Cross the chasm & getting enterprises to Web3 from exCDO

Transcript

foreign [Music] [Music] [Music] yes okay great some people are entering good hi everybody

should the pose or just uh I act like I'm talking right okay okay so thank you all for coming thank you for being here I would like to share a few thoughts and it's meant to be 35 minutes but from my perspective you can do it slower quicker whatever you prefer and leave some place for questions so what I would like to talk about is how to bring more Enterprise into a web3 and how to bridge the gap between the web 3 and the Enterprises and where is this idea for talking coming from in my previous life I used to be a Deloitte consultant I used to be 80 Kearney and Boston Consulting I used to be a chief digital officer one of the largest Southeast Europe holding company with

more than 107 companies in it having Banks having hotels having agriculture food production everything else and when I was discussing about how to bring web3 into it I came to almost impeccable or unacceptable disadvantages to bring the web tree into the Enterprise because when you're talking about multi-billion dollar businesses in a traditional conservative Industries you're coming to a position that people are telling you yes but those are some shady deals those are some pictures that you are selling for a few Millions which are not worthy and stuff like that so I had to really think how to bring the web3 into the Enterprise world and what to do with this so then after a while I decided to join

the web3 and now I'm leading the MVP Workshop which is one of the pioneers of the web3 we are more than seven years and for those who don't know about us we are the guys who build Celsius networks complete technology stack some of the guys here are even longer than me some of them are part of the MVP who build the polygon side chain so polygon Edge was completely built by MVP and besides that we build a lot of projects working in the National Bank of Serbia working with the Belgrade Stock Exchange working with all these other things and we are focusing on strategy technology and web3 economy so we are doing across all the different breeds and I'm everyday faced with trying to work with the Enterprises in order to

bring them in terms of three mark my words I'm purposely saying work with the Enterprise I'm saying no I'm not saying selling to Enterprise because it's very hard to sell them you know especially as blockchain and this fast forward industry so what is a traditional web3 offer right this is what the traditional web3 company offers to Enterprise all these layers all these texts I'm going to move if you guys need to make a pictures or I can share the slides later for those who are interesting no problem so what is the point is we come with these kind of things and how do they feel they feel ashamed when I was a CDO and when I was a chief digital officer and the first time I interacted with the persons about web3 and they start

throwing all these different terms and coins for me I was like asking myself am I too stupid in my 40s do I don't understand this technology or this is something too advanced for me and then when you start learning the slang and you start learning what is going on you realize that there are a lot of things similar to a traditional business that you need to learn how to just manage and this picture is a really really hard for a traditional Enterprise to put in and I will tell you why let's just focus for a bit so how Enterprises look at the technology the most important thing how many of you guys heard here about Gartner a few hands right how many of you are using Gartner's researches constantly

two hands the thing is traditional Enterprise pays at least 80 000 Euros per person per license to gardener on a yearly level to get the newest technology trends right and if you look at this trend for 2023 from Gartner the only thing mentioning about web3 is metaverse right so there is no other mentioning and if you look about Tolkien solution and Technology you look at this uh the last part metaverse it's still not fulfilled right and how many of you guys here are using Masari as a report for your research and looking stuff much more hands right when you ask the same question to traditional c-level

Executives who I worked for years they didn't heard about Masari they don't know that Masari exists so these are the get this is the gap I'm talking about we are talking about two different worlds they are looking at Gartner and they're looking at Gartner report and we are looking at Masari report right so we have a professional license in Missouri we get every quarter state of the polkadot state of this state of this chain traditional Enterprise doesn't know even about this for them these are some different things and what is a thought process as Enterprise CTO level first thing is what is web3 so he'll need to learn something about three then how can a web3 and help my company that my current systems are not fulfilling because remember we're talking about large Enterprises you know

you're working on the open heart surgery you're not just changing something small you need to make sure that if you're changing something you are not eliminating the existing system without the need second one is what are the benefits of using web3 versus my current system then how do I Implement web3 into my business that will not disrupt the current operation because you are a CTO and it's not just that you need to persuade The Business Leaders you need to persuade your own people that we need to enter the web 3 that we need to have all the systems and everything else and then what are the risk of every that I can avoid while waiting for a web tree to be more mature so it's very simple do I enter the web tree or I just stay behind and wait for

