 Yn ychydig i'n ddweud yw'r ffyrdd yn ymddangos, maen nhw'n ddweud. Helo! Yn ymddech chi'n ffordd? Roeddwn ni'n ddim yn y bach? Roeddwn ni? Roeddwn ni'n ddweud. Roeddwn ni'n ddweud ymddangos yma. Yn ysgrifennu, fel y mae'r ddweud, rydw i'n ddweud yma, yw'n ddweud yma yw'n ddweud yma ychydig i'r ddweud ti'n ddweud yn ymddangos yma. Yn ymddangos yma, rydyn ni'n cael y fawr yw'r has 잠깐만au y mynd i'r ddweud ar gyfer ychydig oherwydd yw hi'n gweithio ar argon a'i wedi'u chawch i'r modgen a sut y gallai ddweud, a'r gweithio chi ymwneud mwy maen nhw'n amgylched yw ei wneud mwyo, bwysig yn ymddangos, a yna ein gweithio ni'n ddweud i'n ddweud. Rydyn ni'n cyrchun ar gyfer yma? Very cool. I move more on the sort of business side here. We've got about half and half. We're going to have a bough during the coffee break and possibly longer after these two sessions. And there's a coffee break coming soon. The developers are those two guys here. So we can also go into more detail if anyone is interested after this into the technical side of how, what we've done, how we've built things, et cetera. Felly, ydych chi'n bwysig am yr unrhyw yw'r gweithio cymryd ar y bach oedd y bydd mwyaf a gwnodd â'r gweithio? Mae hyn yn cael eu ddweud i'r ddweud o ddweud o ddweud o ddweud o'r ddweud o ddweud o ddweud o ddweud o ddweud o ddweud o ddweud o ddweud Mae'r gweithio'r gweithio'n fawr, ac mae'r gwaith oherwydd iawn i ddweud y llwydd, ond os ydych yn siarad o'n credu gweithio'n gweithio, maen nhw'n mynd. Mae'n ddiwedd a'n gwneud, a'r ddweud o'n ymgylcheddau'r gweithio, yw'r hunain gweld unig o'r llefodol yw y fwyllgor gwahanol, ond mae'n gwneud y ddweud o'r ddweud y llefodol yn ddweud y Llywodraeth Cymru, dwi'n gwneud y cwlaib yn rhan o'r cyflwyntau. os yw'r CSR M yn y grwyddaeth, ac i'r rhywbeth yn diolch y cyfrigeidau ac i'r llwybon. Felly byddwn i'n dwi'n fwy o sicrhau i fynd yn yr ysgol y gallwn, yn ymhygoel ar Learner positionol arhaid y dos i bod yn cael y cynllun fwy o hynny, ac y cyfrigeidau i fyny'n iawn fel y cyfrigeidau yn ymgyrch trefiadau, i wneud yw'r cyfrigeidau ar gyfer cmwy� Opening-o-wyrmer yw'r fydd yw, i wneud yw'r cyfrigeidau ar gyfer cyfrigeidau ar y llwybon. I will go into some detail about why is it specifically that if we have a base package, if we have a base CRM package that is really good, that is really easy to install, that provides a lot of the functionality that people who are throwing out tenders will want a checkbox list of, can it do this and this and this. If the base package works, if it's easy to use, if it looks good, there are lots and lots of ways in which we can get ins into clients, but our different organisations and different clients will have different problems that will solve that will really be the place where we make money. So, as I said, there's solving extra specific client problems, there's focusing on different niches which I'll talk about and then why business applications are cool and make money. The second bit is I want to stray and sell to you the idea that all business applications need an effective solution to contact management at its core. We use the term CRM, CRM is not really the right term, I haven't really figured out what's better, but it's not really a CRM system that matters, it's not really selling that that matters. It's business applications that solve real business problems, but it has to have effective contact management in its core. So, we will show you, we'll talk a bit about what we've done with Drupal and why I think Drupal is in a unique place for the basis of a package that can compete with a lot of proprietary solutions out there. Finally, I want to do some kind of call to arms to join with us. I'm going to talk a little about what we're planning for both the year, ideally the next month and ways in which I think we could get quite a lot of different collaboration points. So, why do you think, why do I think we can make money while we already have? I mean we're quite a small group of people, there's just five of us in free to give, and we've made about 600k worth of business just based on this open CRM in the past three years. And there's a couple of logos there, and in the same way a lot of these clients, some of them Steve introduced us to, but a lot of them, they started off talking to us about they just need a website. And then we found that they have some horrible monolithic CRM system that they might need loads of integration points, and the more we talk to them about it, the more we found that actually the real value in the thing that will really help them is improving this, and not improving it through better integration points, but by scrapping it entirely and building it entirely in Drupal. If there's any questions as I go along, feel free to put your hands up, and I have been told I speak far too quickly, and so someone's going to wave at me if I'm rushing ahead. So why would we give it to you? Well, what we have found is CRM systems are things that people are willing to spend a lot of money on. A website markets what you do, but the business applications are the fundamental thing that your organisation does. There will be, let's say you're an organisation, let's say it's a charity. There's a lot of times, and as a charity, the main way that you make money is by selling membership. So your membership management system is very heavily fundamental to everything that you do. If you're an events company, selling tickets to events is fundamental. A lot of the time business applications help communication between people in the organisation, and so the direct business processes that impact everything that happens. If you can make those more