All right. Welcome everyone to the webinar. I am Stacy Wright, your webinar moderator as well as the Senior Demand Generation Marketing Manager at Acumatica. Today we will explore the differences between process and discrete manufacturing, and we will also learn about the tools that can enhance your manufacturing efficiency. But before we begin, I'd like to give you a quick little tour of your webinar console here. So at the bottom of the screen, you will see a list of resources that you can check out to learn more about today's topic as well as Atomatica. You will also have a chance to answer questions through the Q&A box. So please submit your questions through the Q&A box, which is located also on the bottom of the screen. And lastly, if you have any other urges to learn more about Acumatica and potentially get a demo, submit your request through the Q&A section as well. And with that said, I'd like to pass it off to James Mallory, who's the Senior Manager of Product Marketing. Thank you very much, Stacy and thank you everybody for joining. Real brief intro James Mallory, I work on our supply chain applications. So that means distribution, retail and and manufacturing, which is obviously our topic of the day. Then with Akumatica about five years now and have about 30 years in the ERP world for experience. I'm with your with with us today. We have a Ralph Kubek. I'll let Ralph do a quick intro there. One of our strategic partners, actually they are our strategic partner when it comes to process manufacturing, Ralph. I'm Ralph Kubek appreciate being part of this webinar. I am Director at E Workplace Apps and we have a strategic relationship is just Jim indicated to help Akumatica build out some solutions and process manufacturing as well as quality which will be tied into some of our conversations today. Fantastic. All right, well, we have a full agenda for you guys today. Lots of great information. So let's get started real quickly. I just want to summarize what we're going to go through. So today's topic is process versus discreet because we have a lot of people that in manufacturing that come to us and they're like we're not sure if you're a fit for us, You know, we do, you know, maybe food and beverage or chemicals. I mean, should we go with Acumatica discreet? Should we go with, you know, the workplace apps product, which is a process? We're not really not sure. So that's what our goal is today is to help you figure that out. So we're going to talk about kind of a comparison of process industry. We're going to talk about some industry alignment. We're going to look at the the ERP landscape. We're going to talk about some light process examples where people could go one way or the other. We're going to give you some example customers and then Ralph's going to spend the majority of the time today giving you an overview on the process side of what they've built into our platform. At the very end, then we'll wrap it up with a quick conclusion. I'll leave you some parting ideas and some Q&A. So without further ado, let's dig right on in. So let's talk about process versus discrete and there's a lot of ways to look at this, but here's a couple. So the first one is by feature. So let's think about for a second disassembly. So if we have an item, can we get that item back into its raw materials or its bill of material components? In the process world, it's very difficult to do that. But however, on the discrete side, it's it's fairly easy to disassemble a product back into its its raw materials. We're going to look at that here in a little bit from a structure standpoint. In the process world, you're going to be looking at things like recipes and formulas, but on discrete you're going to be looking at a bill of material with discrete components or discrete quantities of items. That's why we call it discrete. In a material side for process, it's pretty much almost always going to be liquids and powders and gases, maybe a couple solids here and there. But on the discrete side, it's going to be predominantly solid and solid objects. From an operational standpoint, vastly different in process. You're blending, mixing, reacting, cooking, dehydrating, distilling. I mean all kinds of things you're doing in process, but the streets a little different. You're bending things, you're cutting things, drilling them, assembling them, welding them. From a quality standpoint, process tends to be very heavily regulated. There's a lot more quality requirements, which was why Ralph and the E workplace apps have quality application and on the street side that the quality requirements tend to be a little simpler. If we look at unit of measure and packaging on the process side, it can be very complex, right? I think Ralph will be showing you guys an example with orange juice and you know, when a process manufacturer looks at their inventory, they want to know how many gallons of orange juice do I have? And that's going to be a cross packaging units to measure. It could be in vats, could be in, you know, 100 gallon vats could be in barrels, could be in bottles, etcetera. So they're going to be looking at their inventory holistically regardless of the the packaging unit to measure. But conversely on to the street side, you're going to have discreet units of measure things like pound and feet leeches. And certainly in either scenario, you're going to have unit measure conversions between, you know, you might buy in one year to measure stock in a different selling a different one finish good weights and volumes. You know, in a process world, you're going to have, you know, batch weights, batch volumes, discrete is going to be units