Summary

In this interview, Gabe Larson, the VP of Growth at Kustomer, discusses with Porter Marshall, the Director of Customer Service at Bodybuilding.com, how they successfully switched to the Kustomer platform. They talk about the benefits of the new system, including improved reporting, real-time management of SLAs, and enhanced agent experience. The integration with Convey also helped them optimise the post-order process. Despite the aggressive timeline, the switch was smooth, with strong support from both organisations. Porter advises others to focus on communication, agent buy-in, and understanding the essential role of the platform in the business.

Key Takeaways

1. Successful Implementation: The interview highlights Bodybuilding.com’s successful switch to the Kustomer platform, indicating that a well-executed transition can lead to significant benefits for the company and its customer service operations.
2. Enhanced Reporting and SLA Management: With the new platform, Bodybuilding.com experienced improved reporting capabilities and real-time management of service level agreements (SLAs). This suggests that investing in advanced tools can streamline processes and increase efficiency.
3. Integration Benefits: The integration with Convey proved valuable for Bodybuilding.com, particularly in optimising the post-order process. Integrating complementary systems can lead to a more seamless and streamlined workflow.
4. Smooth Transition: Despite the aggressive timeline of the switch, the process was smooth, signifying that with proper planning and support, major changes in customer service technology can be implemented without disrupting operations.
5. Importance of Communication and Agent Buy-in: Porter Marshall’s emphasis on communication and getting agent buy-in underscores the significance of involving the frontline staff in such transitions. Their understanding and acceptance of the new platform can greatly influence its success in driving positive outcomes.

Transcript

Alright. Welcome everybody. We’re excited to get rocking and rolling here. You’ve got Gabe Larson. I’m the vice president of growth here at Kustomer.

And today, we’re gonna be talking about how Bodybuilding dot com stays ahead of the game with customer. We do have a special guest joining us, but before I have him introduce himself, just wanna get a couple housekeeping items out of the way.

Number one, this is a recorded session. So if you guys need to jump just a few minutes early, you know, we’ll see if we can get you access. Make sure you hear the whole thing. Do like this to be interactive. So please, if you can right now.

How we’re having a couple stragglers jump in. But while you’re getting in, find that chat window. In fact, I’m gonna see if I can find it here myself.

There it is right there. And, change it to I’m gonna put it to panellists in all attendees. Just tell me your name and where you’re from. So I’m Gabe and I’m from Salt Salt Lake City.

Would love that to be interactive. If you have questions during the session, you wanna hear more from Porter, that would be a great way to do that, and I will monitor that chat. So that’s kind of the housekeeping items.

With that, Let me introduce my mountain time zone friend here.

Porter Marshall, he’s currently in. And I know, Port maybe, maybe take a minute. We really appreciate you joining, but take a minute and tell us a little bit about who you are and what you do. For sure.

Thanks, Gabe. So my name is Porter Marshall. I’m the director of, customer service at bodybuilding dot com. I’ve been with the company for, around thirteen years.

So really just channelling everything into the customer experience for that long. I’ve been a customer of them for as for as long as I’ve been there. So what really in tune with the customer and what what they expect.

So it’s just been a really awesome time to onboard customer and fine tune the customer experience so far. Yeah. Excited to jump into that. So for those of us who don’t know, maybe to just a little more about, bodybuilding dot com, like, what What’s the programme or how how does it work?

Mhmm. Yeah. So at bodybuilding dot com, we sell supplements and we sell fitness plans, but we also sell results. With that.

So if you were to go to us, we’re gonna have the total fitness solution for you to get the results that you’re after on your fitness journey. So when customers interact with us, we wanna be there as our support system to interact and engage support and keep them focused on their goals. And customer helps us do a great job of doing that, when the customers need us. Awesome.

Yeah. I’m in the midst of trying to, drop about twenty pounds. So maybe Hey, reach out to us, Gabe. Yeah.

I mean, I’m chatting after my wife is on my case. This COVID I’ve called the COVID weights, but, it’s starting to, starting to get a little out of hands.

So let’s jump in.

Think I got the idea a little bit about you and and bodybuilding.

So let’s maybe start a big picture. You you obviously been in the space. We’ve seen it for a long time, but as you think about principles or philosophies or just some guiding principles that you like when it comes to customers and employees What what what comes to mind? What’s your go to?

Yes. I mean, at bodybuilding dot com, we’re a customer first in everything that we do.