efficient, if you can save people's time, you have a very direct benefit on people's income. If your system costs 200 grand, but you can show that it will save you 500 grand in the first year, then the conversation is just an easy one of, you might as well do it, it's obvious. And we've had that where a lot of our business management, our CRM system, like projects, the ability for our client to sell it to, let's say, their trustees or their board, it becomes a lot easier because they can show the direct cost savings they're going to get just from all of this stuff. But CRM stuff is terrifying, it's really scary, because loads and loads of clients have been burnt, because it's so core, because it's so expensive, because these things tend to take a long time to build. What tends to happen is they have a terrible system they hate, they come along and get a new system, and the new system is better in those specific ways that they complained about before, but introduces loads of new inefficiencies and problems, and then these people are stuck with this horrible system for two or three years. So a lot of people are very scared of CRM. If we have a base package that is just simple, easy to use, works and ticks all the boxes, that cost in the area of, let's say, a grand to set up, then it becomes a lot easier for a client to say, ah, sure, let's just go for it, and then we'll see what happens. And so this is one of the main things about why collaborating becomes very, very key, because the more people we can get into this base package, the more development we can get, the more case studies we can get, the more UI enhancements, the documentation, the videos, et cetera, that make the base package better, the more people will just kind of go, yeah, fine, let's just try out and see what happens. I don't know, yes, and we'll move on to the but later. The other thing is a better base package allows us to reach more customers and do bigger projects. There's just lots of times where there will be certain markets and certain industries that, let's say, they need a much better way of handling activities than our current system of supplies, and if that box isn't ticked when we first go in to talk to them, we can't get it. There's lots of places where, unless we have all the case studies, there'll be clients of a certain size that'll be a bit scared to go for the small, little open source thing, and they'll run to the Microsoft Dynamics and Salesforce that they're more familiar with. And finally, and the thing that I'm most keen on, but it's a little bit more complicated to understand what it is I'm even trying to say. But I think there's opportunity for us to collaborate on business ideas and business applications and business models of how various different organisations can make money from all of this. I'm hoping, when I show you all of different niches and different industries I think that this could go into, this will become clearer about why we can collaborate and why we would even want to. So why we can work together on the base packages but still make money individually. And that's because the value isn't in the base package at all. Even though, I think it's said in the description, we've probably invested about 350k worth of income into just improving the base package. And so whilst lots of money has gone into it in lots of time, people are usually very willing to spend money on that because they expect all of these things from the CRN system. So though it has been difficult and been complicated, there's already so many CRN systems out in the box that do it that if we have the most amazing base package in the world, if we have the perfect base package, it still is not going to necessarily compete with Salesforce because they've just got such a name and such a massive thing behind them that it's not the base package that people will care about. The value is in, I think, focusing on a niche where you truly understand the business. And we have found that, that to make a website for a client, if you're just doing a front-end website, you do have to know them quite well because you're going to be involved in marketing them. But if you want to get into the business, if you want to get into business process management or CRM or get into the core of what they do, you have to intimately know their world to some degree better than them. And we have found that with quite a few of our clients, we have got our whole head and everything heavily immersed. Sometimes members of our organization have actually become sort of half-employees because we had to get involved in hiring, firing, et cetera, et cetera. Because when you understand your niche, when you understand this industry, for example, we worked with churches for a while. We've been now working with some rail operating companies, we've been working with a couple of charities that work with prisms. And when we know those companies, we can build things that work better. We can suggest things that really will improve what they do and the synergies and the communication between us becomes a lot quicker. So focusing on your niche, I think, is where the money is, is where your value is, is why someone will pay you a lot. Simply providing them yet another CRM system that's off the shelf, that's not as cool. And then there's expensive, important valuable customisations that solve unique business problems for a particular client. And this is something I want to give a couple of examples. And these examples will be very niche, but that's the point, is that there are a lot of times when you've got a base package and it will provide 95% of what an organization needs. But there will be