 a little bit after 5 p.m. we have talks and after that at 6 p.m. we will have the car at the first floor to bring us to the party. Then this is the last one if you have any questions and if you have anything just The last one is called Selling with Press to Enterprise by Lagoon for India. He runs a company called T-Camp. He works with a big company for India and Singapore and many companies that he interviews himself. Okay, please welcome Rahul. We like to say Jair what place is in India? Jair what place? So what are your expectations? What are you expecting from this session? How do you tell more companies in India that they can meet you? Okay, we would like to thank you for that session. Because they also belong to India. Yeah, so they meet and I said you can bring them to India. Maybe you can understand how. So not really what is the question that you are talking about. So what are the points that you are talking about? Okay, so one of the points is a good point A wordpress being open source sometimes considered not so secure by other places. We covered that but this was like a meta point. I am starting. Okay, I am the other thing. Yeah, I am the other thing that I had in mind is how to convince and then I asked why should I give you heats of money for a system that is every test definitely is a point. So and it's really like lots of money. It's like in enterprises you don't do anything for 100,000 dollars. Not even for 10,000 dollars. So like our internet right here is like any customer whose annual billing is more than 100,000 dollars will consider okay so I will talk about it. And that's all about it. RTKM doesn't do anything. It's not going to improve again. Now this question was like a meta lecture. The first thing I asked like what are the expectations? That's how you start in the enterprises. You know a lot about wordpress but your client is looking for a solution. So you don't start with wordpress, you start with their wordpress. Basically you start a conversation with their wordpress understanding what are the points, the pain points and then you try to fit the wordpress in their power. It works that way. No matter how much you love wordpress, how great you find wordpress, it's not going to help you. You cannot just walk into a big company and say hey we love wordpress and we are amazing with wordpress and we want to buy yours. So please use wordpress. It doesn't work like this. So you need to figure out what are the problems. When you take it to the shoes, I have a little pizza to explain this. You don't need that. You don't need a lot of pizza in last session. So the way I see a pizza is very simplistic with minimalism. It has a base, cheese and sauce and a lot of things. Why this is important? Because I relate this to the basic wordpress. There is a wordpress code. So I've got it in some plug-ins. So the point is, most people think that when they select a company charged $10,000 or $100,000, they use some wordpress project and they don't believe it. They don't believe it. But there is still some companies who are very much higher in 7 digits. So they are not talking money. They are talking about the thing that drives that kind of people to the wordpress. So the point is they understand their customers' whole thing. Our opinion is that I write those 5 legs or 4. So I am responsible for that. Definitely that will help. So then you will get a customer who will find you on fever. You can do this for 5 or 10 days. So people who need everything from you, if you expect them, okay, what's the core issue? Not my 5 legs. Go and pilot if you don't track. Oh, this looks like your SEO plug-in issue. This looks like gravity problem. That kind of attitude doesn't work with big clients. Then it's everything. This is where the gap is. The way you understand this gap is that you understand that you are responsible for the whole thing. You are fixed changes. There are story changes. You don't look at the thing you are providing. You are looking at what customer is getting. Customer is getting everything. This is the key transition in our journey. You need to realize at some point that what this is going to look like. Don't think that you are selling. Don't treat yourself like a third-party. Our comment is very nice. I think nobody will sue you for this. Getting up as your own product. We are very open. I love that you don't think you are on the date one. But this is very important. The moment you realize you are over everything, including hosting. You are narrative changes. The way you talk to customer changes. And that is the first thing enterprise expects. Because one of the things with big companies is that they don't like to work with many people. That might be surprising. Big companies not want to work with many people. They are big companies that play 100,000 implores. I am saying that they don't like to work with many people. It's like many outside business. Because they don't want to get into the blame here. When the host is leaving the RTK and RTK is leaving the host. They don't want to do that. Who are you paying? RTK? We are paying for RTK. RTK is responsible for everything. You want to keep it as a whole issue. You want to keep it as a whole issue. And what is RTK as a whole? Why RTK is not interested in giving us everything? Because it costs money. We don't want 100,000. We will pay you like 10,000 dollars only to return us money. But then we want everything now. Now what everything now? So many things. Such a big ecosystem, which 