So as we’re evaluating systems on what would be the right platform to, move that experience forward for our customers, customer checked all the boxes as, you know, for us to deliver the best experience possible to our customers. We were really looking, I was really looking closer as well for the agent experience and exactly, you know, how my agents would work in the tool. Is it efficient? Will we be focused on, improving from our old systems.

And, I was really pleased with how the agent experience looked for us to deliver a to deliver the experience that we’re after from a customer facing standpoint. Love it. Yeah. Yeah. Let’s I wanna double click a little bit on that. So you obviously when you join customer with a k, just join the customer with a When when did you do that?

That was in November. So that was yeah. So we made the switch.

Right around, Black Friday cyber Monday. Actually, the week before Black Friday’s Silver Monday. Why? Why would you do such a thing?

Yeah. I’m not really sure, okay, but we just needed to we just needed to make the switch. Hey, if you’re doing it, you gotta go, man. We decided to go for it. So That’s right. Actually worked out really great because we’re able to get insights that we didn’t have before. So when we’re looking back at what happened in November, we have so much opportunity to dig in on some of the insights that were driving a negative experience, and we’re using those today.

So even though it was, you know, a very aggressive push, to, make that make the transition.

It’s paid off for us to get those insights during a peak sales time for us to improve on future sales. I love it. Love it. Cool.

Yeah, so a little bit more about that. You obviously need to switch, you know, officially no member.

Have been doing multiple kind of systems beforehand. We started to go down that path. Maybe you can provide just a little more detail. How did that process work of Why even switch?

I mean, I mean, switching this type of system can’t be fun. Right? I mean, it’s pretty core to who you guys are in your c in the CX world. How did that process work?

What were some of the things? I know you mentioned a few, but maybe maybe double click on a few of those. Mhmm. I do it.

How did it happen? Absolutely. Yeah. So we were working off of a, a old Avaya system.

So it was basically our phone system, and an email in one. We had a standalone chat, that wasn’t integrated. So we had, but we had agents working in multiple different platforms, email and chat and phone when we also had, during that time, we accelerated remotely, due to COVID. So at that point, you know, it was really hard to manage performance.

It was really hard to deliver insights back to the business with all the standalone systems.

The system that we were working on wasn’t really ported in a work from home environment. So we really needed to, evaluate what does the future look like and how can we How can we bring everything into one platform so that makes it very easy for our agents to deliver a good customer experience and then just make it easier overall to know what’s going on and how we overall just manage the business much better than what we were doing when everything wasn’t a standalone Oh, yeah. I mean, that okay. Get it.

I mean, when you when you mentioned those words like silos and multiple systems and kind of you know, maybe an old Avaya system.

Yeah, and then the the pressure from COVID, So that was actually maybe this was so November was too long. You probably should have switched even earlier. We could have done it a long time ago, but, we are ready by November.

The team was stoked. It definitely takes a little bit of, you know, figuring it out with the agents. I mean, we were getting a lot of support from them to help us understand some of the areas where they needed a little bit more training, but I think that, that crash course was, I think, the best way to introduce it so that everybody could get familiar with it.

So, you know, right now, I’d say that, we’re really humming with everything, and, it’s been great. I love that. I love to hear that. So I love this question, but, we got a question from the audience and Tim here.

As you were thinking about switching systems, any pushback you got from the leadership team. Because again, this is a fairly big, you know, this is not just an app on the your phone or something. It’s a fairly large Did you get pushed back? And if so, how did you navigate that with kind of a senior team to get them body and to this idea of ultimately making the switch? Mhmm.

Well, you know, we work for a very customer focused organisation.

So, identifying the need for this replatform It really didn’t take too much.

They they kind of felt this as well. Right? So Right. Right. They they they definitely understood the need and, realised that we were on a legacy system.

I think at that point, it was really let’s lay out all of our options. What’s gonna be the best thing for us, as a business to service the customers, what’s everything out there that we could possibly evaluate. So we really stacked up everything against each other. We stacked up a bunch of different products along with customer in that lineup.

And, we just decided to say, hey, here’s the pros, here’s the cons, here’s what here’s what customer will give us. Here’s what some of these other ones will. Yeah. And really, really the customer really, led the pack on what we were after, but it there really wasn’t too much.