this tiny little bit, this 5% remaining, that is the really, really important stuff to them that no other system will do. It's so weird, so specific to them, that no one would ever think to build it. But if you don't get this bit right, then the 95% of the work you've done to do everything else is basically a complete waste of time, because this tiny bit takes up so much time, we might as well go back to pen and paper. And maybe that's an exaggeration, but it's not completely an exaggeration. We had one client, which they do these large summer conferences, and so if you can imagine you've got 20,000 people on a field, we need somewhere for them to camp. And what they tried to do is to encourage a sort of community vibe to it. They would get people who'd roughly lived together in the same location to camp next to each other. So they call it village allocation. They divide the campsite into villages, and they allocate different people to those different villages. So they need a system that allows them to do that, but then there's a couple more complications. For example, what if some of these has accessibility issues that say they're in a wheelchair or they need access to power? Well, those people have to go into one camp. What if somebody is volunteering in a particular area and they're going to have to go back and forth? Well, they have to go into another camp. So it starts getting more and more complicated of how you push where people go. And then also sometimes people have lots of really weird requests, like a really important person says, I have to be there because I've been there the last 10 years. And then finally, you have to tell everyone where they're going to go, where they're going to camp, and that has to be easy for them to get, and that's where the front-end integration comes in. And this process, for this client, they had two people who worked on it to do this thing. And it would take them between two and three months because the system that had been built for them was so, so horrendous. The UI was so terrible. The whole thing was built entirely from the ground up. It was rushed. It was tagged onto the end of a really big, fixed-rate project where everyone was angry at each other, everyone was shouting at each other. And so you would have this horrible process where somebody had to sit there, usually watching TV, just clicking over and over again. Two or three months. And then we built something in Drupal and did some cool drag and dropy-like things. And we reduced this thing to about two weeks. And the amount of, like, the amount that had changed a lot of people's life of this thing they had to do every single year that was horrible and made their life a lot easier was very tangible. But you would never get an off-the-shelf solution that would do this. And I'm going to talk a bit later about why Drupal allows us to do those kind of things so much faster. The other issue that we had was a client had many different databases all spread across the organisation. Again, this is something that I think a lot of you might be familiar with. And one of the things they had was an online directory of all the charities they work with. So that other people in that same sector could go to their website and find people, this charity worked with young offenders, sorry, with all kinds of offenders. And so they might want to do something like a charity that specialises in rehousing ex-offenders who have alcohol problems. And so they had this database where they could filter and search all those things. But the database was separate to their CRM system, which was separate to their user management membership management system. And so by building it all in Drupal, what we could do is not only bring all those things together, but because it was all integrated to the front end and the front end CRM thing and Drupal authentication, we built it so that the charities themselves, if they had the correct permissions because of our CRM system, we knew the relationships that most individuals had to an organisation. So we knew if they would be someone when someone logged in that they probably had the rights to edit that particular organisation. We made it something more like a Wikipedia for prison organisations, where it wasn't quite anonymous, but people could log in themselves and edit it. And so this very irritating one to two hour long task every morning that this organisation had to do of taking emails of please can you change my phone number or my address, that just vanished. And then finally we had a system which was handling bookings, but they had a really, their accounting stuff was just done so badly. One of the things that happens is in counting, in the world of accounting, you want to do everything with double entry bookkeeping, you want credits and devets, whereas in the world of payments you tend to just do payments. But it's not always the case that our system or our commerce systems that store those payments will exactly separate everything in a way that the accounting people want. And this system hadn't been done like that. So what that meant is this organisation that was taking tens of thousands of bookings and millions in cash, they had to, in order to get into their CRM into their accounting system, they had to print off a paper version of all the transactions, and somebody had to physically type in every single one of those double entry bookkeeping. And it was just annoying. So if you come along and you make those things, those things that are specific to them, that final example is a bit more generic, but those things that are specific to them, easy, people will pay a lot because it will save