --> 00:18:16.239
We had a lot of coyotes and wolves coming around.

00:18:16.239 --> 00:18:19.880
Some people say they have rats will come around because of the food that gets left over.

00:18:19.880 --> 00:18:20.345
It depends.

00:18:20.345 --> 00:18:24.986
I mean, mine were far enough out in the woods and we had some hawks coming around every now and then, but they, they were fine.

00:18:26.028 --> 00:18:29.461
Uh poor little guys are really susceptible to any kind of predator.

00:18:29.461 --> 00:18:32.551
We lost a lot of chickens growing up in my life and I.

00:18:32.551 --> 00:18:36.163
I created such close relationships with them too, and I was so.

00:18:36.163 --> 00:18:37.205
I was my girls.

00:18:37.326 --> 00:18:38.189
I had 18 of them.

00:18:38.189 --> 00:18:40.561
I had roosters and they used to even hatch.

00:18:40.561 --> 00:18:44.230
I used to hatch chickens too, naturally, like the chickens would on them.

00:18:44.230 --> 00:18:47.490
A couple of them decided they didn't, because a lot of stuff gets bred out of them.

00:18:47.490 --> 00:18:55.810
They say, when you buy the chickens because you buy them for meat or you're buying them for egg production.

00:18:55.810 --> 00:19:10.125
And I was fortunate that I had a couple that still had that motherly instinct and I would leave one of the boxes with the eggs in there and they would sit on them and if they would hatch, they would hatch, and if they didn't, I would just take the eggs and throw them back and they would eat them.

00:19:11.307 --> 00:19:12.090
Welcome to the channel.

00:19:12.090 --> 00:19:13.163
You've been in for a year.

00:19:13.163 --> 00:19:14.388
It's a great community.

00:19:14.388 --> 00:19:15.653
We're happy to have you in.

00:19:15.653 --> 00:19:25.094
I too have a pleasure meeting everybody and I like to see you know, with Business Central taking off as it is, with the growth, to see many of the new members coming in is great.

00:19:25.094 --> 00:19:28.651
I enjoyed speaking with you and meeting you in San Antonio as well.

00:19:28.651 --> 00:19:31.828
And you guys have talked about Acumatica.

00:19:31.828 --> 00:19:33.163
Do you want to know for the first time?

00:19:33.163 --> 00:19:35.029
I looked up what Acumatica was the other day.

00:19:35.941 --> 00:19:37.166
I really didn't even know what it was.

00:19:37.440 --> 00:19:38.470
I didn't know how big it was.

00:19:38.470 --> 00:19:39.460
I didn't know a lot about it.

00:19:39.460 --> 00:19:41.508
I had a stint in Acumatica?

00:19:41.660 --> 00:19:42.101
No, you didn't.

00:19:42.362 --> 00:19:43.042
For a year.

00:19:43.182 --> 00:19:48.943
yeah, it was like early stages of Acumatica Cloud ERP.

00:19:48.943 --> 00:19:51.046
Right, they were like the Cloud ERP.

00:19:51.046 --> 00:20:00.983
I did some work for a client up in Vancouver area implementing Acumatica and they were moving away from NAV so that was very fun to do.

00:20:00.983 --> 00:20:02.147
So I did that for a year.

00:20:02.147 --> 00:20:03.625
But yeah, acumatica.

00:20:04.202 --> 00:20:07.321
It is a really interesting community.

00:20:07.321 --> 00:20:08.484
I love it.

00:20:08.484 --> 00:20:15.603
It really reminds me of the old GP community and partly it is because there is such a huge crossover.

00:20:15.603 --> 00:20:37.000
When John Roscoe left Microsoft and went and became the CEO of Acumatica, you know, and Microsoft didn't have a cloud product at that time he basically cannibalized the GP partner community and paid them very, very well to move GP customers to Acumatica and that's kind of where it gained its momentum.

00:20:37.000 --> 00:20:46.048
But it's very small, very community, you know very tight community which is now like the BC community, has become very similar to.

00:20:46.127 --> 00:20:50.708
I think they kind of there's that argument of you know which community is closer?

00:20:50.708 --> 00:21:01.923
And you know, you know, if you know, I've been in a lot of both GP rooms and BC rooms and there's definitely different personalities as you cross those.

00:21:01.923 --> 00:21:07.773
But I find the community at Acumatica is really close.

00:21:07.773 --> 00:21:11.769
The product itself is solid.

00:21:11.769 --> 00:21:19.788
It's got its own industry version, it licenses differently, but I think it serves a very same ICP.

00:21:20.500 --> 00:21:47.651
You know the ideal customer profile for Business Central is very close to an Acumatica customer and I think a big difference is, like you know, I remember when I was selling Business Central, if you were a Google shop, you know, and you're a G Suite and not an office shop, some of the value, some of the value of Business Central goes away and Acumatica is more agnostic.

00:21:47.651 --> 00:21:49.489
It doesn't really matter what you're operating.

00:21:49.489 --> 00:22:10.421
You know if you're heavy in Excel or Teams or Power BI or all the things that are great with the Microsoft stack and Business Central, I'd say you know if you're a Google sweet shop and you don't need a huge like NetSuite's a bit more robust, I think than an Acumatica lift.

00:22:11.325 --> 00:22:17.707
So it really fits that like smaller mid-size, but I mean we're talking to a $350 million company right now.

00:22:18.500 --> 00:22:19.424
For Acumatica.

00:22:19.464 --> 00:22:24.108
I think on Acumatica, I think every solution has a customer.

00:22:24.559 --> 00:22:26.047
I mean, I think every product can have a customer.

00:22:26.047 --> 00:22:37.269
I don't think there's one size fits all and I think, as we talk about regularly, I think choosing the right tool to do the job is what's important, and I know we have some bias for Business Central.

00:22:37.269 --> 00:22:38.050
I know I do at least.

00:22:40.163 --> 00:22:41.588
But it's called Dynamics Corner.

00:22:43.961 --> 00:22:45.286
It's way off the Acumatica.

00:22:45.286 --> 00:22:46.108
No, no, we can talk.

00:22:46.108 --> 00:22:50.359
Listen, I am an equal opportunity, promoter of everything.

00:22:50.539 --> 00:22:56.960
Because in order for any of us to be successful, we need to have an understanding of what's out there.

00:22:56.960 --> 00:23:03.606
Because if I am going to compare something between somebody, see, I'm losing my steam.

00:23:03.606 --> 00:23:14.008
If I am going to compare between Business Central and Acumatica, I need to be aware of Acumatica and if I'm going to do the proper thing for a customer, I should be able and they want to know about the two.

00:23:14.008 --> 00:23:17.428
If I could give them some information there, I should be able to give them some alternatives.

00:23:18.321 --> 00:23:20.008
I mean they did a really cool thing.

00:23:20.008 --> 00:23:21.480
They've got these industry overlays.

00:23:21.480 --> 00:23:24.825
I mean they came out with industry overlays this year.

00:23:24.825 --> 00:23:26.125
They're additions, they call them.

00:23:26.125 --> 00:23:32.673
So if you're a professional services company, then this is the Acumatica you're going to get.

00:23:32.673 --> 00:23:35.457
It's the same Acumatica, it's just skinned a little differently.

00:23:35.457 --> 00:23:51.050
It has different out-of-the-box functionality, more designed to a vertical, and I mean Business Central can be doing that really strongly, but they're relying on the partners to come out with a version of.

00:23:51.050 --> 00:23:58.277
You know, I'm going to be the construction version of business central, um, and you skin it however you want it.

00:23:58.377 --> 00:24:04.269
It's like powered by business central right, like this product powered by you just go.

00:24:04.330 --> 00:24:05.933
It's askew and acumatical.

00:24:06.941 --> 00:24:20.134
There's some psychology behind that, because I remember early on in my implementations I worked with companies in a specific vertical and they thought that that vertical was so complicated and they had like industries, not industry.

00:24:20.134 --> 00:24:23.243
They had like specific rules and challenges from everybody else.

00:24:23.243 --> 00:24:24.307
Do you want to know what they were?

00:24:24.307 --> 00:24:26.392
They were a manufacturer and I tried to explain to them.

00:24:26.392 --> 00:24:28.769
I said you can make a calculator or you can make your product.

00:24:28.769 --> 00:24:31.348
I said you still have a bill of material, you still have routings.

00:24:31.348 --> 00:24:35.026
You know it's all the same and it's called evidence and credit.

00:24:35.067 --> 00:24:36.959
Right At the end of the day, it's evidence and credit.

00:24:36.959 --> 00:24:38.125
It's a different name.

00:24:46.859 --> 00:24:49.713
I mean, you're still manufacturing and producing and forecasting how people who are making a different product and I don't speak light of that.

00:24:49.713 --> 00:24:54.769
Now there is some industry knowledge in some areas and how they come up with certain things, but ultimately, as we're talking about, it's the same.

00:24:54.769 --> 00:24:59.749
Last question, attica, because then I want to learn a lot about the both of you real fast.

00:24:59.848 --> 00:25:00.128
I do.

00:25:00.128 --> 00:25:01.992
I run a um erp.

00:25:01.992 --> 00:25:04.365
What is erp session for our onboarding?

00:25:04.365 --> 00:25:05.690
So we have like six new hires.

00:25:05.690 --> 00:25:06.531
I'm doing one tomorrow.

00:25:06.531 --> 00:25:19.490
It's an hour-long session for our company and I just say like, at the highest level, it's the front door to the back door of the building of a business, like everything comes in from the front door and goes out the back door.

00:25:19.490 --> 00:25:22.682
It doesn't matter what you're delivering, but that's what it is.

00:25:22.682 --> 00:25:27.307
It could be services, it could be services, it could be a product, it could be a project, it doesn't matter.

00:25:27.307 --> 00:25:33.654
But that ERP system allows you to do everything from your front door to your back door.

00:25:33.674 --> 00:25:34.615
It is a great way to put it.

00:25:34.615 --> 00:25:35.096
I like that.

00:25:35.096 --> 00:25:47.364
And last question for Acumatica Does Acumatica have the same extensibility or development that Business Central has, or is it something that you implement and you get what you get?

00:25:50.230 --> 00:25:55.031
It's configurable.

00:25:55.031 --> 00:26:02.347
There are developers that can deal with With it.

00:26:02.347 --> 00:26:06.617
It is based, from my understanding, on the technology that SL was built on.

00:26:06.617 --> 00:26:15.018
So the SL team, the Solomon team, actually is what the software architecture is built on Interesting.

00:26:15.018 --> 00:26:18.153
I don't know, I'm not a developer, but that's what I understand.

00:26:18.153 --> 00:26:24.904
So for our solution we're leveraging APIs, got it Like, yeah, very API-driven, if that helps.

00:26:24.904 --> 00:26:30.596
But it's not like that Lego block that I describe you know Business Central as a stack of Lego blocks.

00:26:30.596 --> 00:26:32.909
You know Business Central.