and then physical chemical properties and process, you're going to have a lot of analysis, you're going to have kind of minimal analysis requirements depending on if your your process or if your discrete. And then there's some other things to consider. I mean, process can get pretty hairy, which is why we have partners like like Ralph out there to make sense of it. You know, you'll get into things like pH levels, concentrations, specific gravity, you know, the relation of certain attributes to the, the weight of water. We're in discreet. You're going to think get into things like maybe configuration or CAD connectors. So just some high level overview of of what process versus discreet looks like. But let's take a real hard look at this with some real world examples. So the first one on the left is a process example, you know, a Berry smoothie. And I want you to look at the units of measure here. We're looking at at oz right or cups in a recipe kind of scenario. And then at the very bottom, you're going to see TBD to be determined thickening agent, right? Because when I'm getting ingredients like blueberries that are blackberries, strawberries that go into my smoothie, depending on the time of year, depending on who I get them from, they may have more or less water content. So I may end up with a really runny smoothie if I don't add a thickening agent. And I need to determine that based on some of my lab analysis or maybe it's just taste or somebody adjusting that recipe. So this is something happens quite often in process. On the flip side though, let's talk about a bicycle. A bicycle instead of having, you know, maybe some variance here like that to be determined to the agent, everything is very discreet. It's very defined, right? And it's kind of like one of these two of these and very, very easy to figure out how to make this item. Let's look at this from an operational and a unit of measure perspective as well with a very smoothie. Again, we're going to have these operations like washing, pasteurizing, puree, whip blend. When we add that thickening agent, we're going to have to test it for quality. We have to chill it. And then when we package that item, we're going to put bottles and maybe freezer pops and potentially tubs of the smoothie mix. Conversely, with a bicycle that has a discrete St. item, you're going to have things like assembly, I'm going to add things, I'm going to tighten, I'm going to slide. And these are all very discreet oriented operations. And as you can tell, when I'm done, I end up with one bicycle, right? I'm not ending up with all these variants on the the packaging units of measure. So I want a couple more slides from me and then I'm going to turn it over to Ralph. Let's talk about industry alignment. These are not rules, but these are more guidelines. If you are food and beverage, if you are involved in chemicals, pharmaceuticals, tobacco or cannabis or petroleum, more likely than not you would require a process manufacturing solution. OK. Now we have these, these hybrids if you're in leather goods, lumber and wood, paper products, plastic and rubber, non metallic minerals being like stone, concrete, glass and primary metals. These are what we we're terming is light process. These are those Gray areas where you may be better served with the process ERP solution, but you may be better off with the discreet ERP solution. We'll talk more about that later on on how to differentiate and why Accumatica is a really good platform because we don't really make you make that choice. You kind of use both together in a hybrid scenario. And then lastly, if you're in kind of other manufacturing industries, printing, publishing, textile, apparel, furniture, HomeGoods, you can read the rest of the list here. These are more indicative of a discreet manufacturing environment. Doesn't mean you might not need something like quality or you might not have some laboratory testing, but for the most part you're, you're really good with a product like Akumatic out-of-the-box, which was designed for discreet. Let's talk a little bit about the landscape. And we're not, we don't have all the competitors here, but I do want to kind of paint a picture of where we feel we fit. Unlike our competitors, we don't target very, very large organizations with over 1000 employees. We focus exclusively on what we call the small and mid size business. And in the mid size space for Process, we compete predominantly against kind of three companies, 3 products. You have Haptian that has process Probe, ECI, which has acquired a couple of process oriented solution and there's a company out there called CAI. But honestly, they're all kind of getting a little older. The technology is a little dated. So we feel like we are the most compelling solution in this space. When it comes to the light process. We run into some folks like Plex Sys Pro and Sage predominantly you may be in like food and beverage, but not really in chemical so much. And we do really well here against these competitors. And then in discreet, there's there's a whole lot of companies out there doing discreet, you know, Plexus Pro and Sage, Microsoft and for Apple core, Oracle, there's a number of others. When we get to the small segment, you know, these are the companies I'd say around 50 or or fewer employees. We're kind of alone. You know, some of those other solutions can scale down a little bit, but not the way we do. And then when you get into the discrete side, you kind of have UCI that, you know, kind of has some solutions in that small job shop space. So that's kind of a little picture of what the the market looks like. I do want to wrap up my