1000 plug-ins? How we are going to provide support for 20,000? I think I understood that. Themes. Themes in wordpress are out. The third party, team repos, plug-in repos, in desktop mode, hosting companies, plug-in company. Just imagine mathematical computation and combinations of number of problems you can have. So, let's take one file. So the first point for security is somebody asked what in internal culture wordpress is included? So, this is not a technical representation. I mean for the whole narrative now on this. There are only two slides. So, the moment you think like this, how it changes? So, if I ask the security, what will be your attitude? So, if I come to you as a customer and say, I heard wordpress is not secure. What you are going to do? Any answer? If I come as a customer to you and say, hmm, okay, we can think about wordpress. I heard it gets that, it's open source. How you are going to convince me? I don't understand. We don't have it. We can't have it. Yes, we can take care of it. That's it. That's a simple answer. Don't give me any jargon about use that plug-in, use this company, use that thing. I am your customer. You just do it. You will take care of it. You make a promise to me. You set an expectation and leave it up to me. How? He will do it. I am weighing in. My side creates that. I am weighing in. So, we are ended by this. It's an illegal wallet. Things won't get signed up for the emails. I will pay you more money than this. The best wordpress theme says plug-in is good cost. More than what cloud-flip preview plan can cost. And we pressure them that you will take care of the thing. It's not about technical things. They might have a CPU. That company might be inventing Google. That company might be testing itself. They want to also, one department, one responsibility that is not key to their success. Similar to the scalability. Doesn't scalability be used by many small sites? Next question. Again, I am your client. What will happen if gravity increases? Will your code will fly with heavy traffic? Or will it crash? Yeah. Or will it be an example of heights? Not too high. Yeah. I think that is important to them. Which are the big sites you think wordpress is? What are these sites? Are those big sites managed by you? Shall I go to those sites? So if you show me big sites, then I will go to those people. So that means wordpress is killable. Can you do that? Yeah. So wordpress is your product. So we need to remove the wordpress from the equation. So I am coming to you. So he is the client of the server. The rocket wordpress. And he says there is VIB. So there is an automatic customer. Atomatic has VIB hosting which has a very big name. Customers come to you and you want to offer your own complete solution. And you are showing them VIB showcase. They don't know it's VIB. That's a good thing for wordpressing. In both cases wordpressing. But how do you do that? It's me. Stay with me. I will go to VIB. And then I say oh that pricing is too much. But you already have some sites where you have to stay. Again the answer is same. We will get this. Yeah. I will tell you what to worry about. Okay. So we know those guys. We can take care of that hosting also. So if you have good budget we can most of them are the same size. So in the end like it's about us taking care of things. So the thing is many times we think that there is too much to do. If you have to deliver everything. Just remembering that starting a visa with a shop. You don't have to start coming. You can buy documents from market. Curate. Yes it's like that. You need to curate your own business. You need to have that power for the right things. Your customer won't ask you. Artists won't talk to me. I am here only to have all everything by far. Same with the integration. This is very challenging part because big companies becomes big over the night. So like it's unlikely you will walk into in a big company the longest tomorrow. Which would be the first day of that. First day in total history. It's not like a subsidiary of an interesting company. So usually these companies have a lot many technical things. So we are in 21st century. The internet was implemented in last century. So we have been taking. We have too many old legacy systems to take care of. For example we are CRM. So while we are fighting about the best concept company in the world best place. We get clients. But not with the many content companies. They use something like market law, sales force. And many things that they want direct integration. They have their own landing page and marketing automation software. Okay. Integrations. I am using XYCA automation system. I just write it from my template but I don't think that. I want to get it from your file. So what do we do? If it's available we will give it in the last talk. Otherwise we will fill it in out. Both way you will get it. It's just a matter of cost. When we will be writing a proposal. We will factor in the cost. Just take out one of my main areas. One of my expectations. Because once you miss one expectation. You end up with this kind of a thing. So it's like many people. The moment like most world-based agencies here. Content form. They might go to like one of their form plugins. So like same case with us. We have like agency license for private. Anytime we need to put a content form. You will put driver. Because you will need a driver. And we have a lot of customizations. Play out to you. How this content form will be used. Because in large