00:26:32.909 --> 00:26:41.875
Microsoft gives you all the blue ones, which is the core application, and you are an ISV and you, or your part, you want to do something different.

00:26:41.875 --> 00:26:47.430
You open it up, you put your yellow block in there and now that yellow block comes out during the upgrades.

00:26:47.430 --> 00:26:50.976
Hopefully it works when it goes back in.

00:26:50.976 --> 00:26:56.035
If not, it's sitting on the side, someone steps on it and hurts their foot and the blue ones continue.

00:26:56.055 --> 00:26:57.346
That's another great analogy.

00:26:57.346 --> 00:26:59.551
I have the red ones and the green ones over here.

00:26:59.592 --> 00:27:09.492
You can have the yellow one yeah, I did have to look it up because I, you know, trying to think back of how it was developed I didn't do any development against akumatica, but it looks like it's.

00:27:09.492 --> 00:27:14.171
They are running on c sharp dot net and aspnet.

00:27:14.171 --> 00:27:21.891
They do have their own platform framework called xrp um, but they also use html5 things like that.

00:27:22.773 --> 00:27:31.276
So yeah, and this is why we have chris gpt say I have to, I usually stall, just enough for him to look this stuff up and give us the facts he's 2025 he's pulling through.

00:27:31.276 --> 00:27:34.349
So we we had a little bit of talk.

00:27:34.349 --> 00:27:41.509
But now, paystand, we had the opportunity to speak with you before uh, new year, new, uh, new crew.

00:27:41.509 --> 00:27:44.432
In some sense we have now have the addition of danny with us.

00:27:44.432 --> 00:27:52.201
Can you tell us a little bit about paystand and how paystand can benefit somebody who's using business central?

00:27:52.201 --> 00:27:54.891
You want?

00:27:54.911 --> 00:27:59.529
me to take that one, david, I'd love to let's do it elevate a pitch all right.

00:27:59.529 --> 00:28:05.430
Well, it'll be a little longer than 30 seconds so uh well, yeah, we're.

00:28:05.611 --> 00:28:11.740
We're an accounts receivable automation and B2B payment solution that integrates natively with Business Central.

00:28:11.740 --> 00:28:20.325
We all know AR is a super crowded space, but I'd say that the three main differentiators of our solution consists of a few concepts.

00:28:20.325 --> 00:28:25.148
So that first concept is getting your revenue in the door as quickly as possible.

00:28:25.148 --> 00:28:27.330
That first concept is getting your revenue in the door as quickly as possible.

00:28:27.330 --> 00:28:38.961
So by offering click-to-pay links on invoices, offering more digital payment options, enrolling your payers in auto-pay or collections plans, we can really help merchants speed up that time to cash and get those payments in the door faster.

00:28:42.325 --> 00:28:43.489
That second concept is fee mitigation.

00:28:43.489 --> 00:28:50.115
So typically when a merchant is trying to present a credit card fee to their payer, you want to have an alternative option.

00:28:50.115 --> 00:28:58.651
That way they're not reverting back to maybe writing a check, because that slows down your revenue collection and increases their day sales outstanding or DSO.

00:28:58.651 --> 00:29:03.367
It also still requires merchants to do that manual reconciliation on the back end.

00:29:03.367 --> 00:29:12.333
So we are the only AR solution in the market today that's actively trying to move payers away from credit cards onto our free network.

00:29:12.333 --> 00:29:20.912
For those credit card payments, we encourage our customers to pass a convenience fee to their payers if they choose to pay by credit card.

00:29:20.912 --> 00:29:30.498
But the cool thing is, if the payer does not wanna absorb that fee and pay that fee, they have our free B2B network option to use instead.

00:29:30.498 --> 00:29:42.881
So you kind of have these different levers that the merchant can pull to drive the profitability of their company in a way for them to mitigate fees without necessarily burdening their payers with them.

00:29:43.865 --> 00:29:49.411
And then I'd say that third concept is just the automation that happens downstream of invoice creation.

00:29:49.411 --> 00:29:59.750
So we like to say we pick up the baton after the invoice has been created in Business Central and then we automate both the cash application as well as the deposit reconciliation.

00:29:59.750 --> 00:30:06.053
Traditional AR providers they typically stop their automation process once that cash is applied.

00:30:06.053 --> 00:30:16.042
So we do take it kind of that one step further and automate the deposit reconciliation, which is another super manual, painful process in the AR process.

00:30:16.042 --> 00:30:22.459
So when our customers hear that we can automate that portion to it, you know they get pretty excited.

00:30:22.459 --> 00:30:26.827
You know they get pretty excited.

00:30:26.827 --> 00:30:27.892
Obviously this is all pretty high level.

00:30:27.892 --> 00:30:34.030
But I'd say those are the three main features that kind of differentiate us and what can add value to someone's business central environment.

00:30:34.531 --> 00:30:35.815
And I have to agree with you.

00:30:35.815 --> 00:30:45.875
I think those are three very important points that you had brought up, or three important parts of the AR process to help, you know, bring in cash in the door.

00:30:45.875 --> 00:30:47.290
I know all the implementations I go through.

00:30:47.290 --> 00:30:50.191
When you get somebody live, you go live through an implementation.

00:30:50.191 --> 00:30:56.172
That's one of the most important things is we need to be able to ship our product, invoice our customers and receive cash.

00:30:56.172 --> 00:30:59.490
So anything you can do to speed that up is of great benefit.

00:30:59.490 --> 00:31:12.317
I like the fee mitigation as well that you had mentioned too, and I don't even understand here why in the US with as great as it is why we still use checks.

00:31:12.337 --> 00:31:14.084
Oh, it's awful, you know so having.

00:31:14.084 --> 00:31:22.875
I like to see solutions like this that move people away from that Because, as you had mentioned, I think it's easier for the cash application point of view.

00:31:22.875 --> 00:31:29.896
So, with the AI you mentioned, you have a free network and you can deal with the credit cards and the credit card processing.

00:31:29.896 --> 00:31:33.789
When it comes to payment processing, I'll use payment processing.

00:31:33.789 --> 00:31:36.416
I know it's for the accounts receivable side in this case.

00:31:36.416 --> 00:31:45.609
Is it if they have their own payment network already, can that work with yours, or would they have to switch over completely to your network that you have?

00:31:47.073 --> 00:31:52.528
yeah, so we act as both the gateway and the processor, so they would need to use us for for both services.

00:31:53.069 --> 00:32:06.407
Um, so that's kind of how that structure, how it's structured at least okay and for paystand to use the application that you have for the ar I'll call it ar automation to simplify it for this conversation.

00:32:06.407 --> 00:32:11.347
I want to get more into detail with this because I have a lot of questions about this from some recent conversations.

00:32:11.347 --> 00:32:18.288
Who is the target customer or which type of business do you think would benefit the most?

00:32:18.288 --> 00:32:24.770
I mean, obviously it's native that when I say native, it's integrated within Business Central so they don't need to use a separate product.

00:32:24.770 --> 00:32:26.977
Correct, correct.

00:32:26.977 --> 00:32:33.265
And is there a particular type of customer that this would be applicable to, or to a particular industry, or is this?

00:32:33.786 --> 00:32:38.173
I love that question, brad, and I'm going to step in because this is one of our challenges.

00:32:38.173 --> 00:32:40.111
We're the new kid on the block.

00:32:40.111 --> 00:32:50.894
We're trying to get like Danny said, it's a crowded space and you sit there and I see all these really cool successes that the VARs are doing.

00:32:50.894 --> 00:32:56.819
They're all talking about their best year ever and we closed 12 deals this quarter and celebrating all these wins.

00:32:56.819 --> 00:33:04.588
And then we don't get that phone call and we're like, well, like, isn't everyone collecting revenue?

00:33:04.588 --> 00:33:08.577
Like there isn't a company out there that doesn't collect revenue.

00:33:08.577 --> 00:33:13.256
You know why would they be in a business?

00:33:13.256 --> 00:33:17.236
Like there has to be a revenue source, I would imagine, for every company.

00:33:18.487 --> 00:33:21.496
So you start at that really high 30,000-foot level.

00:33:21.496 --> 00:33:26.154
Do you collect revenue and are you invoicing out of said ERP?

00:33:26.154 --> 00:33:30.250
Are you using Business Central to send out your invoices?

00:33:30.250 --> 00:33:32.375
So that's the first check mark.

00:33:32.375 --> 00:33:38.258
Then you come down to how many invoices, what's your volume, type of thing.

00:33:38.258 --> 00:33:55.798
So we kind of see customers that are doing 300 to 500 minimum invoices on a monthly basis and the reason we see that is because the downstream, upstream, downstream, whatever the results of those invoices create collection challenges.

00:33:55.798 --> 00:33:59.476
The higher the volume they are, there's higher collection issues.

00:33:59.476 --> 00:34:00.911
You have DSO problems.

00:34:00.911 --> 00:34:03.090
You have, you know.

00:34:04.013 --> 00:34:04.635
What is DSO?

00:34:05.484 --> 00:34:05.931
Day sales outstanding.

00:34:05.931 --> 00:34:06.984
So you know how is DSO Day sales outstanding?

00:34:06.984 --> 00:34:10.514
So you know how long is it taking people to get paid?

00:34:10.514 --> 00:34:20.880
So your AR agents, larger bank reconciliation, deposit reconciliation, cash application all of that increases the larger volume.

00:34:20.880 --> 00:34:30.152
So our ideal would be you know, lots of invoices, average-sized dollars, that's the best ROI.

00:34:31.405 --> 00:34:34.911
And then you look at things like you do.

00:34:34.911 --> 00:34:39.079
Look at are they having a problem with getting paid faster?

00:34:39.079 --> 00:34:43.295
Are they paying a lot in credit card fees?

00:34:43.295 --> 00:34:47.514
Because we don't negotiate credit card fees, we have a fee.

00:34:47.514 --> 00:34:48.525
It is what it is.

00:34:48.525 --> 00:34:52.998
We pass through basically the fees because that's not where we make our money.

00:34:54.726 --> 00:34:57.972
So our other competitors are oh, can you scrape a basis point off?

00:34:57.972 --> 00:34:59.193
Or can you save me one point?

00:34:59.193 --> 00:35:05.670
Can you do 1.99 instead of 2.19?

00:35:05.670 --> 00:35:09.958
For us it is what it is, because we don't want you to use the credit cards anyway.

00:35:09.958 --> 00:35:11.224
We want you to move it over.

00:35:11.224 --> 00:35:22.001
But if you do do the credit cards, we've given you a chance, an opportunity to add that convenience fee legally in all 50 states.

00:35:22.001 --> 00:35:23.431
It's not a surcharge.

00:35:23.431 --> 00:35:28.197
Big, huge difference because we offer a free network.

00:35:28.197 --> 00:35:31.371
There's an alternative way that the customer can pay.

00:35:31.371 --> 00:35:35.869
And now you're saying, hey, customer, share my burden and my cost.

00:35:36.992 --> 00:35:38.215
So at the end of the day, it's really.