part of the presentation here just by talking about one of our customers. This happens to be a company that's called Superior Lubrication or Lubricants and they're using Acumatica Discreet Manufacturing out-of-the-box. They're predominantly a distributor, but they do some kind of light process manufacturing. So I wanted you to hear from them. Yeah, We're taking a looking to take a lot of advantage of the WMS features as well as the manufacturing. The MRP has been a game changer for our business in the way that we're able to plan out our orders, be able to plan out our moves and our labor and all those sorts of things in ways that we couldn't historically do. It was very manual process, Excel driven spreadsheets before. Our manufacturers are love it. We can see what's in our blending tanks live when they're happening, what's going to be in them, what was the last product in them which saves us costs and risks of putting in alternative products into those blenders. So it's been a lot of time in saving automation as well as being an ISO 9001 company. We have a lot of parameters that we have to stick with in in academically gives us a strong base of which we have to set parameters. So we have approvals now, we have restrictions and all sorts of different things that allows us to keep that status and be able to quickly see in areas if it's not being followed and where it is and identifying it. Excellent. So that just gives you a little flavor for somebody that might fall into that light category. A wrap up just with a couple examples. These are not all of our customers by any means, but we have customers and food and beverage that span every possible category from salts to dairy products, baked goods, you name it. Even ice. On the chemical side, we've got some some branch you may have heard of, you know like iron out, dry L wizard products, trace minerals, lots of customers using US in the the chemical space. So with that, I think I'm right on time, Ralph, and I'm going to turn it over to you and I'm excited to see what you have to show us today. Very good. Thank you, Jim. Thank you. We appreciate everyone taking the time. Just to make you aware, you know, Akumatic has a relationship with MYOB. So I'm actually a day ahead of everyone sitting down in Sydney. So it's kind of fun to be down here now, if just very briefly, there's been a lot of conversations. The workplace created our relationship with Acumatica about five years ago. Having said that, we've been around the process industry for about 30 years doing a variety of things. And about five years ago, we embarked with our relationship with Acumatica to work with Debbie and the manufacturing team to say, you know, this is what we think should be built out to properly deal with process manufacturing. And we've had quite a bit of success winning some awards, ISV manufacturing awards, the last I think three years or so. In terms of the product itself, there's a lot of features in functionality that's out here related to process manufacturing. Clearly, I'm not going to read through this slide in the next 15 or 18 minutes, but it's important to note a few things that we're going to talk about as it relates to byproducts and product costing in losses and pack sizes. The ability to do a batch processing with the allocations quality is very important, particularly people are in food and chemical. Now there's a whole idea of electronic records and we've been able to blend that into a Commedica because of both process as well as our quality solution. Clearly traceability is important and material. The beauty of the solution for everyone that knows Acumatica is that even though we have inventory management here, almost all those features just exist in the core product that we will be able to build around. And again, because of the architecture, because of what we're doing is it relates to the Acumatica Mobile and all those platforms. You could just rest assured that whatever, however Acumatica works in a variety of platforms. We work a couple, just this is just an example, Sunburst chemicals entity that makes soap. One of the things that we brought up here was the fact that they both produced a soap as well as the dispensers. And think of that being both a discrete as well as a process a site. And we were able to go in there with our process solution and be able to deal with both. And we're gonna talk about some of these line losses and fixed levels, etc. Jim already kind of went through this, so I'm not going to belabor these points, but again, paint food, right? There's different things we do. We have raw materials, we have process steps. We then add more raw materials. We get things like intermediates through the process. And then after we have some intermediates, we might go through some bottling phases and these are going to be put into different bottle sizes. There's also just a filling aspect of going through the process. And then lastly, there might be some packaging. Now how you configure this, there's a number of different ways, but you know, people sell bottles and they sell cases and they put labels on there. And what we're going to go through a little bit today, more importantly, the core features of vacuum Attica and process manufacturing aren't going to be able to deal with those. So again, my focus was to spend much of the time on the product. So this is the hardest part for me when I have to actually change screens and look at a different screen. I'm not going to show you all the features of what's in process manufacturing, but I want to take you through scenario that we just went through about a week ago. There is an entity that makes some