a few years for others to do it and then I'm the follower not the you know not the creator of the path because what is the major challenge the CTO looks like it looks at is do I have enough I.T people to do this do I have young Talent access or not I'm a traditional industry I cannot pay them as much as the other it guys are paying and the last but not the least even if I have do I overburden my current it team because everybody is cutting costs so it means that my it team is getting hit with a cost cutting and I'm adding them a new technology these are all the questions that the leaders are asking not even coming the city or not even coming to the benefits he's now just asking what will change in his day-to-day life and again understanding the trends

if you want to take the picture the next one is better so this is the Gartner hype cycle for blockchain for web3 made in July 2022 we are waiting for the new edition it still was not published for this year but this is what it looks like and if you look at closely at this picture it shows you which part of Technology will be in Plato productivity in less than two years and it's only stable coins and some wallets and these other things for the same metaverse that Gartner told it's a trend for 2023 what it says it will never reach plot of productivity it will die off even before it reaches the plateau of productivity so I'm a regular CTO in a large Enterprise in a large Bank in a large

real estate or a manufacturing and I'm paying Gardner to tell me what I should think of and in all other Industries they are great and here they're telling me about this so would I go for it depends okay on the other side this is what the McKinsey says so we have the dark blue color is that it's more productive more you know ready to use and can bring value can you see and I'll stand on this side so these guys can see okay no problem no no guys it's all good and on the other side we have applied AI look at the applied AI what the McKinsey says everything is dark blue versus the web3 where McKinsey says that it's only in financial

entertainment and these kind of things so now you're going to Enterprise and you're saying oh I have a great product in February let me show you how I'm going to do it you know and he has already read these materials so you're already fighting against the mindset that is already there and that is not the worst thing what is waiting for us the worst thing is that a normal Enterprise has already have a road map three to five years what they're going to do what budget they're going to allocate because they need to recruit people they need to set up which Legacy system they need to cap so for them investing into a web tree is not just a pure investment it's what they are losing because they're adding this new project so which project they're

going to take out three to five year roadmap in order to bring our Vector inside so it's more about price for a project is a losing right loss accomplished in order to bring in the web 3. so these are the three things that are against us when we're talking about web private Enterprises it's very simple one thing is the gardener says it's not that nice there is a lot of hype it's going to go through a plot of delusion and then coming to plot of productivity then the McKinsey says on one side oh this is what we believe you should invest your money into Ai and now we know with your gbt everybody's talking about GPT and me journey and all these kind of things and the last but not the least is that we have to tell them how to take out some of those

projects and take our project in and this is where we fail because what we are doing is we are communicating technology we are communicating to them how to change zero to one or if my optimization of op codes in solidity is better than the previous one and these kind of things and what they are looking at is a solution they're looking looking at how the web3 can help them augmented their business model how can you know at the end of the day in Enterprises you have only two questions which are those come on help me let's be more Interactive hmm what are the two questions that they always ask very simple is this project going to

increase my revenues or is it going to decrease my cost every time when they decide it's always about these two questions is it increasing my revenues or decreasing the cost all the other things have to go in one of these two things so even the CSR and everything else the ESG in the end is decreasing the cost of blah blah blah or improving the revenues through increasing the brand recognition right so these are the six steps that we focus when we're working with the Enterprises right and where we're discussing them how to support them first we focus on business outcomes and not on technology solution technology has to work technology has to be there and even if it's not I'll come later to explain more we talked about if it's

experimental and then you have to be straightforward and say listen this is the first time we're trying this for the first time nobody did it before so there is some experimentation in it so the margin for error has to exist the second one is we discuss the changes to business models and benefits because the same CTO has to go to his CEO and to his CFO and explain them why these guys I have to come back to the light and why these guys you know we are implementing then we have to support the story through references start with a big Vision but have a small enough steps to go into because it's experimenting for them as much as for us then understand the budget cycle and share the risk and share the reward and last but not least be there as a truster

advisor not just a partner okay which means you have to be open about pros and cons and when the technology is not good enough because to be open so far the web 3 talking about the Enterprises has not delivered 85 percent of the promises we made five years ago what the web tree will do right so 85 percent of those promises have never been made maybe they will be in the future which is fine and should but 85 percent of those promises were just proven to be you know talk so coming back to a story when we're talking about focusing on business outcomes we don't talk to them about trust lists you know uh permissionless decentralized and everything else because at the end