00:35:38.215 --> 00:35:39.398
Are you collecting invoices?

00:35:39.398 --> 00:35:53.766
Do you have some manual labor, five, ten hours a week, you know?

00:35:53.766 --> 00:35:57.251
Are you spending working on cash application or collections, or recurring invoices?

00:35:57.251 --> 00:35:59.375
I mean, I put out a great little opinion in late.

00:35:59.375 --> 00:36:00.056
I think what was it?

00:36:00.336 --> 00:36:08.329
V25 or whatever, came out in October and they added, you know, deferred revenue and recurring payments Well, that's really.

00:36:08.329 --> 00:36:11.228
Or recurring invoices Well, that's really cool.

00:36:11.228 --> 00:36:19.094
But if you don't have something to autopay on the tail end, yeah, you're saving some time getting those invoices out.

00:36:19.094 --> 00:36:27.947
But with PayStand you have an autopay with a default payment style method and those checks, those invoices automatically get paid.

00:36:27.947 --> 00:36:34.945
Now, you know, with a free bank network, so it's really set it and forget it, you know.

00:36:34.945 --> 00:36:47.918
So if someone's using recurring payments, subscription payments, because a lot of times those you know are costly to manage the only thing that we really don't do is the forbidden.

00:36:47.918 --> 00:36:55.250
You know, there is the forbidden, prohibited list of industries and that's typically the banking.

00:36:55.250 --> 00:37:05.664
That's because of our sponsor banks that ultimately it's cannabis today, it's multi-level marketing, it's tobacco.

00:37:05.704 --> 00:37:11.652
Tobacco, firearms, firearms, all that fun stuff leaving out the fun stuff.

00:37:11.913 --> 00:37:16.324
Well, it's, it's fun stuff, no no one in idaho can be underwritten.

00:37:18.030 --> 00:37:23.126
No no, I understand those specific industries because there's other federal regulations around those products.

00:37:23.126 --> 00:37:23.648
It's not.

00:37:23.648 --> 00:37:27.659
You know, cannabis is one that's a challenge because it's not federally legal.

00:37:27.659 --> 00:37:30.626
It's legal in many states in the United States, so you know dealing with that.

00:37:30.626 --> 00:37:33.914
So, to go back to it, I heard a couple of things.

00:37:33.914 --> 00:37:35.907
One you said free, so I want to talk about free.

00:37:35.907 --> 00:37:41.547
So if I were to simplify this in Brad's terms right, so I have a business central implementation.

00:37:41.547 --> 00:37:44.791
From within business central I can install the paste, paste.

00:37:44.791 --> 00:37:46.134
I sign up for the paystand service.

00:37:46.134 --> 00:37:51.849
There's a, an extension or something that I install within paystand, so I don't need to set up anything outside of paystand.

00:37:51.849 --> 00:37:52.070
Right?

00:37:52.070 --> 00:37:53.313
Or another product or anything?

00:37:53.313 --> 00:37:56.248
Uh, is a requirement or is everything within business central?

00:37:56.248 --> 00:37:57.289
Is there any?

00:37:58.032 --> 00:38:03.269
we have an extension that gets downloaded and set up by our implementation team.

00:38:03.269 --> 00:38:06.637
Um, there's GL mapping that has to happen.

00:38:06.637 --> 00:38:17.217
There's customization of templates, which are the email templates that go out to the customer, while the email, you know, to get the PayNow link.

00:38:17.217 --> 00:38:23.724
And then we do have an API to our dashboard and our dashboard is what manages a lot of the stuff.

00:38:23.724 --> 00:38:26.905
So we are as much as we are extension-based.

00:38:27.346 --> 00:38:38.538
You initiate a posted invoice but as soon as that posted invoice happens in Business Central, you can either post and send you know using traditional workflows out of Business Central.

00:38:38.538 --> 00:38:41.530
You can also use like where I will pitch.

00:38:41.530 --> 00:38:51.318
You know we're strategic partners with Ben Cole at ERP Connect Consulting, so his invoice and statement delivery solution is really the only payment solution that works with his.

00:38:51.318 --> 00:38:54.213
So you know you don't have to rely on that.

00:38:54.213 --> 00:39:00.025
But once your posted invoice is created, it syncs to my dashboard and then we also have our own workflows there.

00:39:00.164 --> 00:39:11.992
So we have collection plans that start the collection process and collection doesn't also mean like late, like collection could be, just get the fees collected.

00:39:11.992 --> 00:39:19.637
So you could be maybe, brad, you're an on-time payer, so we're going to set you up on a standard collection plan.

00:39:19.637 --> 00:39:29.159
You're going to get your invoice sent out to you and then, five days before it's due, an email is going to go out and that's going to say, hey, your bill is due, remind.

00:39:29.159 --> 00:39:31.947
And then, maybe 10 days after it's due, we're going to send you a reminder.

00:39:31.947 --> 00:39:35.514
But Chris, on the other hand, is a late payer.

00:39:35.514 --> 00:39:48.365
We're going to remind him 10 days before, five days before, three days after, five days after, six days after, 10 days after, until he is paid.

00:39:48.365 --> 00:39:49.427
So all of that's managed in our side.

00:39:49.447 --> 00:39:51.411
The other thing is the pci compliance piece.

00:39:51.411 --> 00:40:00.954
All the um tokens, the stored payment methods, are actually in our pci compliance dot to compliant um secure servers.

00:40:00.954 --> 00:40:01.936
You know our side.

00:40:01.936 --> 00:40:05.911
So that takes that out of the, the merchant's responsibility.00:40:05.911 --> 00:40:08.748


They, they don't have to worry about PCI compliance filing.00:40:08.748 --> 00:40:22.047


We do all that, we take that all on, and so if someone needs to like call in a payment, they would go into our dashboard and pull out the store token and apply the payment there.00:40:22.047 --> 00:40:24.673


So there is kind of a dual scenario.00:40:24.673 --> 00:40:30.793


But honestly, if you have, you could never go in our dashboard ever.00:40:30.793 --> 00:40:35.931


If you just create an invoice, post and send and it sets it, it does.00:40:35.931 --> 00:40:38.257


You know, there's default settings and things like that.00:40:38.257 --> 00:40:39.427


So it's pretty easy.00:40:39.427 --> 00:40:40.751


But there is a.00:40:40.751 --> 00:40:43.699


It is a two-part solution.00:40:43.719 --> 00:40:47.545


So you hit on one of the key points that I wanted to get to as we go through the process.00:40:47.545 --> 00:41:08.632


So, from the customer point of view customer of PayStand if they're using PayStand for collections or payment processing of their customers, they don't have to worry about credit cards, bank accounts or anything because that's all handled on your system, so they don't have to worry about again.00:41:08.954 --> 00:41:15.793


I use this loosely they don't have to worry about the security of the sensitive, the information and you had also mentioned.00:41:15.793 --> 00:41:17.538


So I create an invoice in Business Central.00:41:17.538 --> 00:41:24.891


That invoice gets sent out through PayStand, right, it comes from Business Central automatically to PayStandstand.00:41:24.891 --> 00:41:27.568


Then the customer receives the invoice.00:41:27.568 --> 00:41:29.172


We'll have a payment link which they can click.00:41:29.172 --> 00:41:31.507


Uh, you had mentioned that they could call too.00:41:31.507 --> 00:41:32.809


So if they call, do they call?00:41:32.809 --> 00:41:34.914


They call the the.00:41:35.215 --> 00:41:42.215


I mean if they okay, yeah, they don't even know they're using paystand, when it's a fully branded payment experience.00:41:42.896 --> 00:41:48.626


You know um and you had mentioned subscription billing, and I'm asking this because I was.00:41:48.626 --> 00:41:51.295


Somebody asked me about this the other day, to be honest with you.00:41:51.295 --> 00:41:55.179


Um, again now the subscription billing we won't go down.00:41:55.179 --> 00:42:01.465


The whole thing was what is something that was also added, but I've also worked with others that you have recurring billing where it's uh, it's a service.00:42:01.465 --> 00:42:02.288


You have a monthly fee.00:42:02.288 --> 00:42:11.592


Sostand, can you set up that monthly fee to automatically send the information out, or would you have to set that up in Business Central?00:42:11.764 --> 00:42:15.054


You still have to set up the invoice in Business Central.00:42:15.054 --> 00:42:42.911


But what's nice is if you enroll the customer, they opt into an auto pay and they store, they select, they deliver their stored, their preferred payment method Again, this could be ACH credit card or the PayStand Bank Network and that gets saved and stored and then on the due date, we just post that payment, we look at due date and that will send out a reminder.00:42:42.911 --> 00:42:45.197


Hey, you've got this stored method on file.00:42:45.197 --> 00:42:46.813


You will be charged in one day, two days, three days, whatever the merchant says will send out a reminder.00:42:46.813 --> 00:42:47.079


Hey, you've got this stored method on file.00:42:47.079 --> 00:42:50.451


You will be charged in one day, two days, three days, whatever the merchant says, if they need a reminder.00:42:50.451 --> 00:42:53.855


If they don't, then it just pays and they get the receipt.00:42:54.724 --> 00:43:01.949


And that is how you can speed up payment collection or AR collection, because you will have someone to have auto pay.00:43:03.547 --> 00:43:09.467


Yeah, and if they use the bank network um as their payment source, they get paid.00:43:09.467 --> 00:43:18.550


Then the, the merchant, gets the funds the next business day, whereas an ach could take three to five days.00:43:18.550 --> 00:43:24.548


You know, sometimes, depending on the cash flow, that's where we really start.00:43:24.548 --> 00:43:27.135


You know, what can a company do with that cash?00:43:28.164 --> 00:43:29.349


Oh, you can do a lot with the cash.00:43:29.349 --> 00:43:30.693


It's in your bank.00:43:30.733 --> 00:43:38.898


We asked that question and also so when the payment comes in, what is required from the customer?00:43:38.898 --> 00:43:43.010


And I use the paystand customer, I'll call it the merchant, I'll use the same terminology.00:43:43.010 --> 00:43:49.871


So I am a customer of yours, you know, and I pay well and I submit my payment.00:43:49.871 --> 00:43:51.375


What happens then?00:43:51.375 --> 00:43:58.148


Does the merchant have to do anything in business central or does it automatically get applied to the invoice, which then I'll ask questions about?00:43:58.148 --> 00:44:00.474


What about split invoices, multiple invoices?00:44:00.474 --> 00:44:06.576


Because if I receive 15 invoices, I may only pay 14.00:44:06.576 --> 00:44:07.559


I may pay 13.00:44:07.559 --> 00:44:11.416


I may pay $500 and just say apply it.00:44:12.786 --> 00:44:15.612


Or half pay on the invoice Partial.00:44:17.376 --> 00:44:18.157


You want to take that, danny?00:44:18.157 --> 00:44:22.132


I mean the comment is.00:44:22.132 --> 00:44:25.099


I mean the merchant can control what's allowed by the payer.00:44:25.099 --> 00:44:30.998