formulas. They're at an old discrete system. They were looking to replace it. They looked at Acumatica and a few other solutions a couple years ago, didn't really find anything. They restarted the process recently. They were looking at Acumatica, but they were still kind of struggling to figure out was there really value in terms of getting to a different product. We are working with a partner. Partner brought us in and then we began to show them process manufacturing in kind of there's a movie right one of the movies Tom Cruise. You got me at hello. We really got to the point of for one of the few times a 1520 minutes since the demo presentation. We kind of had him hooked. Why and I'm going to go into the formula now and if we trace back to some of the things are on the agenda is the first thing that caught his eye was this screen right here it's it's wait a minute there's weight and volume. They're used to dealing with the Acumatica. They're used to dealing with discrete manufacturing systems and you know all they had was the option to do things in weight and volume. Wow, that sounds like it could work. Right. From an operation anti aspect, as most people who do liquids and solids, eventually they are doing some reporting, some KPI information with both liquid and discrete volume. We have a client that blends some things and they do everything in gallons, right. So that's thallium. One of the benefits of having the solution is we also deal with weight. Why was weight important? Because in their manufacturing process they use gravity to push things up and down, right. So even though their whole manufacturing process was was in volume, they needed to have weight unit to measure. So they knew how much they had a lift in an elevator, etcetera to get things up. So I think you're going to begin to find that in many cases in process manufacturing, do they use both liquids? Do they both in solids? Their comment is, yes, their present system only deals with one, but like this opportunity we saw they had a whole them built outside their current ERP system to do that conversion. So that's the first thing that caught their attention. The second thing was just formulate by they saw specific, they said well wait a minute, what is out there. And then again, we could begin to now in the Acumatica process manufacturing world begin to do these things both by volume as well as weight. Someone in the group said, well, we do that today. And someone said no, in this product that has an eminent, we really have a discreet bill material that we put in .2 point 3.4. So we really make it up so to speak. And then they saw this, this formula size. So now they knew they could they formulate things and let's just say 100 gallons. They could say we're going to formulate this based on 100 gallons. And then we're really going to do it the way we do, which is we actually build that by volume. So they suddenly said, wait a minute, this is really more focused on what we do. Then we got down into the material section and this is another area that is on the chart and I'm going to shorten this up a little bit. Is that a dilemma that some people have in process manufacturing is they have these commodities that they use, right? They use orange juice, they use acid, etcetera. They need to create this formula so that it meets their labeling requirements. However, that's really not how they produce their product, right? We have what we call overages or want line level losses, right? Because some items might evaporate while they're being made or they might dissipate when we put powder in. So suddenly this entity that was on the hedge of what we're going to do and we even want to buy, Accumatica said. Now wait a minute. That means I can now have my formula meeting how it actually is going to work in lab. But now Accumatica separately is going to let me know for what I need a little bit more because this is going to evaporate. I need a little bit more because this is going to dissipate into the air. It helps them a lot in standard operating procedures because in their other system where they had a formula and they bundled all this information into the formula they had. SO PS to say, you know, when we look the formula, it says a pound. When we get into the manufacturing batch processing system, it's really a pound and a half. And they had a document. Why is it a pound and a half? Well, we lose things and now the system's going to control that. Then they said, you know, there's other areas of loss, right? There is losses just because of yield. So now when we got this screen, they saw, OK, we can now forecast our yield losses. This loss constant is another piece. Everything that partners talk about end users, obviously it needs to be, makes sense, it needs to have value. But this loss constant, right? What happens if you're filling something? Well, you're going to fill. Whether you're making 1002 thousand, 5000 gallons of something, you're always going to lose 15 gallons or 15 KG because you have to flush that out in very early in the process. This prospect that turned into a sale in about two days said, wait a minute. I am now in a system that allows me to deal with both weight and volume. I can now formulate things based upon percentages the way that I do. And now not only am I going to track the formula, I could actually factor in the losses that I have. I factor them in it at the line level. I also factor them at the yield level. And I have this loss constant because I'm flushing out. All of a sudden, they're looking at Akumatics, a system that tells them what's the real cost of the item, not only how we formulate it, but all the other material, all the