them a lot, and when you charge them a lot, they'll feel like it's valuable because it will make a huge difference to what they do. They like that stuff, and that's where the value is. It's not in the base package. It's not in just doing CRM. It's not even just in having a nice UI. It's about looking at what your particular client needs, about what they do, looking at the specific things that they find irritating day to day, and then changing those things. And the thing is, having a single, we used to use the party module, so we could have made a company called the party people, and tried to make us the people that do CRM in Drupal, or the people that do CRM in the entire world. Having a single, monolithic company that does everything to CRM doesn't really work, because all that company could do is specialise in CRM as a thing, which isn't valuable and nobody cares about. Instead, what is unique about this opportunity compared to a lot of other things in Drupal, is that the CRM stuff is the boring bit that nobody cares about. It's these things here, these focusing on your niche, and solving those particular client things, that only you can know if you have very close interaction with a particular client. That is the stuff that they'll pay for, but to enable all of this, the base package has to be good. It's pointless if you try and do all of this stuff, you spend ages faffing around on an irritating migration, or ages trying to install it, or to spend ages trying to get the theme right, or just things that should just work. This is my view, just a very quick brainstorm on the potential markets for CRM. What you can see here is a mixture of markets, of industries, and different systems. This is the way CRM doesn't really work, because I've seen many proprietary software out there that say they're a membership system, and that's what they focus on. But the reality is a membership system for us. When you have, in Drupal, you have good contact management, if you have organic groups, and you have common subscriptions, you have a membership system. We can take the basics of what Drupal is, and turn it into all of these things that are sold as big, expensive, proprietary systems that just solve that one problem on its own. We can make it so that our system not only will solve membership as good and as specific as that, but we can customise it so that it fits exactly that client's needs, so it's not even a generic membership system. Because of our core contrary, in all the ways that Drupal A especially builds on top of each other, we can really make it so that we have a very nice base system that we maintain, but these customisations, the expensive ones, the complicated ones, but the valuable ones, are the work on top of those things and are much easier to maintain. Public directories, again I've seen websites that do nothing but sell, we can do public directories for you, but a public directory is just a view at the end of the day. It's just a view with Solr, it's a very simple thing, that when we have a good contact management system in Drupal Core, a public directory just spits out easily, and there's been quite a few times where we've had our clients who have had a couple of public directories, they've suddenly got funding from the government to make a new directory to solve a particular situation, and now funding will be in the order of 20 to 30k, and we're like, it will take us a day to spin up a new thing, because it's just a view, we've already built everything, we just add a couple of new fields, and we just make a new view, and the view has a bunch of facets that are slightly new, it's a day's worth of work, and so they've already got that funding because of the weird way that governments work, and it's meant that they've sometimes been able to just throw money at improving everything, and at the end of it, they can go to the person who's done their funding and say, hey look, we've solved this particular problem for you much better than you were expecting, and it's been on time, and it's been on budget, hasn't that been great? We're a booking system, that's the thing that we focus a lot of our time in, and we're on roughly 200k contacts and 30k new bookings per year, there's a tremendous amount of work that has gone into the booking system, and there's a lot more complications with a booking system compared to just the IRMs in general. Publications systems, we've got people who, they sell a membership, and then you get access to publications, and we're talking very complicated, very expensive market research stuff, so people will be spending £10,000 to sign up for this thing, and then they get access to a bunch of PDFs they can download, and again, it's just a view. It's a view that now will link permissions to stuff in the CRM system, and so this is now a connection point between the CRM and Drupal, except because it's all Drupal, this is no longer any kind of horrible syncing business, it's just, we have permission that when you log in, if you have an active membership, then you can download that thing. I think, we didn't manage to succeed in this one, but I think there's a lot of scope for small financial institutes, and I know someone who, they do sort of their fund, and you need, I think you need like £2 million before you can invest in this fund, so they're relatively large, but smaller than the big investment banks. And they just wanted a CRM system that shows all the people who invest in different funds, but wanted those people to be able to log in and see a report of how their money is going, how things are going with the funds that they have. Again, this is something that I think if somebody