So the merchant can say you can short pay or you don't, you know, so they could prevent that.00:44:30.998 --> 00:44:44.653


We also have open invoice presentment, so that's another way that instead of sending a single invoice out, you send a link that clicks on and literally it's a dynamic link, so they can go to that email any day of the week.00:44:44.653 --> 00:45:12.945


They can bookmark that URL and refresh it on a daily basis, and any invoices that are being created under that customer number, that customer ID, show up there and they can choose which ones they want to pay and which ones they want to not pay, which is a really cool experience, because we do know that some people like to manage their own cash on the payer side and decide which ones they want to.00:45:12.965 --> 00:45:42.014


That's where I'm going with some of this because then also my next question with that is oh, but to finish up, so if they select the payment of an invoice through the dynamic link that you have, so they can do online payment and, as you mentioned, they can do ACH, they can do wire I thought I heard you say wire right as well no ACH credit card and the bank network okay, so ACH, credit card bank network, uh, as their form of payment in that automatically, once they have the payment you said, the cash or the ACH goes in next day.00:45:42.514 --> 00:45:46.300


Credit cards when the credit card processing network is next day ACH and credit cards day credit cards when the credit card processing Bank network is next day.00:45:46.300 --> 00:45:57.338


Ach and credit cards could be anywhere from three to five days, depending on their banking relationships and other things.00:45:57.418 --> 00:45:58.099


And posting.00:45:58.565 --> 00:46:05.371


So then the invoice will get or the payment will get posted once it clears Correct, and that happens automatically.00:46:05.371 --> 00:46:07.347


So the invoice just gets miraculously posted.00:46:07.347 --> 00:46:09.692


So you have a reduction of time.00:46:09.692 --> 00:46:12.476


I guess you could say um for staff.00:46:12.476 --> 00:46:16.791


Now I like to control my payments and I I do pay.00:46:16.791 --> 00:46:27.677


Well, I schedule my payments because if you give me an invoice for 10 days, I don't want to pay today, but I don't want to pay today, but I don't want to forget about it.00:46:27.677 --> 00:46:29.952


In 10 days I want to say pay this on the due date.00:46:29.952 --> 00:46:32.612


Is that available in this solution or no?00:46:34.025 --> 00:46:39.914


I mean you could be set up on an auto pay sort of schedule, right, and so that would be about the same.00:46:42.007 --> 00:46:43.853


It would be based on the invoice due date.00:46:44.827 --> 00:46:45.891


Yeah, that's what I was referencing.00:46:48.204 --> 00:46:52.240


So if I receive an invoice now, I, the payer, doesn't get to say pay this on Thursday, the 7th.00:46:52.240 --> 00:46:55.813


That is something that the roadmap's looking at.00:46:55.813 --> 00:47:01.704


That's been like I want to go in and choose what day I want to pay, but you have two options.00:47:01.704 --> 00:47:19.545


You could be on auto pay, which looks at at the due date, or you could just go pay the bill so it's a pay now, and then we'll have the new brad feature of schedule it for next tuesday that'll be, something that's being looked at for roadmap we'll add your comments to our product.00:47:19.664 --> 00:47:22.931


Yes, yes, just say, call it the brad pay just.00:47:22.952 --> 00:47:24.576


Just refer him to this episode.00:47:25.557 --> 00:47:25.797


Yeah.00:47:27.806 --> 00:47:29.188


Listen to all the ideas, yeah.00:47:29.208 --> 00:47:29.688


I like that.00:47:30.250 --> 00:47:30.731


No, this is.00:47:30.731 --> 00:47:34.677


I see this Say I'm glad we're having this conversation.00:47:34.737 --> 00:47:50.039


Chris, I'm learning more and more every time I talk with everybody, because so our challenge is okay, if you asked us, you know you asked us, you know how asked us, you know what is the ideal customer.00:47:50.039 --> 00:47:55.945


How do we?00:47:55.945 --> 00:47:57.891


What do you think you know?00:47:57.891 --> 00:48:03.244


I'd love to hear your opinions of you, know your professional worlds, like, how do we get you guys or partners or team out there to think about AR?00:48:03.244 --> 00:48:09.112


Because you know my opinion, you opinion, I was selling 10 years of ERP and we talked about AP all the time.00:48:09.112 --> 00:48:16.697


You talk about warehouse, you talk about all this other stuff, but you kind of forget about people getting paid.00:48:16.697 --> 00:48:30.818


It seems to be not part of the discoveries, it seems to not be priorities, which is really ironic, because the quicker the merchant gets paid, they can actually make more money.00:48:32.085 --> 00:48:51.487


The challenges that you have presented that you're solving I've been talking about even way back in the division days, right, because you had credit card processors that allowed for the credit card payments and the taking of payments, and I even remember early on doing customizations and using external products to allow for those links.00:48:51.487 --> 00:49:07.630


I don't understand as well, as part of the discovery, why the collections process isn't so focused on, and I really do go back to I think there's still a stigma in the US and I think it's slowly changing because of I think, honestly, it's.00:49:07.630 --> 00:49:21.050


Maybe you know the way the workforce is now is a lot of people are still hung up on checks, because I worked with somebody and the only way I could pay them was by check and I was floored because I can tell you I probably wrote.00:49:21.050 --> 00:49:32.346


I can count on my hand how many checks I've written in the past four years and when someone asked me to write a check.00:49:32.365 --> 00:49:34.306


I literally had to go to the bank to get a check because I don't even know where my checks are.00:49:34.306 --> 00:49:35.768


So I wonder if we're solving for that a little bit, go ahead.00:49:35.788 --> 00:49:45.195


Chris, yeah, that is interesting because I've done a lot of AR payment implementations and I think a lot of that in my experience is there's two parts.00:49:45.195 --> 00:49:50.737


One is that during a discovery, typically it's like they already have a system in place.00:49:50.737 --> 00:49:56.681


You know, they either have a terminal through their merchant then they just manually reconcile and get through their day.00:49:56.681 --> 00:50:15.793


And also during the implementation, sometimes they may not have the time to test that because their focus is, you know, selling and purchasing and shipping, but payment doesn't necessarily happen way after shipping is done, so they may be focusing that.00:50:15.793 --> 00:50:23.753


And then AR payment is after go live, more like a phase two, and then they're like, oh, we should be more efficient in this.00:50:23.753 --> 00:50:25.329


That's from my experience.00:50:25.329 --> 00:50:29.211


And there's many occasions where like, oh, we should be more efficient in this, that's from my experience.00:50:29.211 --> 00:50:36.568


And there's many occasions where like, hey, we should maybe implement this now and then make it part of your implementation and go live, but that's what I get.00:50:36.568 --> 00:50:40.016


A lot is that, hey, I'm just trying to ship my product.00:50:40.556 --> 00:50:41.559


I like that feedback.00:50:41.559 --> 00:50:43.809


Here's the thing that I think we need to.00:50:43.809 --> 00:50:48.210


You know, if anyone's listening to this and can take, nobody listens, it's just us.00:50:48.210 --> 00:51:14.751


When people are listening to this, you know, I think the nugget is like our solution again, not only are we allowing our customers to drive their profitability of their company our solution of their company fire solution what that does is it creates a huge ROI which then frees up cash which then can help pay for that business.00:51:14.751 --> 00:51:27.090


Central implementation and that's the key is like if you do business central plus paystand year one, and I'm going to tell you, you're going to save $40,000 by using paystand, and that's a realistic number.00:51:27.090 --> 00:51:38.057


It could be hundreds of thousands of dollars, but basic $30,000 ROI first year is very easy if you just turn on our system.00:51:38.739 --> 00:51:39.360


I like that.00:51:42.347 --> 00:51:49.264


Then the bar can take that $30,000 and put it towards the implementation and kind of close that deal better.00:51:49.264 --> 00:51:56.898


And that's where we struggle in working with bars and working with the channels, getting that message.00:51:56.898 --> 00:52:10.489


That's why the earlier the deal is, we could go post-live, you go live and we'll implement the next month, like, but just think of us in that package.00:52:10.489 --> 00:52:13.335


You know, it's kind of how I think it's important.00:52:13.777 --> 00:52:18.315


You know, hearing you say that and hearing what chris has to say, I understand it's the focus of the importance.00:52:18.315 --> 00:52:25.695


But even if you don't want to do it until afterwards, having the plan up front could be important, because you do need to receive cash and it's it's.00:52:25.695 --> 00:52:32.710


I talk with many on going through the implementations and a lot of times they want to bring the same processes forwards but then you don't get the efficiency of it.00:52:32.710 --> 00:52:37.331


So if you're going through an upgrade or an implementation of business centrally, you get the efficiency of your cash management.00:52:37.331 --> 00:52:38.675


That's a.00:52:38.675 --> 00:52:43.693


That is a savings, because then you can also cut out checks getting lost.00:52:43.693 --> 00:52:48.885


You can get out miss application and also now, if it's free, all right.00:52:48.885 --> 00:52:51.190


Is the whole app?00:52:51.190 --> 00:52:52.313


I don't need to talk numbers.00:52:52.313 --> 00:52:56.530


Is the whole application free or is it just that the bank network's free, or is there?00:52:56.670 --> 00:52:59.317


We are a for-profit company, you know so.00:52:59.317 --> 00:53:02.211


You know we do have to, you know so.00:53:02.211 --> 00:53:03.235


We're a SaaS company.00:53:03.235 --> 00:53:04.358


We're selling the software.00:53:04.358 --> 00:53:09.630


So we look at the revenue that's coming through our organization and we put you in a monthly tier.00:53:09.630 --> 00:53:12.373


It's a fixed price, though, so it's a tier.00:53:12.373 --> 00:53:16.376


It's like your Apple storage.00:53:16.376 --> 00:53:36.592


You know, if you are within a tier you're between $5 and $10 million you pay a certain monthly price and what's great is, you know, with most companies having 5, 10, 15% annual growth, like at the end of the day, if you're in that $5 to $10 million tier and you're a $6 million company, you got a lot of space to grow without your price changing.00:53:36.592 --> 00:53:56.976


You know, whereas, every million dollars you collect revenue that's 30, and it's being paid by a credit card, that's $30,000 of hard cost that someone has to pay either the customer or the merchant but someone has to pay that to collect that million dollars.00:53:56.976 --> 00:54:01.985


They're paying $30,000 a year because the average credit card's about 3%.00:54:01.985 --> 00:54:13.007


And then if you're having a person receive the cash, they have to apply the cash they have to apply the cash they have to deposit the cash, give you thirty thousand dollars of roi very easily because you just move them.00:54:13.027 --> 00:54:28.574


because what we find is, as soon as you offer someone a free alternative payment other than you sharing that burden or that cost, they choose the free option, and it's typically 40 to 60% immediately.00:54:29.708 --> 00:54:33.791


I would choose the free option to pay, but I would choose the free option to pay as the last day possible.00:54:33.791 --> 00:54:37.168