of the day what we always start with the web 3 is a Community First approach because guys if you have a blockchain which is four nodes and you are controlling all four nodes is this decentralized right let's be very open they can achieve this with having four SQL servers on four nodes and they can say we are decentralized they establish the thinking this mechanism already existed the point is we talk to them about business models how they can earn more how they can you know get more money or at least what they can do with a new manufacturing cost models and everything else and what is this so you have to show them you cannot just say oh guys you need this you have to show them these models so

the first part everybody knows Creator and on patreon about where to earn their turn is that certain Pro the manufacturer you know the biggest trick not paying Kim Kardashian wear their clothing because this trend is almost you know going slowly down everybody knows that the influencers are paid to promote something even if they are paying to local fans I'll show are they all in prison strange Play Turn I don't have to explain here I think that the web3 industry has made this possible Right

social turn move turn and drive turn let's talk about Drive turn not last Navi you can down the application on your phone and if you're in the U.S you can earn money while driving for what for navigation was why should some baby I think better is and now it's better okay so for the records what was what for those who know

I just said wedding wedding in my local language um reading from the screens anyhow the point with that must now how many of you heard about the social uh experiment that happened a few months back in the Scandinavian countries where that guy took 100 phones turned on the Google Map put them in a trolley and just pull them behind him in the Major Street in a town what happened Google sent a signal that there is a huge rush they're a huge crowd and the street is blocked and that you need at least 30 minutes to go

through this street because it's a rush hour it's blocked you know he just took 100 phones turned on the Google Maps and just slowly walk with it what happened everybody went outside and the Google started recommending them not to go through this street to go to other streets right because this street is blocked what happened because it's a relatively small town all the other streets completely blocked because they couldn't accept this amount of traffic and what happened in the end the whole town was blocked for four hours yeah so I believe that Google Now has implemented some rules to stop it but the problem is in this why he could do something like this because he was not incentivized not to do it right Atlas Navy pays you and you can download the app it's working pay you for your driving and for collecting the data for

them and sending them in real time and why they are using this they are selling this to manufacturers and to transport companies who have a cold chain supply so if you're transporting ice cream or medical things and you want to make sure that your truck doesn't wait five minutes under the 40 degrees because it costs you more money you want to pay somebody the real money to tell you what is exactly happening and the difference between this and the Google Maps is that I do not fake it because if I do I get slashed I start losing money they take money away from me so I'm not a product I'm earning by sharing my data and this is how we are transforming and it's a Community First approach as I said so look at the where to earn it's a

traditional industry this was not even implemented with a web tree they did this in December last year but just selecting certain people they got to wear shirts for 100 days or pants for 20 days and for this they receive around 700 per Community per member right and they had to just put it on social media and promote the model is already here if I tell you there is a company which earns in one of the countries 370 million revenues a year and gets a profit of 70 million euros a year and they are like investing heavily in the technology and they just said we

just implemented the newest technology for all of us you know to boost our support in the health and beauty industry would you recognize which company is this and they heavily invested this year in the referral payments and these kind of things do you know the company has anybody heard about Amway the multi-level marketing company that sells Goods across the world in more than 54 countries so the referral system and what we say incentivizing through the priority already exists in the traditional industry we need to just be able to understand it so how do I support the story to references the most important thing I'm not the reference I can tell the story but I need strong references so if I'm

talking to a web 3 to an Enterprise company I definitely need to come and to reference The Gardener because Gartner is not that bad about the blockchain but you need to know what to interpret and how I need to reference the books I need to reference the Wall Street Journal and I need to reference some other things in order to show but it's easy to say so right how do you do it but for us is simple within the company we have 3327 which is our research facility which is a non-profit part who is doing all different kind of researches now they actually did some research on mati protocol I think you heard about Macy protocol I think you've heard about it there is a lady talking about it where we found the flaw that the Macy protocol currently is not