I would say trying to get the leadership on board with with the but I I understand that that would be a, something that would be difficult in another organisation. I think this is probably showing them the current state that you’re in and the future state that you could provide if you were to go to a leadership to answer that question. I think it is just really understanding what your current state is.

And and the need to get a better platform. I love that. Yeah. Because it’s it’s some of those points you mentioned, like, if the leadership team feels that or knows about or has kind of experience them, themselves, then and that’s part of that kind of current state future state that, sometimes I think they get a little blindsided.

You know, it’s like you guys wanna switch systems wide. It’s like, oh, it’s gonna be a tougher process. If you’ve brought them along in that journey over the last six months via complaints or problem. Mhmm.

Maybe, you know, your the cell will be a little bit easier. Okay. Then you so one thing before I move on, what was it is you kinda back ranked those different some of those different companies and you went through your checklist. Was there a couple things that kind of pushed it over?

You know, from the side of the customer. Maybe that you just quit bullets of things that jumped out. For sure. Yeah.

Just some things like right off the top is, like, the timeline, the reporting.

A new one that was that came up was just managing things from home. I think that you can quarterback so well with the customer platform and managing a team remote, you know, the, the social channel integration was awesome. I mean, during the November, December time frame, we were getting blown up in a lot of the social channels that we never really saw traction there before. Having those things integrated allowed us to really hone in on some of the poor experiences that were, driving, a bad, public, image for us on on social.

A hundred percent. A hundred percent. Yeah. That social stuff sounds like you’re not the only one I heard that multiple time.

Is it COVID kind of birth new channels, if you will, when it comes to service for company? Okay. Perfect. So so those are a couple of the things that just flipped it over the top and made the decision a little bit easier.

So you’ve now been on the system for a little while.

And since November, maybe walk us through and it could be some of those same things you just highlighted, but what has jumped out? What have been those difference makers that, you know, maybe any surprises or things like, you know, reporting where you’re like, yeah, this is what we wanted and then we’re it has worked fairly well. Yeah. Absolutely. So the real time management of the SLAs You know, I’ll I’ll have team huddles in the morning in the afternoon, in the evening with my team. And so that’s really what we’re looking at is, you know, all the SLAs that we have set within customers, see what’s breached, looking at chat, looking at the team pulse, just seeing where people are just seeing where, agents are being situated has really helped us, understand, well, hey, you know, if there’s volume that’s low in this channel, let’s shift some over to chat.

I’d say the satisfaction and handle times has given us a lot more visibility into driving efficiencies, going from our old system, the new one, we’ve definitely become more efficient from the handle times, which we’ve noticed.

Let’s see. Some of the drill down reporting The drill down reporting was, you know, one area where we could easily quickly, identify areas of opportunity with individual agents.

Some that may be driving higher response times. So, you know, that’s those are really, some awesome things that you know, working in customer every day has allowed us to identify and uncover some opportunities that we would have never known unless they, like, gradually progressed into a bigger problem, but we’re stopping them within, like, that next week or within a few days as we’re trying to cover them? No. I I I love some of those examples.

Is there, anything as you mentioned kind of like drill down or some potential problem like you have been able to discover beforehand, whether that was, maybe, like, capacity, like, too much too much too many chats coming in. So therefore, you’ve kinda rerouted chats, you know, to one person to another. Any quick examples that come to mind? Absolutely.

So we had, the way that chats were being delivered, we noticed that it would be delivered to an agent. And then they would sit in their queue for a little while. And then, you know, we would have a close by automation. It would automatically be closed.

And we would see that it was raising out raising our handle time within that process. So we were able to drill down on a specific agent that was driving that behaviour to raise the ASA, and it was just a coaching opportunity on how to handle a chat when it comes in. And so then we would correct that problem. So So that’s really helped us.

And, you know, those things are gonna happen in the business. But if we were gonna report week over week, and say that your handle times or your speed of answer has increased or you saw you saw an increase one week and you didn’t know, we were able to drill right down and say, hey, here’s the problem. Let’s correct it, and then going forward, we won’t we won’t see those response times be impacted just by one person because we could drill down right into the problem. So important, man.

Oh, I love that example.

Okay. So the the reporting, you know, enough said about that. I think, that that makes a huge difference, in in your ability to manage not not the customers, but also the employee side of it. So reporting is what what else kind of jumped out? Yeah. So the help centre was a really big one for us. Having that.