were able to crack this market, or to get a single mini bank and provide it a Drupal Financial Institute distribution, you would find there are a ton of different organisations that basically do exactly the same thing, that are all full of, they will spend quite a lot on this stuff because they make a lot of money, and if this problem can just go away for them, they'll be happy to do that. And if you are the people that specialize in this world, people will go to you because they'll know each other. Small academic institutes, I've got a friend who works at this university, and he's a student activities officer, and has to deal with all the different societies across the university, and all the things that they do. There's about two different proprietary activities management solutions that exist out there that are just quite a lot of money behind them when they try to sell them. If you could just make a Drupal distribution of this, it's a lot of effort compared to on top of the base platform, but if you can get into that market, every single university might go for you because you're likely to be able to make it so that a Drupal based one is significantly better than the others, and significantly cheaper because you're just building a small customization on top, not the base package. Church management is what we're interested in, and that's where we started. Again, it's such a niche, it's such a specific group of people, it's such a different way of working, that if we, our company spends our entire time working on church management, and we collaborate with any number of other organisations, and there would be never any point where we're stepping on each other's toes, where we're competing with each other, where we're sort of having all fights about whether or not we should have the contrary rights or someone else should, because then we'll get more clients from it, because it's just completely for market. Our fight will be against all the proprietary church management systems that exist out there. And then commerce, back office, newsletter management, then customer sport and sales, we've only begun to get a little bit into sales and customer support, but as you can imagine, if you could build a good customer support system, or you could build a good sales force equivalent where you're managing leads, etc. Then again, this is something further that you can build on top of CRM, where you can specialise in the sales of, we work, Rob works with a legal firm, but you can imagine we're going to be like, we're the people specialised in sales for legal organisations. Is this all sort of making sense? Is the point I'm trying to suggest hitting home a little bit. Now I'm kind of intrigued, when I have this list up here, do you feel like you can instantly think of other industries that could be built on top of a good Drupal-based context management system that I haven't really thought of? Is there anyone who would want to shout some out? Charities. We've got very different needs, like fundraising. Right, so that's perfect. Whereas all of the charity we work with had focus on membership management, there are lots of charities that focus on fundraising, and you can imagine that actually the system that is built for fundraising and management, they're quite different in their needs and quite different in their data structure and quite different in the external interactions that you need to do. Membership management, they need to be able to log in and manage their membership. Fundraising, they need to do cool things to do with sharing those fundraising things on Facebook, et cetera. So I think that would be another example where somebody else can come along that isn't us and say, you know, we know a couple of clients that are really good at fundraising. Let's build a really good fundraising set of things on top of it and we're going to corner that area of the market. Is it? Right, again similar to the membership thing but subtly different with donations because the way the reporting is going to work is going to be different with donations. You're going to be focusing on who's donating, why, what things you do when some people donate, whereas with membership stuff you're dealing with more constant contact with a particular client. So, yeah, so in a charity world there's a couple of ideas. Is there any other ideas? Yeah, that could make sense. So even in the university world there's so many different things that could be your niche. I will get to that. Cool, so I'll move on. So I just thought I'd show you a couple of slides of here's a directory that we built. Like again for any of you who are a Drupal developers you can see that building something like this is going to, you can do it in your eyes closed. It's just a view with a bunch of facets. But what is cool about this is that all of this data is 100% up-to-date because it is just another view of the data in the CRM system. The CRM system is at its core just a view. It's just entities, it's just fields. There's no synchronisation stuff. This second charge project name is a name field. And what I'm saying here is the same thing in the CRM system. So, and also we've got what it says register my organisation. If you're logged in you see an edit button and you can edit it and it will change everywhere. And then we've also built little tools to make it so that whenever there's any change a clink staff has to go around and verify it just to make sure that nothing bad has been put in. But that basically never ever happened. And so whilst this is very simple from a Drupal point of view it's incredibly powerful from the amount of value it provides the client relative