I mean, that's how I roll, because that way it goes both ways.00:54:37.168 --> 00:54:52.503


Because now the merchant which we talked about that's what we'll say gets the cash sooner, even if it's a due date, because you're going to forecast receivables anyway, and then now, as a payer, I can pay it, keep my cash as much as possible, so I don't have to outlay the cash for a check.00:54:53.045 --> 00:55:02.630


You can extend your full terms, accept your terms, go on auto pay and on that due date, whatever it's net 15, net 30, net 45, net 60, whatever.00:55:02.630 --> 00:55:06.936


On that due date, whatever it's net 15, net 30, net 45, net 60, whatever on that due date, it's going to pay it.00:55:06.956 --> 00:55:10.862


Yeah, I like that and you've got plenty of time to review it, negotiate if there's a problem, but just get them on auto pay.00:55:10.862 --> 00:55:13.327


That's our most successful.00:55:13.327 --> 00:55:14.630


The fee's not going to.00:55:14.630 --> 00:55:15.552


You know checks.00:55:15.552 --> 00:55:18.416


You mentioned a lot of issues, but you forgot about insufficient funds.00:55:18.416 --> 00:55:21.146


Achs are insufficient.00:55:21.146 --> 00:55:28.153


I could send you, brad, $100,000 ACH today with only $1,000 in my bank account.00:55:29.724 --> 00:55:32.414


Really yeah, can we test that?00:55:32.414 --> 00:55:33.094


Can we test that.00:55:33.094 --> 00:55:33.684


Can you send it to me?00:55:34.367 --> 00:55:35.409


Well, here's what I mean.00:55:35.409 --> 00:55:36.373


Let me reverse it.00:55:36.373 --> 00:55:37.155


Let me reverse it.00:55:37.155 --> 00:55:47.012


I could send you a $100,000 ACH if I have $100,000 in my bank today, but by the time it reaches you, I might not have $100,000 in my bank anymore.00:55:48.907 --> 00:55:50.353


But I still get the $100,000.00:55:51.927 --> 00:55:52.570


No, you don't.00:55:53.025 --> 00:55:55.233


It doesn't make it right, Because you have to wait until it clears.00:55:55.864 --> 00:56:04.990


You have to wait until it clears, whereas in our solution, because of our blockchain technology, when someone goes in and verifies their bank account.00:56:05.572 --> 00:56:06.233


That you have funds.00:56:07.056 --> 00:56:07.617


There's funds.00:56:07.864 --> 00:56:09.135


And if there's no funds, they can't.00:56:09.378 --> 00:56:15.192


Yeah, go ahead it shows which bank account has sufficient funds and so the one that does not have.00:56:15.192 --> 00:56:19.672


If there's an account that doesn't have sufficient funds, it's grayed out and non-selectable.00:56:19.672 --> 00:56:23.590


So they're only able to select the account that has those sufficient funds.00:56:23.590 --> 00:56:26.873


So it really mitigates that risk factor.00:56:26.873 --> 00:56:32.829


With ACH not having enough money in that account to complete that payment, business waits for the payment.00:56:32.829 --> 00:56:36.534


It doesn't happen, then maybe they cut you a check like a week later.00:56:36.534 --> 00:56:38.351


So the time to cash is just really long.00:56:38.351 --> 00:56:44.195


So that's one way we're able to kind of eliminate that process with that instant fund verification that David was saying.00:56:55.353 --> 00:56:59.657


Yeah, I think you made a great point earlier, david.00:56:59.657 --> 00:57:10.943


Why don't you want to get paid immediately for customers or clients of yours that wants to pay now and not wait for two weeks until his due date, because sometimes client wants to pay now?00:57:10.943 --> 00:57:11.684


These are the questions.00:57:11.684 --> 00:57:12.911


If you don't have that option, it's hard.00:57:12.985 --> 00:57:13.947


No, these are the questions.00:57:13.947 --> 00:57:21.389


I'm getting quiet because I'm actually visualizing this now because it's how often do you have insufficient funds?00:57:21.389 --> 00:57:29.634


You know we have what we call bounce checks, I guess back in the day you know, and then also with the late payments.00:57:31.693 --> 00:57:32.764


You know these are the selling points.00:57:32.764 --> 00:57:42.831


To get this up front because, even right there, because with insufficient funds there's a cost to that as well, not only to the payer but to the merchant for receiving and trying to cash an insufficient funds.00:57:42.831 --> 00:57:46.914


Check ACH is another story that you talked about.00:57:46.914 --> 00:57:48.751


But I'm still waiting for my $100,000.00:57:48.751 --> 00:57:51.373


I'll give you my bank account after if you want.00:57:52.686 --> 00:57:53.871


But that is a risk, right?00:57:53.871 --> 00:58:07.351


Because you can have an invoice where you have due date coming up and then you receive that check and then you enter it, you post it, but the check may not clear for a couple more days and you realize there is no funds and it bounds.00:58:07.351 --> 00:58:12.588


And then now you're going to go back and you know, adjust that invoice, reverse it.00:58:13.590 --> 00:58:24.077


I've seen that and by default, that net 30, that you know the, the customer, the payer sends the check in, you know, day day 25, through the US Postal Service.00:58:24.077 --> 00:58:28.056


Well, you know, we know Canada is having a postal strike right now.00:58:28.056 --> 00:58:32.356


So I mean, who wants to trust on the USPS right now to get a check across?00:58:32.356 --> 00:58:40.735


So let's say they do get it by the due date, okay, then they post it, and then again funds are two, three, four days later.00:58:40.735 --> 00:58:45.213


I mean, you're now not, you have late payers.00:58:47.338 --> 00:58:49.291


Yeah, and then you send a statement.00:58:49.291 --> 00:58:53.307


They're like I already sent my check Exactly, it hasn't cleared yet.00:58:53.307 --> 00:58:56.356


Yeah, yeah.00:58:56.987 --> 00:59:02.135


That requires that merchant to you know, give them a call and have that awkward conversation over the phone.00:59:02.135 --> 00:59:02.675


It's not fun.00:59:03.045 --> 00:59:04.835


Yeah, time taken from you know an employee to have the call and have that awkward conversation over the phone.00:59:04.835 --> 00:59:04.849


It's not fun.00:59:04.849 --> 00:59:08.077


Yeah, time taken from you know an employee to have the call and make that collection.00:59:08.077 --> 00:59:11.733


It just it adds up, you know, within that 30 days.00:59:12.666 --> 00:59:18.315


It's really common to you have, like, sales teams making these calls for collections at some merchant companies.00:59:18.315 --> 00:59:20.786


It's it's pretty wild, so eliminating a lot of that.00:59:20.806 --> 00:59:27.197


Yeah, and then it's pretty wild, so eliminating a lot of that, yeah, and then they're not selling, they're collected on sale, Like you know where's the deposit?00:59:27.197 --> 00:59:27.818


Yeah, I mean.00:59:28.838 --> 00:59:31.119


Well, part of it is with automation.00:59:31.119 --> 00:59:42.862


At least it's giving that team that you know accounts receivable or accounting team time back to actually do more value-added work rather than like manual data entry and all that repetitive stuff.00:59:42.862 --> 00:59:49.143


That's just, it's not super valuable to scaling the business, so it really helps.00:59:49.284 --> 00:59:52.215


I do want to build because we do know behavior.00:59:52.215 --> 00:59:54.349


And, brad, you mentioned, we're all shocked.00:59:54.349 --> 00:59:56.836


Everyone on this call is shocked how many people still write checks.00:59:56.836 --> 00:59:57.985


Okay.00:59:57.985 --> 00:59:58.891


So we're solving for that.00:59:58.891 --> 01:00:05.898


You know some exciting stuff coming this year, hopefully in the first half, closer to when this airs.01:00:07.065 --> 01:00:17.215


But you know people have lockboxes, you know they operate on lockboxes, they exist, we have lockboxes in our other ecosystems.01:00:17.215 --> 01:00:23.653


We will have something to talk about in the business central space, but again it kind of defeats our purpose of our core mission.01:00:23.653 --> 01:00:26.132


So it is a late addition.01:00:26.132 --> 01:00:31.735


It's kind of like there, because we have it with our other ecosystems and some customers want it.01:00:31.735 --> 01:00:43.047


But again, that captures additional revenue that some companies will just always have payers a portion of their payers, you know, using a lockbox, so you know.01:00:43.047 --> 01:00:46.291


And then there's a smart scan, which is really cool, smart check scan.01:00:46.291 --> 01:00:50.813


So there are payers that actually will always want to burn a check.01:00:50.813 --> 01:01:03.351


But now in our payment experience we're going to give them a QR code where they can take a picture of the check and just use that check and it comes in as an ACH reality because that's all a check is.01:01:04.744 --> 01:01:05.907


A check is a paper form of an ACH.01:01:05.907 --> 01:01:10.277


It has a routing number, it has an account number and it has a check number.01:01:10.277 --> 01:01:11.447


That's the only difference.01:01:11.447 --> 01:01:13.972


So it burns that check for the payer.01:01:13.972 --> 01:01:16.197


So it satisfies that.01:01:16.197 --> 01:01:22.793


The flip side is it is traditional ACH, so there's a little bit of cost there.01:01:22.793 --> 01:01:29.380


But the merchant can offset that with a convenience fee if, hey, you don't want to send a check.01:01:29.380 --> 01:01:35.838


But the other side is it mitigates some of the insufficient funds.01:01:35.838 --> 01:01:41.644


The person doesn't have to lick an envelope and put a stamp on it and risk the mess.01:01:41.644 --> 01:01:43.050


Gotta lick an envelope.01:01:44.224 --> 01:01:45.817


People used to get sick from licking and stamp.01:01:45.817 --> 01:01:47.431


Yep, you used to get sick from licking those.01:01:47.431 --> 01:01:48.114


Remember the sponge.01:01:49.204 --> 01:01:50.309


Forever stamps.01:01:50.309 --> 01:01:56.463


Right, I still have forever stamps, but I think I bought 48 cents at Costco and now it's like 80 cents.01:01:56.545 --> 01:01:57.871


I don't even know what a stamp is today.01:01:57.871 --> 01:02:00.547


Thankfully, I don't have to send too much to the mail.01:02:00.547 --> 01:02:02.610


So I do have another question for you.01:02:02.610 --> 01:02:03.931


But you mentioned the scanning of a check.01:02:03.931 --> 01:02:05.092


Do you know scanning of the checks?01:02:05.092 --> 01:02:06.054


It's called Check 21.01:02:06.054 --> 01:02:07.456


Did you know why that started?01:02:07.615 --> 01:02:10.699


Yeah, I know exactly why that was established because of 9-11.01:02:10.699 --> 01:02:11.159


Exactly.01:02:11.581 --> 01:02:26.150


And ready my brief hiatus from ERP and Business Central and Division, I went to work for a software company and managed the development of the check 21 processing.01:02:27.233 --> 01:02:27.474