Anonymous the one who is managing the protocol can actually see who voted what and should be anonymous and we now propose some solutions how to change it for ethereum foundation but the thing is these guys are researching different use cases and we are collecting use cases from across the world so when we go to a client we go with something like this we always go with the references depending on the industry where we are so Pharma automotive and later I'll show you some other so when I'm talking about the people about you know let's say in Pharma I'm not talking what I did talking about Walmart and IBM did for traceability a while ago I'm talking about all these use cases that proven to be there okay

because this is important a lot of people in Enterprises don't know about this they think it's a sort of part of my French we are a bunch of kids who are just you know selling each other tokens and some cartoon pictures the last but not the least located in finances the number one company for making real world asset into a fractional ownership and you know digitalization are some of the largest banks and look at these things and this is what I go there I went to some of my c-level Executives in in my country and told them you know that Siemens just issue a digital bond for 60 million dollars where they collected finances through issuing digital Bond on blockchain and to say wow very impressed

and I said yeah but there are 22 companies in Germany that actually did this because since 2021 the Germany has to register for issuing the bonds one is the regular traditional one and the other one is issuing through a blockchain through digital assets and this one is approved by the German regulator Authority and managed so it's not a bunch of kids as again part of my French issuing something it's a real world happening KKR one of the largest funds in South in Eastern Europe has raised last time I think around 500 million dollars for his Fund in each 400 was in Fiat and 100 million was in cryptocurrencies through blockchain issuing so these are the things that you need to show them

cargo X is let's say a blockchain document transfer if you are coming to Egypt and if you are doing shipping with Egypt you will you can go with the traditional way and give this bill of landing and bill of materials that you have to give to the Port Authorities and it will last for a year a day and a half or you can do it through a blockchain and then last less than two hours these are the benefits we need to show and I'll show you one slide that I did for a large shipping industry in Latin America these are the percentages that they can save if they properly implement the blockchain Technologies and it's not something that we see together and just invented we had to go to research we had to look at the other works we have to

connect the different things and then there is a full slide deck of slides for this but you know you have to show them percentages they can actually save for this and these are all the slides we have to create and these are all the use cases we have to create for the shipping industry in order to be able you know to help them on board their own c-level executive team and this is how we do it with a big Enterprise and saying have a big Vision but start with the small steps we usually start the transformation efforts in a sense that we have a two-day workshop with the c-level executive team the top team where we talk about this to them show them inspiration their own industry and show them some inspiration of the blockchain projects outside of

the scope of their own industry right and from there we create a list of more than 100 projects that they can Implement jointly with them and then start narrowing down coming to let's say 10 projects that are the quickest win or biggest impact or best efforts and then we do a quick Roy the biggest issue that I see with approaching Enterprises is nobody does the Royal calculation nobody everybody comes with the project say I have this really great product but you know they never show how you will get the money if you implement this or how will you increase the revenue or decrease the costs and out of those 10 we come to the two projects then then we jointly you know deploy with them and create the solution for them and then let them choose if they want to have their own web team and we help them set

it up or they want to continue using other partners so we don't aim to have all these 100 projects for us our aim is maybe to stay on advisory level or develop for them maybe five projects out of those hundred but the thing is this is what we do with them and how we do it again so it's not just a theory so we have fully designed process how we select out of 100 and something projects how we Define those standards we need to do and how from those 10 we select two that we will do it because the most important thing for Enterprise that is just entering web3 you need to make sure that they have quick wins and you need to make sure that the guy who is supporting you at the end becomes a local hero he has to be our local

champion who supports because he needs support in order to help you further so what do we do we create this full decision making tree where we have what is a decision-making space in a sense why what and how so what are the business goals what does the business impacts and what are the resources needed then we Define are these projects you know why are they catching up you know are you already below the competition and you need to do something further or your marketing Trend or disrupting the industry then we go with what is the business impact regarding the investing efforts and the costs and the new customer you know orientation and last but not the least how we're realizing it with their own resources that already exists or they

need to recruit new ones or they are going to Outsource so all these things lead to that long list of projects you know very well defined and scored in order to come to a position that they can select and which are the 10 projects that you focus on so from there what we do we call we have our own framework which we call RX rapid experimentation framework where we go with katas like in karate 30 minute katas and where we deploy very simple resources so the idea owner and domain expert and they spend 30 minutes on idea to check if idea is valid or not very quick and dirty you know it's possible not it does exist not what we can do ideas who survive this and the whole point here is that you just eliminate

those ideas who are really you know let's fly to the moon maybe in 20 years first we need to get to Titanic without imploding right so coming back is then we moved to hackathons where we deploy a bit bigger team but not a full team for two days where we really try to do technology part because as I said we are not just advisor we are primarily Builders we are building things and from there what we do we move to those ideas that are good we move full team you see it on the right side the the size for a one week Sprint what is the purpose of this if you need to fail fail fast faded with the smallest resources try experiment do