companies. They have very big support team. They might have very big sense team. And not all those people will be going to log into the void base. And we usually have to do it in CRM. Like how this kept it in function to you. And more often they say oh we use that CRM. No need to use driver to form. Because that company already has a word-based integration. Word-based automation. If not. We go to that company. CRM's company website and check. They have a developer dog. And we activate it. But it's okay. We can build one for you. And we can send it directly to the system. Sometimes don't. Don't take customer on the face. As in every small example. In one case a customer came in. They gave us a requirement. We need a CSC expert of all the leads. Captured on our website. Until it is. What are you going to do? Oh we need to explore. Import them into my engine. We can do that. I don't know what to do. Does it work? Yeah. So they wanted to. So they sent a one page document. They sent it all the same. 9 a.m. An email. CSC should come to our marketing. At company.com. Human idea. And then from there. We will use these. What other friends should be there? Everything was there. But they didn't. What they are going to do with that CSC file? We asked them. What are you going to do with CSC files? Oh we are going to import it into my machine manually every day. We will send every captured lead automatically. And if you want conditional logic. So they had like check posts. We would like to get back from a circuit. We will do the check post. To decide which one to send and which one to send. Same. Like this was like the integration. It was one step away from the extension. Every company has a normal list of features. Like this CSC example. They will have things that they want. This is the one part manager they will like. So you always say that. What is such a big ecosystem. That you will have plug-in port everything. But I am not learning on the app part. Only the first thing. I. It's like it is the first person. Apple it will be every app in the app. Similarly as what this is your project. Your product. You didn't build every third party integration in the middle of the app. But when you are switching to customer. It's your job. I think the next plug-ins are maintained. High port quality. Won't affect the performance. That's my job. But we have everything. Like we have almost everything. If there's not we will improve it. Then the scary part. This is where the customer. Realiates. So this is actually I think a propaganda against. All the open source software. Companies were selling property software. They tried to scare customers. Like you have to open source your source code. All the things. All the plug-ins. You have to basically put your source code in open. Anybody can demand software on their website. Right. GPL doesn't force you to release source code. What GPL says is once you release source code. You cannot control how it is released. But if you keep it in your pocket. Nobody is going to come to you and take it out from your pocket. So we try to educate companies that. It is in good faith. It is good government. Not only releasing the console. But it is commercially beneficial. So like if we release code in open source. It will get weighted by other people. So if we have a company in a district. It will get brought. And we will get a better software bottleneck. And the biggest point I said. Because see. Most often we end up talking to somebody in procurement. Whose key responsibility area is to. Say who I am. They are talking numbers. So my vendor looking point is the biggest feature. I consider the GPL feature. That what if tomorrow. Your vendor decides to migrate to Python. Next time they come for any other thing. We are not doing enough sales. The cost of living is going high. And we need to make 2x. So we are doubling our price. So all those uncomfortable pricing changes. GPL can map the vendor and still keep the software. What if your vendor says. You are going out of business. You are shutting down. You are very modernized. What about the software? Oh that's not right. GPL that's not the case. If you are the way I say. If you have a party. And tomorrow for some reason. This is plain system. You can still keep everything. You can keep what price. You can become a customer. And take it to another vendor. Even we are there. But when you used to work with you. Maybe we ask more money. That you don't want to pay. You can still take that out. Take a take away that. And work with somebody else. So you are safe. But in GPL you have freedom. As in this freedom. Well your vendor won't talk to you. So one of the services we provide more. Is a CMS migration. You can come with proper CMS. And then they are going to work with you. So the biggest reason was. The uncomfortable price changes. And no updates. So like in our work with the ecosystem. If you don't operate any software for a year. Nobody will renew. The customers won't renew your software. They won't give you support. They won't give you updates. But in proper idea. Companies ask money just for use of software. In 365 years. They won't give a small patch. Not a single minor. And then the sensitive comes to the end. Rearranged. Time to renew. So that doesn't happen in GPL. This is like a last point. It's free. That's another point here. So like this is also. There's a mindset. Free means no continuity. But if something goes wrong. This workers is mine. I'm good. There is no continuity. I'm very