other costs that need to go into the system or into that product to make it. They also talked about a little bit with batches and runs. This is going to get a little bit into a conversation, but they saw that within the Acumatica process manufacturing solution, we have this batch capacity. What does that mean? It means that I would say we have a batch capacity of 500 gallons and we need to make 2500. Well, now the system's going to say, you know what? You can't have one manufacturing run of 2500 because you have to make it 5 times. Now we have the concept with batches and runs. So suddenly they began to see, Gee whiz, I'm now dealing with losses, I'm dealing with efficiency all within the Achaematica product. The next thing that came up was pack sizes and some discreet manufacturing systems have batch bill material. But what they began to understand within the Achematica framework is we do have this build up of what we call bill material. The benefit here is we call bill formula 58 is they began to understand and that what the bill material allows them to do is to have one formula where we're now controlling that formula in one specific location. And now we could put it into all different types of items. We link that formula to that we're only controlling and monitoring the formula in one case. And then we have this concept of fill level, how much goes into it. So when they were looking at a batch bill material, they said, OK, it could be 100 gallons, but when we do another product, it's 200 gallons. So this whole aspect of what process manufacturing does with batch sizes in sizing immediately allow them to eliminate a whole process. And now they had a bill material for each individual item. Then there were some operational things that they read right. Everyone wants to go digital. You're going to hear a lot of concepts about batch records. And again, these are reports and Accomatica business partners are going to be much better than I am to go through and get appropriate generic inquiries put together. But you know, I'm a batch manufacturer, I'm making some food and I have a problem. What I want to do, whether it's today or next week is I might want to call up this record and we have something called Checklist what this is now out doing and you could see it now electronically. Now whether it's the next day, three years from now, I could go in and I could say, you know, we have a recall with this issue. But these were the standard operating procedures that someone need to file. Did they file them? Did they documented and who did that work in a similar vein, right? There's issues with product and they're saying, you know, what did the product test well, what were the tasks, who did the task, what were the results? And now link to the batch ticket within Acumatica, I could go in and I could look at, OK, what were these analysis, what we do, what was the particle size in those. So again, batch records, electronic batch records mean a lot of different things to a lot of different people. But what we pointed out to this user was now electronically all within Acumatica. They can now see not only the material that I used and controlled production as they might have done in which you say a discreet version, but now I have an electronic record that I can look at this manufacturing process and see all the quality things that went along with it. The last couple things as I get kind of near the end of the script is obviously lot traceability is important. So embedded into the quality management system for Ecumatica is a recall type reports. I'm just looking at a screen. This is forward or backward. The important thing to again be able to do is someone just called me, they have a problem with this orange juice. They gave me the lot number. I know now who bought this orange juice. I also know I have more in stock, so I better run out and I better find this and quarantine this material. You know, by the way, that it came from that intermediate, right? Because what I did was I squeezed some orange juice. I then put it in a a VAT and a few days later I filled into bottles. Well, I still have some things in that VAT that I need to go find out. And then the system's going to tell you all the other raw materials that were used and one bought it. Important to note, when we are doing this lot recall traceability report, you're going to be able to see all the inventory transactions. I really pointed out here because of inventory transfers, inventory moves. At one time my life I was involved in a fairly large consulting firm dealing with food and chemicals and drugs. And it was very interesting that what we found was a lot of recalls had nothing to do with the product that came in, how they made the product, in how they shipped it. It ended up in this inventory transfers area where people were taking raw materials and putting it in a refrigerator versus freezer, or they put into the nut area where it got contaminated. Or after an item was made, it didn't sit in the cooler long enough to be able to become frozen. So again, forward and backward traceability is important and you could run it both ways. The last piece before I turned over to Jim in questions and answers is that this does not apply to all users. Almost all process users have some time of a formula, some type of lab module. We do have a lab module, and we really just pointed out here that we understand what process manufacturers are. Going back to Jim's comment, on the right half of this screen, I begin to see the orange juice and the acids and everything I need to use. But how does it really turn out, right? Unlike a bicycle, it becomes a bike, and it's a bike. But