The deflections that we can see through the, through the chat, the workflows. That’s been really helpful for us to understand, you know, what are what are some of the the content that we’re serving on our help centre that’s not successful in resolving the the re the inquiry upfront we’re constantly looking at some of those and and fine tuning.

Like, for example, we had shut down our UK warehouse and some cut we didn’t have some of the content updated. And we didn’t know that they’re accessing an old FAQ page. So we directed our attention, hey, well, we need to clean this up, serve the serve the correct information. Right?

You know, in through the transition, some of the content got, a little mixed up, but that was just like another example of, being able to, service the customer, and, obviously, wanna we want to have customer self serve where they can.

But we also wanna make sure that we’re communicating information up front to them as well. So the knowledge base has been, really awesome. Before it was a a ticket request that we would have to put in with our team, say, hey, can you update this content? But I can just go in there on the fly, correct it, you know, in in a couple seconds.

I love. I love the, the content That makes a huge difference. There’s a marketer. Yeah.

Every once in a while I get that. Right? It’s like, what what is this page or where did this come from? You know, to be able to have that visibility to see where people are going, what’s working, what’s not working, doesn’t make sense.

So reporting was one big thing. In a previous conversation, you did talk a little bit about this idea of the customer being able to bring some of those disparate systems together. Has that been as beneficial as we thought or talk about that?

Yeah. Absolutely.

So being able to bring all of those in, so if we see, you know, especially, and I’ll go back to the November, December, January time frame, where that’s just like a very busy season for us.

Being able to see where multiple customers are contacting us through other channels, we can we can detect that and merge those and say, okay. Well, this customer has contacted us on chat, voice, email. We’ll just merge this. We’ll handle it in this one contact.

And that way, the agents don’t have to say, hey, working on this customer issue. Oh, so am I, but it’s on an email or it’s on a chat. We’re gonna merge those conversations together, become more efficient. If we weren’t doing that, you know, someone could be, you know, with a in our old email system, they’re never merged.

They’re gonna come in, you know, probably, you know, five five at a time. And, you know, we would probably have agents spending spending the time answering the same email when a customer merging those systems together. It’s just so much more efficient for us to say, hey, let’s not confuse the customer with sending them five different responses. You you we have it all in one view.

Within that timeline. And then that’s what’s really great, from another efficiency standpoint just to call out. Yeah. Yeah.

Yeah. That’s so funny. I part of me is sad that we’re building technology to solve that problem because I gotta admit, you know, every once in a while, it’s fun to call a company good answer you don’t like or send an email, a good answer you don’t like, you know, and then just email them again and you’ll get a different app, rather be different. Mhmm.

Absolutely.

As a customer, sometimes I’m sad that that functionality is going away. But I I I I tease a little bit as I think that’s obviously You guys are using convey as well. Is that correct? Yes.

Yep. And how is that kind of plugging that interaction with customer maybe just real quick for those of you who don’t know, maybe you could say how that customer and convey works together. Yeah. So, Convey, we use them as it’s our post order optimisation system.

So basically, we’re receiving data from the carriers from Convey, throughout the post order experience just to improve the communication.

From, you know, when you place your order to delivery, you can sign up for alerts. We’re gonna pull out all of your your shipping information, and that’s all right upfront for the customer, but through the customer objects, we wanna pull those in, and we wanna start understanding you know, where are some of our areas of opportunity of customers contacting in? Where where is their order? Yep. So we’re continuing to work with a customer in Convey to segment out regions.

And those regions are gonna help us uncover where are some areas of opportunity for us to improve.

A big initiative for our company is to, improve the order to delivery and through, fulfilment tags. So we’ll we’ll tag everything if a fulfilment related contact. If it has a customer object assigned to it, we can look and see, well, what’s the region? Are we having any issues delivering to certain to international regions, or is there a problem domestically?

So we’ve really been able to, dig in and segment fulfilment related contacts impacting the customer experience and extracting those out. And since we’ve done that, we have been able to see a decrease, over time on our order to delivery just to help the business better understand where our areas of opportunity are. But, I mean, all of that’s between Condray and customer, but also the functionality within customer to extract those specific pieces through tagging. Sabrina, who’s our, CSM, She’s awesome.

So she helped, she helped a lot, of that process in facilitating that. So shout out to her. Yeah. No.

I love that. And I the little shout out a convey. I mean, those guys, I love that partnership and and working within customer to get some of those, things nailed down. I think that’s a pretty powerful kind of one punch.