vast. So if there is any. Secondary is you can do it. And so like. A lot of developers. We usually try to say it like that. If there is any major issue. They will notice it. They will catch it before playing. So again. Accountability. It's simply. If something goes wrong. Who are going to get this one? I know a customer. I come and buy website from you. And tomorrow. My website goes down for any reason. I come and say that. That's free software. We will send them back to you. I don't pay like. Not my job. That is where you have to pay customer. It's. So the way I put it. That's what you're charging for. That's what you're charging for. Accountability. So please stay. That's what you're charging for. You may say like this is too much like. Security, scalability, integration. So that's why we have partners. That's why we have partners. Okay. Partner hosting company is partner. Support company is partner. Design company is like. 60 people company and we don't have any. That's why. So what do we have? We have to do the migration. Oh, I didn't do. See you. Don't. See people. We don't have it. But we just. They have to work with them. And. Similarly, somebody. So they will say. Design is nice. And we want to make it. They might say. What is the take away? What is the take away? You are one. You cannot remember everything. Just remember your work place. It will. Remind you of everything else. Because the day you realize this. You will stop blaming others. This is what I tell my group. Everything is possible. It is our part. We have to take care of our cases. For everything. There is no issue that is not. Obviously like this. May not work in the product. Because. Customers really. Just. But like that's what. That's why. Thousands of dollars. Tens of thousands of dollars. For work place. Really. So. Page builder kind of. Size. Five dollars. Website builder. That's a whole different. Your estimate work place. How are we going to sell it? We are an Indian. Indian only company. But now we are in the US office. We can hire. So. How is the agreement? The agreement. The agreement. Because we heard you don't have. Oh. Any questions? So. I understood the. I think it is. The ability. You are one of us. So. I think. Because of enterprise. They don't want to work with. So I think. So. They have so many. But if they like you. So. How do you. Because you are the only. So. And. Actually. As I said. Like. Because. We will have. Because. We will have. We will have. Because. So. I think. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. So. Just because your chief doesn't make them do like some companies have legal restriction or internal guidance not to work with somebody outside this and that is the reason why we are sitting in this office. Yes sir, that is how you please your clients. Yes, you have the ability. Yes, but even so, like when you pack it whole thing and you said like you know like half of the customers are like first it on the internet. So, it's like we don't have an industry company for a thing. Yes sir. So, how we what we have the confidence like we have right contacts like we have right network. So, it's like we have people with different skills that can killing for things we don't have. But you have to remember that that is my customer. So, like for the things that I am willing them for is my responsibility. I cannot blame it on third party. I cannot blame it on any of my party. I am willing them and more in more cases I say ok, even like some ways of meeting them for a design agency. We don't want to go on a new vendor. We will talk to them directly, but we want their vote to be outed from you. So, it's a billing proxy because in big age we can do something like onboarding and do when we take more than a month. And it happens to us also like sometimes client work with us, but they will do the partner who connected to the client. And it's not for commission, it's just like people are so busy to onboard a new vendor. They don't want to do that. Any other question? Yeah, please. So, the second party is easier to answer. Like she asked how it will become real, what is real, what does it become real, what does it become real. And how it will. Like it's going very well. And how I become is like I am not sure like where it will start. Technically we never have, right. We were just doing the good work. I was expecting my team to become better and better. We kept contributing to the soul. So, like we were doing good work. I was like on a diet. We had to demonstrate that we can do a certain role. So, the reason is because there are a way of partnerships. Excuse me because you cannot find your way. You have collaging over the night through your poor quality, your contribution and many others. I would say like it takes time. And the easiest way is to start with getting involved in the workplace. But yeah, it's definitely work. It's not work because you can become a real partner. It's work because there is a real joy in giving back to the company. We are becoming a real partner. We are just like a side. Otherwise we would have sent everything earlier. Any questions, right? If it's free, then we will be possible. That's what we are charging for. We are charging for the responsibility. We are here to take care of it. You would have, you would have to do a lot of work. You would have open support. Anything you would be responsible for. This is the explanation matrix. 3 level of contact, phone number, email ID. All of that. Any other questions? Thank you all.