Awesome.01:02:27.474 --> 01:02:29.208


So we, I think check 21 is brilliant.01:02:29.208 --> 01:02:30.072


I mean it.01:02:30.072 --> 01:02:33.864


I mean our financial systems stopped because of 9-11.01:02:33.925 --> 01:02:36.670


That's exactly where it came from, so that you're able to scan your check.01:02:36.670 --> 01:02:40.056


So we used to work with that whole thing with interfacing.01:02:40.056 --> 01:02:41.652


Danny has no idea what we're talking about.01:02:41.652 --> 01:02:48.032


You know you used to go into the store and buy your tires, and you'd have to write a check because credit cards weren't as popular back then.01:02:48.032 --> 01:02:50.271


This is 2003?01:02:50.271 --> 01:02:50.271


.01:02:51.347 --> 01:02:53.931


There were 28% credit cards.01:02:53.965 --> 01:03:07.266


Yes, exactly, that's why they weren't as popular, but we also did the Check 21 processing and the credit card and the merchant processing, and then we would also bundle those checks and route them to the appropriate bank to clear and give it to the merchant so they get their funds back.01:03:07.286 --> 01:03:33.219


a little tidbit for you so check 21 did danny was basically image the check to accelerate the processing, kind of said oh well, you have an image, let's scan it so we could start the moving of money faster rather than waiting for that to actually go and clear at the clearinghouse, because 9-11 shut down airplanes and checks could no longer go through.01:03:33.219 --> 01:03:40.583


We couldn't move mail Like we couldn't, you know, and so they said that's why you needed the B2B network.01:03:41.246 --> 01:03:42.871


Yeah, so you ignored all that and just use.01:03:43.050 --> 01:03:44.615


I mean, that's our story.01:03:44.615 --> 01:03:55.992


I mean, if you think about why Jeremy started this company, he was so upset with like paying, you know, like to access your own money, if you think about that, you know.01:03:55.992 --> 01:04:07.992


So you have all these limitations, the credit cartel, you know, he calls it the banks system that they make money on.01:04:07.992 --> 01:04:20.925


As companies' revenue grow, as you, as the merchant grows, then your cost to collect revenue increases Again, every million dollars is $30,000 plus soft expenses.01:04:20.925 --> 01:04:22.547


So let's get rid of that, $30,000 plus soft expenses.01:04:22.547 --> 01:04:23.748


So like, let's get rid of that.01:04:23.748 --> 01:04:41.972


And then what happens is, with our model, as your revenue grows, your cost, your percentage to collect revenue, your cost percentage costs to collect revenue, decreases.01:04:41.972 --> 01:04:49.588


I mean, we've literally lowered, like the dips of someone's collections from like you know, paying 3%, three and a half percent down to like below 1%, like 1.1.01:04:49.588 --> 01:05:05.958


, like as an average collection cost over time because of how we've been able to control with those levers, how the merchant can use those levers to change how payers behave.01:05:08.786 --> 01:05:13.543


I understand how this all works and I think it's a great service and I'm with you.01:05:13.543 --> 01:05:18.657


Maybe I have a question of why not so many are using a service such as this within their implementation.01:05:18.657 --> 01:05:22.112


We talked about the features and functionality of it.01:05:22.112 --> 01:05:28.594


We talked about, maybe, the timing of the implementation, but somebody who's going to use this service, what should they expect for an implementation?01:05:28.594 --> 01:05:30.030


How long does it take?01:05:30.030 --> 01:05:33.554


What are the requirements they need to have this set up?01:05:33.554 --> 01:05:34.985


You know what's involved.01:05:34.985 --> 01:05:54.996


So if I am a merchant and I want to start using the paystand service with my business central implementation, or even in the sense of there's a partner that wants to start implementing this with their customers because their customers, in the same case, they are merchants and they're selling and receiving cash what would they expect for an implementation?01:05:54.996 --> 01:06:01.797


What does an implementation look like as far as timing and how long and timing as far as what's involved?01:06:01.797 --> 01:06:04.132


How much time should someone expect to spend on it?01:06:04.132 --> 01:06:07.735


What type of requirements that they have to get started with it?01:06:09.865 --> 01:06:11.849


Annie go ahead.01:06:12.070 --> 01:06:15.135


It's about a five to six week implementation process.01:06:15.135 --> 01:06:17.708


We do all the heavy lifting on our side.01:06:17.708 --> 01:06:23.588


We only really require about five to six hours of the merchant's time for implementation.01:06:23.588 --> 01:06:29.739


That's typically going through testing, branding, getting your marketing materials all set up.01:06:29.739 --> 01:06:33.315


So, yeah, it's very minimal lifting for the merchant.01:06:33.315 --> 01:06:36.253


It's a relatively fast implementation.01:06:37.025 --> 01:06:43.737


So the time required for a merchant is five to six hours, but the duration for financial setup is five to six weeks.01:06:43.737 --> 01:06:53.175


So I understand that part is sometimes it requires the banks and I've worked with banks before and they're slow, so the setup of the financial transaction is to make it take some time.01:06:53.175 --> 01:07:03.527


If working with a partner to implement this for a one of their customers, is this something that the partners would implement, or is this something that you would implement?01:07:03.527 --> 01:07:09.259


Or is there some sort of relationship where they can implement it and you assist, or what does that look like?01:07:10.585 --> 01:07:17.699


Yeah, I'd say we take on the brunt of that responsibility, but we involve the partner as much as they want to be involved.01:07:17.699 --> 01:07:22.096


So really it's just depending on how involved they want to be.01:07:23.465 --> 01:07:26.672


I think our version 2.0 eventually would be.01:07:26.672 --> 01:07:31.070


You know who are the partners that want to do it, but you know I was a partner.01:07:31.070 --> 01:07:32.144


You guys are partners, like.01:07:32.144 --> 01:07:36.197


At the end of the day, you typically don't want to deal with that.01:07:36.197 --> 01:07:40.728


It's hard enough to stay current on Business Central, so like, let us do it, type of thing.01:07:40.728 --> 01:08:01.880


But I will tell you that sometimes it's the Azure permission access, like to get the cloud services or whatever like to be able to get us to be able to administratively install our extension and some user rights stuff that typically most business central users have no idea what they're doing.01:08:01.880 --> 01:08:11.115


You know they have to lean into their partner for an hour, you know, to kind of get that done, but some admins in Business Central absolutely know how to do it.01:08:11.115 --> 01:08:14.054


You know we don't consume a license.01:08:14.054 --> 01:08:24.077


It's not like someone has to go buy an extra Business Central license but we do need to get access, the right access to Business Central to do what we need to do.01:08:26.118 --> 01:08:27.020


How about.01:08:27.121 --> 01:08:27.560


It's easy.01:08:27.560 --> 01:08:32.837


It's like $3,000 to $6,000, depending on number of companies, number.01:08:32.837 --> 01:08:34.789


You know to do it, so it's a real easy lift.01:08:34.944 --> 01:08:36.350


It's easy for the benefits you can get.01:08:36.350 --> 01:08:40.975


So we talked about the timeframe, we talked about what the expectation is for the implementation.01:08:40.975 --> 01:08:43.993


What are the prerequisites for implementing this?01:08:43.993 --> 01:08:47.204


Now, what I mean by prerequisites is what does the customer need to have set up?01:08:47.204 --> 01:08:55.837


Maybe financially the merchant See I'm going all over the place what would the merchant need to have set up if there's any prerequisites financially, but also within Business Central?01:08:55.837 --> 01:09:03.291


So if they're going through the Business Central implementation, when would be a good time to start this process through their implementation?01:09:03.291 --> 01:09:03.953


They need a GL.01:09:04.524 --> 01:09:06.292


They need a GL because we have to do mapping.01:09:06.292 --> 01:09:12.655


They need to have an item so they can create an invoice and a customer.01:09:13.577 --> 01:09:14.137


A standard.01:09:14.859 --> 01:09:17.269


Yeah, a sandbox implementation would be.01:09:17.269 --> 01:09:21.175


You know we run a couple $1, $2 fake.01:09:21.175 --> 01:09:22.738


You know transactions.01:09:22.738 --> 01:09:23.600


You can send those to me.01:09:23.600 --> 01:09:29.012


You know kind of you know, so you know, and then we either void those out or whatever.01:09:29.012 --> 01:09:34.432


But you know a signed contract customers do go under underwriting.01:09:34.432 --> 01:09:38.335


Typically it's they need a website.01:09:38.335 --> 01:09:48.676


So startup companies that don't have a lot of history may be an issue that's a typical underwriting thing but they have to have a lot of history may be an issue that's a typical underwriting thing but they have to have a website at a minimum.01:09:49.664 --> 01:09:57.975


Like six months, six months of statements, Six months three to six months of statements yeah, bank statements, credit card statements, just proof of revenue, type of thing.01:09:59.145 --> 01:10:10.340


Our underwriting process is one to two days, whereas I do know, other places could be weeks and lots and lots of back and forth and stuff.01:10:10.340 --> 01:10:25.899


But it's, you know, because again our goal is we're really underwriting the credit risk of the bank-to-bank network at the end of the day, like you know, because we're taking on that risk of you know, know your customer average deal size, things like that.01:10:25.899 --> 01:10:30.747


So we get all that information post-signature, we can do it before signature.01:10:30.747 --> 01:10:38.025


But our sales reps typically know what type of customers they're working with and set some expectations Industry.01:10:38.025 --> 01:10:43.636


Obviously we eliminate pretty quickly um, um, it's real easy.01:10:43.636 --> 01:10:55.185


So literally you could be live in five weeks, six weeks from signature, if you you know, if you need it to, I've done it in two weeks.01:10:55.265 --> 01:11:03.649


Also, if you know we're late to the bus, um, but uh, if you're doing testing for this dollar, ach, you can send it over to you.01:11:03.649 --> 01:11:05.474


You don't have to void it, it's just a dollar.01:11:05.935 --> 01:11:06.296


Exactly.01:11:06.296 --> 01:11:09.469


Why don't you just?01:11:09.469 --> 01:11:11.033


Send it to your bank.01:11:11.404 --> 01:11:13.393


Does anyone do micro deposits before?01:11:13.393 --> 01:11:23.295


I remember way back in the day when I was setting yeah, it used to be like if I would set up something for a bank transaction like oh, you'd see a small transaction, yeah, two, three cents.01:11:24.065 --> 01:11:24.507


It's like a penny.01:11:24.507 --> 01:11:26.596


I've seen that on a couple subscriptions.01:11:26.717 --> 01:11:28.284


I haven't seen that I haven't seen one of them.01:11:28.284 --> 01:11:29.368


I haven't done anything in a while.01:11:29.368 --> 01:11:30.090


I don't do anything.01:11:30.329 --> 01:11:38.988


I live a boring life but yeah, and then you, just, you know, we, we invoice either, you know, depending on the deal, it's either a 12 month, you know, an annual or a monthly subscription.01:11:38.988 --> 01:11:41.073


Um, it's an annual contract with either an annual or a monthly subscription.01:11:41.073 --> 01:11:47.154