Okay. Cool.

Then maybe just at a high level, is we we dove into a couple of these more tactical things If you took a step back, any results that kinda jump out to you. I mean, it sounds like maybe the overall the visibility is improved.

If you’ve seen some order time, you know, response time go down. In kind of big picture items, the one you take a step back, you’ve seen a thing. Yeah. Absolutely. I think, for chat, we’ve definitely seen improvement in our average handle time by, putting logic upfront to collect more customer information before the chat is actually delivered.

We’re we’re concurrently handling, three chats at a time with the agents So it puts a lot of stress on them if that if we wouldn’t have that information upfront in the old system, we ask them as they get on the chat. Like, hey, what’s your order number? Can you verify your billing and shipping address? Or we’re getting can we get your email address? We’re getting all of that information up front so that my team once that’s delivered to them, they know exactly what they need to do. They could probably even look at the order before they, respond to the mer. So they already know they’re already caught up on what the issue is.

So we definitely have seen some efficiencies in that respect.

I think the overall, layout and, and functionality of customer creates efficiencies as well. Yep. My agents love working in there.

It’s it’s very easy communication back and forth with the customer.

Getting a pulse on our CSAT, our post satisfaction scores. Yeah. That’s really been one that I’ve seen from November, December time frame when you’re tracking it that, when you’re tracking it now. The CSAT has improved dramatically.

I mean, we can tell that we we really, we’re getting pretty beat up with some of the volume, but now we are in a position where we’re providing a better experience. We can see what’s going on. So we were able to look at a lot of those, email and chat, CSats, go up as we’ve become more familiar with customer, and, we had a little bit more staff, which we noticed that we need we had that need as well. Love that.

I love that. One question I’m I wanna sneak in here. I should have asked it just a minute ago, but we got it from Peter. Peter just asked, are you what are you guys doing around?

This idea of where’s my order? A lot of a lot of customers, you know, in co pinging different companies calling and it’s really putting a burden on customer service. Were you guys able to manage that more in an automated way or You guys taking mostly phone calls for that. How have you handled kind of that in that surgeons of this idea of, you know, maybe where’s where’s my word?

Yeah. Absolutely. I think where’s my order? It’s just something that’s just always gonna be part of a customer service organisation.

However, I do think there’s ways that, you know, you can uncover what is driving some of those. Some are just going to be, you know, maybe you’re not delivering, the best communication on where order is, or maybe you have fulfilment related issues, or, due to COVID, obviously, you’re gonna have carrier issues.

So I think it’s just really understanding what’s driving those Wizmos. Yeah. And then taking action. And I think that you can do a lot of those things in customer, but for us, you know, we have a very, close knit operations group. So We’re we’re we’re we’re always communicating, fulfilment. If we see anything from a fulfilment side that we can correct to reduce WISmo, if there’s anything that we need to talk to, with our carriers.

But, you know, I think you’re always gonna have those, but, you know, just trying to uncover what is what is driving the Wismo contacts is is really how you’re gonna be able to, decrease those over time. And we’ve been able to do that with customer.

And then one one more question before we we jumped into the next stop thought I had is just coming from Pam on. You mentioned the rep side of the house and I think this is, this is often under looked, but what was what what made the rep, you know, you said the reps were pretty excited about it. It was just the look and feel, the interface or what what kind of jumped out that made that experience for the reps so much better. Yeah.

I think it’s just like the ease of the interaction.

You know, it’s just like you’re typing a message in customer. It’s it’s it’s really easy. Like, the emojis make it fun, the shortcuts.

I think we you know, my manager and I, we spent, you know, and and Steve McKinney who helped us, with the rollout. He knows how many short we use if he’s if he’s on. But, I think the shortcuts are amazing. You know, the way that we can easily, you know, get a template of a response and then tailor it from there.

So we we really do enjoy the shortcuts. And I think they from an agent experience, like, that is definitely a selling point is to have the shortcuts available, especially, like, if there’s a, new process or a trending issue that comes out, we can create that in the shortcut. They can they can use it and then tailor it based off of whatever the message is. But at least we are providing that communication upfront.

So they so they have the basic, verbiage that we wanted to use as a this. Yeah. I love that. I love that.

Okay. One last kind of question I wanted to ask. You brought up Sabrina, and it sounds like she was a rock star and hoping that you guys kinda up and up and going. That’s often a scary thought process, you know, for for companies as they make switch, from one system to another.