it as fast as possible Right but the most important thing is we don't leave it in theoretical area we need to check to see and if something is not good we need to know why it's not good maybe it will be good in one year two year five years just leave it and this is what we do and last one slide is missing here because I don't know if I have time but it's very simple it's about if you remember me about knowing their budget cycle right well the most important thing that web3 people sometimes Miss is what is the budget cycle of the Enterprise and where the budget for experimentation is coming from and it's very simple you need to know when they're planning so is there a fiscal year January December right

or their fiscal year is June July some Enterprises are working June July for them the year starts with the July and ends with June that's first thing so you need to know if if their fiscal year is June July and we're coming in September tough luck man whatever you try to sell has to wait at least eight eight months unless they already have budget dedicated for it but mostly what will happen if they already have dedicated budget for it you are not going to be the innovator that brings things what you are going to be are going to be fighting with other people going for requests for proposal tendering and all these kind of things that the Enterprise are well known of right and then there is a challenge how do they write the request for proposal if they don't know the technology behind so

that's even the trickiest part but the thing is if if their budgeting cycle is the January December most probably their planning is happening in September and October already so if you want to you know be in their budget you have to be there already in July and August when everybody's on vacations so that means you need to start longer because working with Enterprise requires a long cycle so it's not something that you just get quick and it's possible if they already want to do it but if you're helping the mentoring the entry World it takes time that's one thing the second thing you need to know where the budget is coming from is this budget mentioned for cost saving or is this budget for some small experimentation so it's okay to fail or this budget is we want to be

the first and we want to be the best so whatever error your mistake whatever error you make has to be very low so the margin for error is very low because it's connected to their branding these are the things you need to understand we worked for one I'm not going to mention it but one large Enterprise one of the largest entertainment Enterprise in the world who asked us to make them a side chain and a Marketplace on it for nfts and everything else and they want to do this with their own employees and we gave some price which was I think in my opinion very low because we just want to say hey we did it for them what happened is they refused oh it's too much for us and it was below 100K so just imagine whole side chain Marketplace for nft is everything else

and they had less than 100K for this much much less so we said okay what is your budget let's discuss it oh well we talked about like 15K and we said no problem let's do it the other way around we are not going to charge you 15K because it's ridiculous right we will give it to you for free so you'll get everything of these for free from us but the further enhancement will come from us and we want ability to put it on our branding that we build this for you so for this large entertainment company oh no no no no this is for internal purposes we want to teach our own employees how to do nfts between themselves so nobody should know that we are working on this so what is in it for me you don't have a

long-term budget you don't have a long-term vision what happened in the end we said no some other people approached them they passed worse because they spend a lot of time you know on the meetings trying to work and blah blah blah what happened is that there was no really a budget there was no real incentive within this company but the CTO wanted to enter the web 3 world without devoting any funds if the CTO is really serious about entering the web 3 world he needs to have a budget and it's okay that he doesn't have a budget today it's fully okay and it's okay that we share the risks so we lower the price they they put something but if he can share the rewards tomorrow together but it's not okay if I'm doing for a large Enterprise everything for free

because it's another respect right it's just they're pulling my twisting my arm and that's not good for anyone so coming back to the be as a trust advisor I put some of the things because I know you will take pictures and stuff I want to talk about this sometimes even the best projects fail so if you look at this project trade lens it was launched by Mars one of the leaders in shipping supply chain industry worldwide and the second partner with them was IBM in 2018 they launched and it was the largest blockchain a real use case application and supply chain I still believe the blockchain is the number one tool for a supply chain it's a community effort it's more companies and everything else they

closed it in January this year the VP that was leading the project went to retirement they closed it and the thing is in this the technology was good the technology was working at least in their sense and at least in more than ten thousand companies who participated but what I say the technology never proved to be commercially viable to survive without them putting constantly money in and if it's a community effort for everybody then you know you shouldn't have one company paying constantly for everybody else to use so sometimes and this is why we work a lot you know with the Enterprise even along the path always recheck that return on on you know return investment because at the end of the day