It's an annual contract with either an annual payment or a monthly subscription, depending on the negotiations.01:11:47.154 --> 01:11:51.373


We have a great referral program for our partners.01:11:51.373 --> 01:11:57.671


They get paid on the subscription to do nothing, to just give us the leave.01:11:58.045 --> 01:12:05.233


That's what Chris likes the best to get paid to do nothing he knew exactly when you hear him, he started laughing because he knew exactly where I was going with that.01:12:05.233 --> 01:12:08.179


Chris wants to get paid to do nothing.01:12:08.179 --> 01:12:14.097


Yeah, I think everybody does, but I tease him, it is.01:12:14.225 --> 01:12:15.809


It's the mailbox money right.01:12:15.809 --> 01:12:17.675


Mailbox money, that's what I call it Mailbox money.01:12:17.814 --> 01:12:18.417


Mailbox money.01:12:19.405 --> 01:12:23.896


So, support-wise David, when you're implementing, who manages the support?01:12:23.896 --> 01:12:29.238


Is it something a VAR would have to deal with, or is it directly with Paystand?01:12:29.765 --> 01:12:33.516


We put an implementation manager on the project from day one.01:12:33.516 --> 01:12:40.029


But what's really cool is we also assign a customer success manager to that merchant and we do that at day one.01:12:40.029 --> 01:12:46.097


That customer success manager is who's going to manage that customer post-implementation.01:12:46.097 --> 01:12:53.538


But they're there during implementation so they're aware, they're watching the notes, they're looking at the project boards, they're aware of anything that comes up.01:12:53.538 --> 01:12:59.917


And then their goal is to set moments of reality checks.01:12:59.917 --> 01:13:05.305


Are we getting the adoption reality checks?01:13:05.305 --> 01:13:06.810


Are we getting the adoption?01:13:06.810 --> 01:13:09.837


Have we written the right emails to get your customers to understand what auto pay is, to enroll them into auto pay?01:13:09.837 --> 01:13:12.028


Maybe they're switching from one payment method to another?01:13:12.028 --> 01:13:13.490


How do we warn them?01:13:13.530 --> 01:13:17.371


You know, 30 days before, hey, on May 1st you'll be seeing something different.01:13:17.371 --> 01:13:23.274


This is what you're going to be seeing setting up those communications, working with the customer success, because adoption is critical.01:13:23.274 --> 01:13:34.448


You know that is the most measurement of success, to the point where, at day 100 after go live, we have another meeting and we make sure your adoption is right and we don't wait until then.01:13:34.448 --> 01:13:37.457


But it is part of the process and we readjust.01:13:37.457 --> 01:13:40.131


Hey, maybe you do need to put you know.01:13:40.292 --> 01:13:41.636


You're still getting a lot of checks.01:13:41.636 --> 01:14:03.771


Maybe what you need to do with your check customers is set them up on an incentive that says you're going to give them a 1% discount to use the bank network, but we're not accepting checks anymore, sorry, and you do that for 90 days and then you turn off that 1% once they've adopted and you have them on auto pay and they're done.01:14:03.771 --> 01:14:05.574


But give them some sort of incentive.01:14:05.574 --> 01:14:21.092


And again, that 1% incentive is significantly less, could be significantly less than any one bounce check or any one manual process of putting those checks in there or whatever all of that stuff is.01:14:21.092 --> 01:14:34.556


So not only do we have the carrot and the stick methodology, and when you apply both of those levers, that adoption instead of 40% to 60% now becomes 70% to 90%.01:14:36.912 --> 01:14:37.895


Incentivize.01:14:38.965 --> 01:14:40.931


Yeah, say I'm not accepting checks anymore.01:14:40.931 --> 01:14:58.528


Customers, I'm going to incentivize you a half a percent or a percent for, you know, using the bank network, I'm going to charge you a 4% to use the credit card, which is actually a revenue stream, if you think about that, for the merchant, because they're only paying.01:14:58.528 --> 01:15:02.877


You know, 2.9, 3% depends on the card type of thing.01:15:02.877 --> 01:15:05.057


2.9, 3% depends on the card type of thing.01:15:05.057 --> 01:15:14.373


But now they're actually creating revenue for the customers that do choose to do that, and I'm not going to accept ACH and all of that's customizable by the customer.01:15:14.373 --> 01:15:20.613


So the merchant can choose any of their customers to have any experience they want.01:15:20.613 --> 01:15:25.253


At a minimum they have to offer the bank to bank network.01:15:25.253 --> 01:15:31.474


That's all we ask, and we have customers that literally that's all they offer.01:15:31.474 --> 01:15:36.989


You want to pay me, use bank to bank network, or you want to use credit card?01:15:36.989 --> 01:15:41.847


It's 5%, it's 8%, like it doesn't matter, you can gouge.01:15:41.847 --> 01:15:46.810


I mean, because people are going to use the bank network, I don't accept checks.01:15:49.167 --> 01:15:50.192


I don't like checks.01:15:52.806 --> 01:15:54.512


My mom sends checks for birthdays.01:15:54.512 --> 01:15:56.036


I'm like, can you just Venmo me?01:15:56.685 --> 01:15:57.748


I don't have Venmo either.01:15:57.748 --> 01:16:01.590


Really, I use Zelle.01:16:02.907 --> 01:16:06.269


I don't use Venmo I don't use PayPal.01:16:06.288 --> 01:16:06.989


PayPal sucks.01:16:08.212 --> 01:16:08.993


PayPal is bad.01:16:09.033 --> 01:16:09.935


PayPal is horrible.01:16:10.154 --> 01:16:11.797


Zelle is nice, I love Zelle.01:16:13.564 --> 01:16:16.012


Don't tell me Zelle is Venmo or PayPal no.01:16:16.292 --> 01:16:17.195


Zelle is Zelle.01:16:17.195 --> 01:16:21.765


I don't know who the thing is, but PayPal is Venmo is PayPal.01:16:22.546 --> 01:16:29.395


Well, I had a problem with PayPal because I used PayPal to purchase something and it turned out to be fake.01:16:30.966 --> 01:16:32.131


The one time in my life.01:16:32.131 --> 01:16:34.765


See, now we're going to go with the woes of Brad.01:16:34.765 --> 01:16:38.796


One time in my life I purchased something and I never got it.01:16:38.796 --> 01:16:42.694


And I contested it and the merchant sent.01:16:42.694 --> 01:16:43.944


I ordered a shirt and a paired it, and the merchant sent.01:16:43.944 --> 01:16:46.251


I ordered a shirt and a pair of pants.01:16:46.251 --> 01:16:51.215


And then the merchant and the PayPal then did the investigation reached out to the merchant.01:16:51.215 --> 01:16:52.931


The merchant provided them a tracking number.01:16:52.931 --> 01:16:54.911


Okay, I looked up the tracking number.01:16:54.911 --> 01:16:57.132


It said three boxes, 150 pounds.01:16:57.132 --> 01:17:00.913


And I said the invoice is for a pair of pants and a shirt.01:17:00.913 --> 01:17:05.132


Okay, and I lived in.01:17:06.305 --> 01:17:07.408


Can I tell people where I lived?01:17:07.408 --> 01:17:08.492


Or is that not safe?01:17:08.492 --> 01:17:09.354


Just a state?01:17:09.354 --> 01:17:11.613


I lived in a state in the United States.01:17:11.613 --> 01:17:20.015


The place in the United States where that package was delivered was not my state, all right.01:17:20.015 --> 01:17:25.546


So they provided a tracking number, right, oh, excuse me, no, it had the same zip code.01:17:25.546 --> 01:17:29.176


So they must've found a package tracking number with the same zip code, right?01:17:29.176 --> 01:17:30.625


And it went from like one place to another.01:17:30.625 --> 01:17:35.296


It was obviously not what I had ordered, because it was three boxes, 150 pounds.01:17:36.045 --> 01:17:39.095


PayPal said what kind of pants and shirt did you order?01:17:39.725 --> 01:17:40.569


I'm a big guy now.01:17:40.569 --> 01:17:41.869


Chris, you haven't seen me in a little bit.01:17:41.869 --> 01:17:44.407


I ate a bit over the holidays.01:17:44.407 --> 01:17:52.753


No, this was a couple years ago and paypal said no, they provided the tracking number I did I wrote back to them and I said did you look at the tracking?01:17:52.953 --> 01:17:55.378


it's not even me, it's obvious.01:17:55.378 --> 01:18:04.900


Thankfully, thankfully, I've reached out to the bank and the bank said see you, bye, paypal, you ain't getting the money.01:18:04.900 --> 01:18:07.286


Yeah, thankfully so.01:18:07.286 --> 01:18:22.447


The ever since then, I've never used paypal, and paypal sucks, and I'll say that over and over and over again paypal sucks and and remember, that's like one of your default collection methods in business central, so you could avoid it.01:18:22.487 --> 01:18:24.248


Oh, paypal sucks.01:18:24.529 --> 01:18:25.529


There is PayPal.01:18:25.630 --> 01:18:27.431


I've had someone say oh, can I pay?01:18:27.431 --> 01:18:29.573


No, I won't even I deleted my account.01:18:29.573 --> 01:18:30.835


After that I did everything.01:18:30.835 --> 01:18:32.515


I will never use PayPal again.01:18:32.515 --> 01:18:36.720


Because they went through and I exchanged with this person.01:18:36.720 --> 01:18:47.756


I showed them the invoice, I showed them everything, I had everything, and they said no, they gave you the tracking and, like I could have picked the tracking number out of the, you know it's not difficult to find a ups tracking number online.01:18:47.701 --> 01:18:48.692


By the way, I mean it's, everybody knows the format of the numbers.01:18:48.692 --> 01:18:50.005


We're dealing with that all the time with my kids now.01:18:50.005 --> 01:18:55.426


I mean because not just the business they started, but they, they love buying like these random clothing.01:18:55.426 --> 01:18:58.930


And like they're like oh, can you give us your credit card?01:18:58.930 --> 01:18:59.872


You know we're going to process.01:18:59.872 --> 01:19:01.914


We're like have you looked at the website?01:19:01.914 --> 01:19:03.377


Like, is it a valid site?01:19:03.377 --> 01:19:05.439


Is it like are you really going to get this?01:19:05.439 --> 01:19:12.506


And like we're still waiting for some sweatshirts, probably from China somewhere, like you know from Christmas time that who knows if we're ever going to get them.01:19:12.506 --> 01:19:16.497


But you know you go out on Reddit, you kind of validate the vendor.01:19:16.497 --> 01:19:18.828


Are they real, you know?01:19:18.887 --> 01:19:36.778


but you know that's that's why we have to deal with underwriting, because some merchants I didn't want to take us on a little bit of a tangent there, but uh, Danny and David, thank you for taking the time to speak with us this afternoon and also for joining us for the first recording of 2025.01:19:36.778 --> 01:19:39.726


We've been at this for several years now, so, um, we're thankful.01:19:39.726 --> 01:19:42.213