if you're in food, what you're really interested in is the end result of making this item. How many calories are there? And if I click here, it's letting me know, you know what? I have this many calories and that's the material. If I click wanting money, that's material that I'm actually going to be coming from. Where's my protein coming from? Where's my sodium coming from? So now within the lab module, someone will be able to go in and see not only are the materials that I'm using, if could begin to relate to what's the outcome. Again, what's the carbohydrates where the dietary filter coming from? Again, this is not designed for all entities because making food and products is a an art unto itself. But again, you, you know the depth of the process manufacturing solution within the Acomatica framework when we could begin to do this chemical and physical analysis, which again becomes important in deals with labeling and other chores. So Jim, it's about 3334 at the hour. What we really wanted to go through was a little bit of who we are and then those those few points that we really went through and why we were able to very, very quickly within the ACT Ematica framework, close a, a job, close a sale for a partner who was gravitating between a number of systems including Acumatica. Again, when they quickly found out we have different units of measure, when they quickly found out that we could begin to formulate based upon others. And then as you saw how within the Acumatica system, while it might not be officially an electronic batch record within the Acumatica framework, they had all the traceability and all the documents attached to them. So Jim, I think it's getting close to Q&A time. So I'm going to quit share my sharing my screen and I'm going to turn over back to you. Jim, I don't hear Jim, I think you might be on mute. Yes, I am. I have some background noise. Thanks, Rob. I was going to say thank you for that. Every time I see the product, I'm impressed by just how much you guys have added to since the last time I looked at it. You guys are truly doing a lot to the to the application. I'm going to have some questions for you later on. I think we'll have a few extra minutes, which is good, but I do want to go through, we were going to go to Q&A, but we have a couple minutes. And I want to just talk a little bit about Acumatic. We didn't do that upfront, but for those of you that may, this may be the first time you're you're joining us for a webinar. We're one of the fastest growing ERP companies in the world. In fact we are the fastest growing cloud ERP company over the last five years with 10,000 plus customers. This one we're real proud of is our Net Promoter score this and if you guys are familiar with this concept, this is eliminating everybody in the middle that is just happy. But this is looking at your true promoters, the people that are your evangelists that love you versus the people that maybe have some issues and are detractors. We have a + 34 NPS score, which is by far the highest in the industry. There's nobody that's even close to this. Most of our competitors are single digits. We take great pride in this. Our our job is not just to build great software, it's to build great software for great companies, teach them how to use the applications and make them successful. We have. Over 290 global Isvs. Isvs being technology partners that have chosen to partner with us to extend capabilities of Acumatica and $300 billion, that's how much is being tracked and transacted in Acumatica every single year. In addition to that, we're rated number one in usability singular product. We're unlike our competitors that have two or three or 10 or 20 year P systems. We've won everything we do is Acumatica. So every dollar you invest in your subscription and your maintenance goes directly back into the product that you're using today, not into a next Gen. product. We offer limited user license that's pretty unique. Not nobody else in our industry does that. We believe that ERP should be available to anybody in the organization. Obviously you can put some guard rails and security around that to limit certain access, but you know, if you have somebody that needs information, they shouldn't have to pay a fee to access that. And then we do have a very unique customer Bill of Rights that goes on top of that. We're very cognizant about our relationship with our customers and our partners. Things like datas security, your ability to own your data will never hold it hostage. And we do have two major releases annually, so you're continually getting a lot of value. On the left is the platform diagram. So I won't talk too much about this, but we're doing a lot of super cool things with the platform. You know, longer, long gone are the days when you buy ERP, you implement it and you know 10 years you got to re implement it because the technology gets old. That's not us. Every single release we're investing in the platform so that the product you implement today is the last product you're ever going to need to implement. I'll give you an example of that. And our latest release is coming in listen, oh, 14 days now on on March 20th. We are completely modernizing our user interface and we've introduced some significant artificial intelligence capabilities. I'm working on the release news page right now, but stay tuned on that or check back and you'll be able to see what we're adding to the platform. In addition to that, you know you hear us talk a lot about manufacturing between Ralph and Ox. We're a good old supply chain guys, right? But this is over top of just an amazing application suite. It's not just