It’s I got data and I got these systems, and it’s gonna take ten years, and we’re gonna have to pay consultants to implement us for the next eight months.

Was maybe talk through that migration process a little. Was it was it pretty slick?

Yeah. No. I it was it was definitely it was definitely fast. Right? But, I mean, you as a business, me being there for so long, you know, if you’re integrating with somebody who really wants it, they’re gonna uncover it, and they’re gonna they’re gonna, start putting in some work as well.

You know? So we definitely, from our side, we had to put in a lot of work, we had a lot of buy in from my side, a lot of buy in from the customer side. So I think if you have that really great partnership, it’s gonna go well.

Doing things that fast. You’re not gonna iron everything out.

That, I mean, that’s just you know, that’s just I think how it’s gonna go. Like, not everything is gonna be ironed out. We didn’t have everything ready to go, but, I think right now we’re in a good spot. And I it just puts us in a position to understand the tool a little bit better. So, you know, the anything during the implementation customer was But we’re on late night calls early morning, getting it going.

So, you know, I really appreciate all the work from the customer side, for getting it for getting this set up. Yeah. What what the timeline was about? How long?

Oh, gosh. Well, I mean, we I think I mean, I know you drove Black Friday. So Very smartly. You chose Black Friday to start.

Right? Yeah. So so I think from the initial conversations of, hey, this is cut this is the right platform us. I think it was probably about a month time frame.

We had a little over a month before launch. Wow. And then we gotta go on. I mean, that was getting our air call hooked up. So we had our phone system, getting the our chat workflows, everything rolled over to the help centre, our shortcuts in, our agent training, contact reason codes.

So just getting some of, like, the foundational pieces for us to say, okay. Well, we can we can this work, and then we’ll just fine tune some things as we get familiar with the tool. But it would it would be really hard for us to identify everything that we wanted out the gate because customer is just a very powerful tool. And it’s like, okay.

Well, maybe I you would rethink how you did things before with the options you have within customer. Yeah. Yeah. Do you, what what advice on the migration process?

Again, I just feel like people, this can be kind of daunting for CX leaders and ops team. Any advice having done through that switch, you’d say, you know, get your ducks in a row or communicate or any thoughts there?

Yeah. I would probably say, first and foremost, if you’re gonna be doing it in a, with an aggressive timeline, just understand what you wanna report on.

And then just having those things, easily, accessible so that you’re gonna report back to the business, like, what is actually going on I think, that’s gonna be very important just to understand, you know, the day to day. Not only just reporting the insights, but I’d say get, like, definitely the reporting under makes making sure the agents feel comfortable.

Really, Yeah. That agent that get communicating to them to say, hey, what do you need from us? Because we know that they’re they’re going to be, the power users, the ones in it every day. So how can we continue to support you? What are some of the things that you’re seeing that we need to fine tune. And I think, you know, if you have good enough communication like that, it’ll it will be a successful rollout.

Awesome.

And then last question, just, you know, having thought through, you know, this whole thing, any any words of wisdom, whether it’s, you know, the process to kinda get your team bought in or your reps, the migration what would be any other general advice, as you think about helping people through making a switch?

Yeah.

I That’s a good. That’s a great question. I think words of wisdom is you would just really, as, you know, as long as you have a very customer focused organisation and they can back you and support you, throughout this process.

I think, you know, understanding that it is a very big, very essential platform for your business. And so making sure that, you know, if you need any resources internally, that you would have them on standby to help, but then also just being patient as the as the as you roll a system like this out. Love it. Love it. Alrighty. Well, Porter, Really appreciate you taking the time.

If someone wants to kinda reach out and just kind of continue this dialogue a little bit, maybe follow-up with a couple things. What’s the best best way to do that. Yeah. You can go ahead and reach out to me on LinkedIn.

I’m definitely, always willing to connect with any other CX leaders and just share best practises. Obviously, I’m still, learning every day. So I’d love to learn from everyone else. If you guys have any, you know, any any any questions for myself and I’d love to connect and also ask my ask my connexions questions too.

Totally. Absolutely. Absolutely. Absolutely. Network is never a bad thing. So Cool. Grab on LinkedIn, everybody.

Again, Blake, excuse me, Porter. Thanks for taking time for, answering my questions about how you made the switched. So I’ll say to you have a great day for the audience as well. Thanks everybody.

Take care.