maybe yesterday we had a talk with one of the guys later on thought leaders in blockchain he said we are offering to these Enterprises and to small companies as spaceships well they need a boat to go fishing so we need to make sure that sometimes the spaceship that we are offering is really what they need of course on the underside if you asked what Henry Ford said if you ask people what do they need when he was designing a car nobody would say we need a car they would say we need stronger horses who can pull faster right so if you are ahead of the time you have to be able to make sure about this but the most important thing is to be trusted advisor so be open when something is not working be open if the technology is experimental enough

that even you are experimenting and shares this thought with your counterpart because you know if you're just going to sell them and hit and run at the end of the day you're not going to last long and here is about the relationship about building the future together and that's it for my side we are helping the community as well we believe in community you know John being the part of the Community First approach so we created the centralized business model canvas which is similar to business model canvas that everybody is using and we created this even four years ago it's free on our website you can download it it's a visual tool it has everything regarding the web3 it's a good to communicate with the Enterprises because they know business model canvas

and how you can bring them on board with the centralized how to reach trust how to incentivize the actors we have even token modeling canvas that is as well available for free on our website you can download it you can use it whatever you want we are building a new one and we are actually planning we actually launched tokenomyadvisor.com I can share with you the new site that you can go and check and we're planning launching a book with the new tokenomic uh canvas that we will that will create that we have created now we are planning to launch the book until the September and October so it's not about us you know collecting the knowledge it should be sharing together so if anybody is interesting on working on tokenomics and this book here is Alex one of our cad-cat designers so please reach out to him in the break you know

and get him all or reach to me and that would be from my side the QR code is for my LinkedIn profile and the other things are here if you want to reach out to us and if there are any questions I think we have time for questions and I'm open here thank you guys I had a question on the tokening token um I think the incentive slide where you were trying to show the different models for the incentives around the car one I thought that was really good for the play to earn one do you find that that resonates with businesses or do they find that a bit I mean if they're aware of actually infinity and how that went do they find that as a bit of a a bad

thing well I believe the play Turn has proven to be a significant business model from my perspective I do depending you know itself like we are working with some we just finished loaded one of the largest parachain and it was really good but we proposed them I mean Alex was leading the team however the problem with a lot of tokenomy they're created almost like a Ponzi scheme you know you can't we just issue we print money from nothing and that's it the real money has to be there and play Turn there is a real money people are actually buying something to start playing or they're buying certain features that they want to play I truly believe that Plato earn has a proof once you have a secondary Market outside of the gaming and people are ready to pay each other without the

game producers for certain items then the play Turn has a sense because you know you get money because you're playing because somebody else doesn't want to wait he wants to pay further like my son who likes to play games five to seven hours a day for me I play one hour a month if I play so so I'm more than Keen to paying some money just to get some additional not to be on the basic levels right so let's be honest right uh we we have a cosplay right we have all those that we just spoke with one of the thought leaders about his own associate who is very good he's a technical architect in the blockchain space and he likes to buy all these enhancements and everything else even in

real life you know in the US all those cosplay conferences come on people are putting a lot of money to look like a Batman or whatever so I do believe there is but in order to make sure it's happening you need to make it viable so if you put Commission on selling nfts between the players I think it's it's okay but just you need to make sure that doesn't happen that you know your Revenue decreases significantly and then it's a okay yes please okay one more question and I have to stop yeah because they need to set up the next and I'm outside you guys can ask me whatever you want and you have this QR code if anybody wants to connect feel free so um I'm curious what is your thought of

the solution how you could how you could save that supplying chain project uh from failing well I think the biggest issue with this current project it wasn't a Community First approached it was built by one company and not inviting the others and then later they invited the others and I want to do the same thing in traditional industry previously Oracle is managing I don't know if you guys know but whenever you check in a hotel Oracle is having 85 percent of the market share of all the softwares for managing the hotels property management system it's called Opera infidelio and in my country we had only one partner offering these services and more than 150 hotels my company had 14 hotels Sheratons camping skin all

this and I want to take over that my it part start supporting this why I stopped because all the other hotels told us if you didn't have your own hotel we would be Keen that you are supporting us but since you already have hotels we are afraid that you're going to start stealing data from us to support your hotels which are competition so the major thing here if Myers gave up Trudeau all the governance to others and then you have all the companies independently managing this project I think it could be saved sorry guys I need to you know I'll be outside or on coffee thank you for coming bye [Music]

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