manufacturing, folks. You've got inventory management, you have purchasing, you have sales orders, you have connectors to e-commerce platforms that are native to our application. You have a full suite of financials, general ledgers, payables, receivables, bank fees, fixed assets, payrolls, a native payment solution. I mean the list literally goes on and on. So this is a full suite of applications developed exclusively for small and growing businesses. Again, to Ralph's point, I'm not reading all this, but I want you to know that the process manufacturing side of things, comprehensive and if you happen to need discreet, again, very comprehensive. I think the one value in the one key differentiator that we have is, is for these companies that to Ralph's point have a discreet element of their business. They have a process element of their business. You don't have to pick one product versus the other. With Acumatica, you have the best of both worlds. You have discrete for the discrete products and operations and you have process where that makes sense. So you can implement them and use whichever method of manufacturing makes the most sense. And then lastly, I do want to point this out because I think this is another big differentiator. We have a lot of native integrations. A lot of the biggest companies in the world partner with us and we embed and we support and we back these integrations. Companies like Adobe, companies like Avalara or Tableau or Microsoft, these are all solutions that are baked in to our platform and to our framework. So with that, I think we are right on time for Q&A. I'm going to go back to the Q&A slide. There we go, buy it while we wait for questions. I do have a quote up here from one of Ralph's customers, Trace Minerals, one of our mutual customers and our contact information is on the screen if you need to reach out to us. So Stacy, we'll go back to you. Do we have any questions from the audience? Yes, most definitely. Before we move on to the questions, I want to remind everyone to send in your questions through the Q&A box if you haven't already done so. And with that said, I do see some questions here. The first one says, I'm not sure if my company is discreet or process. Can you help me figure that out? James, why don't you take that one? Yeah, that's a good one. And you know what, I completely understand why you're asking that question. While we try to demystify it a little bit today, it can be confusing. And honestly, at the end of the day, you may need to dig a little bit deeper. So what I would recommend is contact us. We have your contact information because you asked the question. But if anybody else on the call is, is trying to determine in my process on my discreet which version, you know, which way should I go, just message us and we'll be happy to have somebody contact you. We're not going to push sales on you, but just want to have a conversation to try to to get the information to you so you can make that decision. All right. Thank you so much, James. And the next question here says, is the solution suitable for continuous manufacturing? This is Ralph. The answer is, it is, but I think you need to we separate and carry on with just just indicated is that the process solution with an Acumatica is really focused on people who formulate things. So in many cases the separation of are you processor discreet? Do you think of bills material or do you think of formulas? Then as it relates to continuous, yes, clearly there's the capability that you know there's people from orange juice that are continuous process etcetera. So yes, we can support a continuous operations or some questions in terms of how people do planning and reporting, but absolutely. But I would say that, you know, some cases people think of continuous manufacturing, they think of process manufacturing and they're going back to Jim's comment, working with Acumatica, working with your partner is at least when we get involved, we begin to more focus on the formula aspect of your business versus the continuous process of your business. Thank you so much, Ralph. And I'll take one more question. It says How does process manufacturing work with Acumatica modules such as MRPI? Think this goes back to what Jim just indicated and we have in how we are developing the product alongside some people know Debbie Baldwin and the manufacturing team, we we meet with them at least once a month. The product has been developed in a way that Jim alluded to is that all the functions and features of Acumatica, not only in terms of MRP, but it's planning board, all the other aspects of work order entry work with process manufacturing the same way as in discrete models. So it's not as though once I turn on the process manufacturing suite, what things in Acumatic can disappear? The answer is nothing disappears. What does get improve upon or what gets you added is the capabilities that we've talked about before, which is to deal with both weight and value units and measure loss etcetera. So you don't lose anything, you just gain functionality that was specifically embedded into the product to deal with process manufacturers again, nutraceuticals, pharmaceuticals, food, beverage, paints and coatings, etcetera. All right. Thank you so much, Ralph. And with that said, everyone, if you haven't already done so, please check out the resources that are located on your screen to learn more about today's topic. And if you are interested in speaking with someone, speaking with an Achematica manufacturing expert, please submit a demo request. We'd love to talk to you. And with that said, have a great rest of your day, everyone. Take care. Take care. Cheers.