Year for episode 401.01:19:42.213 --> 01:19:44.634


No, we're not changing the numbers.01:19:44.634 --> 01:19:45.984


I want the numbers to be consecutive.01:19:47.216 --> 01:19:52.511


We can't do the 401 just pick up the last one, because now it looks like we have 400 episodes and I don't.01:19:52.511 --> 01:19:53.828


What are we going to get when we get to 10 years?01:19:53.828 --> 01:19:57.591


10,000 or 1,000, whatever it is?01:19:58.889 --> 01:20:00.935


it's kind of like planning for your.01:20:00.935 --> 01:20:05.109


I remember the GP days if you didn't plan your invoicing.01:20:05.570 --> 01:20:08.238


Number, series Number series correct.01:20:08.524 --> 01:20:11.431


You'd run out of space eventually and you'd have to.01:20:11.431 --> 01:20:14.318


You know like you got to plan your episodes.01:20:14.564 --> 01:20:18.595


Chris, we can do season four episode whatever the last number was.01:20:18.595 --> 01:20:21.988


Let's just do that, or can we just start over?01:20:22.009 --> 01:20:22.310


at one.01:20:22.310 --> 01:20:27.850


Just do one, because it gives you an option for season four and then episode 001.01:20:27.850 --> 01:20:32.729


In case we do 100, right, we may do 100 this year.01:20:33.934 --> 01:20:34.295


We should try.01:20:34.295 --> 01:20:36.694


You could do 1,000, though, if you set it up that way.01:20:37.586 --> 01:20:49.585


We could try to get to a weekend, no, but thank you for taking the time to speak with us this afternoon and telling us a lot more when are we going to see you guys like in, like the flesh next, uh where are you going to be?01:20:49.585 --> 01:20:50.386


Are you going to be any?01:20:50.386 --> 01:20:53.231


This is what I was going to say, but thank you again.01:20:53.231 --> 01:20:56.618


Uh, where will you be soon?01:20:58.069 --> 01:20:59.573


we'll be at directions absolutely I'll see you there.01:20:59.592 --> 01:20:59.912


Um you're going.01:20:59.934 --> 01:21:02.179


Brad's the one of directions, because you don't, I always go to directions.01:21:02.179 --> 01:21:05.287


Then you said going brad's the one of directions, because you don't, I always go to directions.01:21:05.287 --> 01:21:08.194


Then you said you've never been in california.01:21:08.194 --> 01:21:09.907


You lied to us he's san diego.01:21:09.947 --> 01:21:16.045


I went, oh, I did lie yeah whoa because you were yeah, yeah, san diego, I take that back.01:21:16.565 --> 01:21:19.951


We go to directions all the time I take that back.01:21:21.193 --> 01:21:25.039


that was the first time I went to California See San Diego.01:21:25.039 --> 01:21:26.041


I totally forgot about it.01:21:26.667 --> 01:21:29.149


I was thrown off by that, so we'll be in directions.01:21:29.149 --> 01:21:36.204


In Las Vegas we're planning a really cool ISV party with a bunch of really cool strategic guys.01:21:36.225 --> 01:21:37.974


Can you put me on that damn list now?01:21:39.019 --> 01:21:39.301


Yes.01:21:39.582 --> 01:21:40.104


You are on the list.01:21:40.567 --> 01:21:41.693


We'll be your media.01:21:41.693 --> 01:21:43.762


Yeah, look at me, that'll be your media.01:21:43.783 --> 01:21:45.430


Yeah, look at me, that'll be exciting.01:21:45.430 --> 01:21:48.604


Love that, so that can be a good occasion Because we're finding like ISVs.01:21:48.645 --> 01:21:49.810


Danny, get me on that list now.01:21:49.810 --> 01:21:50.552


You know he'll forget.01:21:51.725 --> 01:21:56.364


Yeah, ISVs work together really well and we like to kind of be together.01:21:56.364 --> 01:22:00.676


So I think it helps VARs choose their ISVs when they're all working together.01:22:00.676 --> 01:22:06.478


So we're going to do that.01:22:06.497 --> 01:22:07.204


Danny is doing a lot of road shows.01:22:07.666 --> 01:22:09.391


She's doing some road shows.01:22:09.573 --> 01:22:09.974


Which ones.01:22:09.974 --> 01:22:13.851


I'm doing some road shows, so you may see me, me too.01:22:14.493 --> 01:22:18.150


Denver, chicago.01:22:18.872 --> 01:22:19.914


Tennessee.01:22:19.935 --> 01:22:20.577


You going to Tampa?01:22:20.577 --> 01:22:23.088


No, why?01:22:23.128 --> 01:22:23.612


Vancouver.01:22:23.612 --> 01:22:30.018


She's going to go to LA next week, but we have our sales kickoff, so she's not going to make that one.01:22:30.018 --> 01:22:34.431


We're going to do so before, but those are all.01:22:34.431 --> 01:22:37.618


We'll see you at Directions before those, but we're doing Chicago.01:22:37.925 --> 01:22:39.168


Doing DynamicsCon in Chicago.01:22:39.711 --> 01:22:41.416


I know we're attending.01:22:41.416 --> 01:22:44.094


We're both registered to attend.01:22:44.094 --> 01:22:47.265


We haven't picked up the sponsorship there, but we'll definitely be there.01:22:47.947 --> 01:22:49.894


I see you at Directions Roadshow.01:22:50.608 --> 01:22:51.652


No, vancouver Roadshow.01:22:52.765 --> 01:22:55.110


I think we're thinking about it right, David, we're thinking Toronto.01:22:55.613 --> 01:22:56.975


Toronto Trading in Toronto.01:22:57.596 --> 01:23:06.350


Yeah, and then we are looking at the meetups as well and we're kind of seeing with the know, with the Doug meetups.01:23:06.492 --> 01:23:07.132


Go to Tampa.01:23:07.734 --> 01:23:10.170


The regional ones More of the regional ones.01:23:10.170 --> 01:23:15.395


You know those are a bigger bang for the buck, but we're excited.01:23:15.395 --> 01:23:17.030


That's a new strategy this year.01:23:17.030 --> 01:23:23.845


Put some miles on Danny's tennis shoes and getting her out there and giving her something.01:23:23.984 --> 01:23:25.750


Someone will have to ride the horse while you're away, though.01:23:27.113 --> 01:23:29.210


Someone yeah, Someone does care for him.01:23:29.210 --> 01:23:32.911


I have all that lined up whenever I leave, but I am so sad to leave.01:23:32.930 --> 01:23:33.774


No, no, I can imagine.01:23:33.774 --> 01:23:36.350


See, the first thing I thought of with you leaving was the horse.01:23:38.265 --> 01:23:42.932


David's very receptive though of me, you know, not running me too hard on traveling.01:23:42.932 --> 01:23:55.127


So well, maybe you can bring the horse, so your paystand will get so big that you can bring the horse with you if he could just be our mascot, I know we'd be you could show up to a road show on a horse how many would that be?01:23:55.207 --> 01:23:57.738


well, we are having our sales kickoff next week in santa cruz.01:23:57.738 --> 01:24:01.250


Maybe she could just ride downtown on the horse and park it up.01:24:01.250 --> 01:24:02.953


It's gone down.01:24:02.953 --> 01:24:04.537


What a way to get business.01:24:05.105 --> 01:24:06.431


Name your next horse, Paystand.01:24:06.604 --> 01:24:10.594


They will remember you A lot of it's all about being remembered.01:24:10.594 --> 01:24:12.372


So if you show up with a horse, people remember you.01:24:12.372 --> 01:24:15.014


And David, your point of ISVs work well together.01:24:15.014 --> 01:24:19.694


I agree with that, just like I'm on the kick of collaboration on presentations.01:24:19.694 --> 01:24:30.988


If you have a gathering with multiple ISVs, it's a great draw because individuals can talk with many ISVs in one spot and they don't have to run from engagement into engagement or event to event.01:24:30.988 --> 01:24:54.891


So I'm a fan of the multi-ISV receptions I'll call them where you can have the opportunity to talk with each other and then also get verification that some of these ISVs work together as well, which is extremely important because there's a lot of options outside of payment processing with PayStand, but there's other ISV solutions that individuals use that you want to make sure work together and you can see that that relationship is very good.01:24:56.185 --> 01:25:05.503


But, thank you again for taking the time to speak with us this afternoon, this morning, this evening, whatever time it may be, wherever anybody is, this morning, this evening, whatever time it may be, wherever anybody is.01:25:05.503 --> 01:25:16.372


And if someone would like more information on paystand and how to implement it, or to have it implemented, or to even see a demonstration of how it works and a more in-depth look at the features, what's the best way for them to get in contact with you?01:25:18.015 --> 01:25:18.676


Reach out to me.01:25:19.136 --> 01:25:19.998


Reach out to our company.01:25:20.364 --> 01:25:22.832


LinkedIn email phone number.01:25:22.832 --> 01:25:27.573


I mean I can, I can name them all here.01:25:30.005 --> 01:25:32.264


Give us your LinkedIn and the website and if you would like to share the email, you could do that.01:25:32.264 --> 01:25:41.250


We will put the information in the show notes as well, but anyone that's listening, if they wanted to, what's the best way to find you on LinkedIn and the website?01:25:41.270 --> 01:25:43.332


Sounds good.01:25:43.332 --> 01:25:44.175


All right website.01:25:44.175 --> 01:25:44.815


Yep Sounds good.01:25:44.975 --> 01:25:45.716


All right, great.01:25:45.716 --> 01:25:46.297


Thank you very much.01:25:46.297 --> 01:25:47.059


Have a good afternoon.01:25:47.059 --> 01:25:51.650


I'll speak with you both soon, I'm looking forward to seeing you in April in Vegas, so be ready.01:25:53.734 --> 01:25:54.315


Dangerous.01:25:54.315 --> 01:25:57.020


Yes, it is All right, Ciao ciao Bye.01:25:58.467 --> 01:26:05.529


Thank you, chris, for your time for another episode of In the Dynamics Corner Chair, and thank you to our guests for participating.01:26:05.869 --> 01:26:07.416


Thank you, brad, for your time.01:26:07.416 --> 01:26:10.886


It is a wonderful episode of Dynamics Corner Chair.01:26:10.886 --> 01:26:14.375


I would also like to thank our guests for joining us.01:26:14.375 --> 01:26:17.407


Thank you for all of our listeners tuning in as well.01:26:17.407 --> 01:26:31.988


You can find Brad at developerlifecom, that is D-V-L-P-R-L-I-F-Ecom, and you can interact with them via Twitter D-V-L-P-R-L-I-F-E.01:26:31.988 --> 01:26:45.277


You can also find me at matalinoio, m-a-t-a-l-i-n-oi-o, and my Twitter handle is Mattelino16.01:26:45.277 --> 01:26:48.954


And you can see those links down below in the show notes.01:26:48.954 --> 01:26:50.310


Again, thank you everyone.01:26:50.310 --> 01:31:02.824


No-transcript.