to what they've been used to before they saw this. Here's a booking system. Again, one of the biggest advantages I think of this is that we've, everything's just so flexible to customise how it looks. And then finally here's publications. Again, you could, it's just a view of things. It's just a view of things and that's what we do in Drupal. We just make views of things over and over again. And this view of a thing is worth huge amounts of someone. So I think I've been trying to push this point quite a lot. CRM itself isn't valuable. It's when it becomes a business application that it becomes valuable. It's when it's used to solve an actual business problem where there's something that somebody's dealing with and we're making a difference. That's where things matter. Business applications need some form of effective contact management. And in my mind, really, Drupal H should do this out of the box. There's a couple of little technical things that we've done in this decoupled off module. In theory, I don't see why any of this could be in core. We have tried to get it in core. Some people were interested in it, but as you can imagine, core development, it's just a lot of politics. It's a lot of effort. So it hasn't happened yet. But there isn't any real ideological reason or any thing why the user entity itself couldn't form a basis of effective contact management. So I think, and you must have seen this image so many times before, this is one thing everyone says about Drupal and this is why I'm going to start going into your question about CRM. Is that everyone complains and less so now, but they go on and on about how Drupal is incredibly hard to use is a high learning curve. And WordPress, ModX, Joomla are so much easier to use. Now, the thing that's quite cool, and again, I think it shows this thing where business applications are so much more valuable, is this is true with websites, but it's completely not true when it comes to business applications. Views, you might think of as quite complicated compared to anything you see in WordPress, but it pales in comparison to the horrible nightmare it is for anyone who's ever had to administrate SharePoint. Is any at SharePoint people out there? Right. Do you enjoy that side? Right, again. If you're someone who's come into SharePoint, and you've got the SharePoint designer, and you've got the SharePoint web parts, and you've got this horrible mess of different ways of doing things that we in a Drupal community have got really, really good at, actually, Drupal is easy to use. We once got someone using our CRM system and I built a little blog post and I spent half an hour showing someone how to use views. We did have to set up all the relationships a little bit, so we had to make them a demo view but once they could clone that, they had their report builder just out of the box and it was easy and we have had to do no work to make that report builder. But we've competed with hundreds and hundreds of proprietary CRM systems out there that every single one of those proprietary solutions have to make their own version of a report builder. And because they're trying to do something very complicated without very much input, they're all pretty horrible even to the point of Microsoft with SharePoint that I got into SharePoint, I thought it was so cool when it promised it could do. But it does so much stuff, it's so hard to use and that problem is something that we in a Drupal community have got really good at. So actually what I find is that when you show someone a native Drupal CRM solution, you show someone the field UI, you show someone views, you show someone the panels in-place editor, they have power again to control their data, to control their database and we've had sometimes really happy emails telling us how they had a consultant come in and they needed to add in a little questionnaire for a bunch of people and they said, right, we need to pull out survey monkey, we need to pull out Excel, we need to put out loads of pieces of paper, we're going to build this new database thing for doing this one project and then we're going to export your data from here so we can add some, and we're going to import it back again and all of this stuff and then the person was like, no, look, just don't worry about all that stuff. I was super excited because Drupal is easy. This is not true in the world of business applications and the reality is I think this a sense in which actually we all know this. If you want a nice looking website and it's just a pretty looking thing, go to WordPress. Drupal is not really the place you go to to just build a website. The heart of what makes Drupal cooler anyway was business applications. It's when we're doing things like making the editing process better. So we already know this in the Drupal community that what we do is more than just build websites. But when we are in that industry where people are looking at SharePoint, Dynamics and Salesforce, it becomes much clearer. It's solved many of the hard problems already. I'm going to show you another list of just loads of modules for search, API, fills, panels or layouts. And what I was just telling in my story, these are the three things and this now becomes my answer to the question about civic CRM. What I would say is that it's a particular management system rather than a CRM because, again, they try to go for particular niche because CRM stuff is so different and using civic CRM in a non-profit environment is obviously possible, but you're probably more likely to go with something like sugar or one of the other alternatives because actually a generic CRM system is never useful for anyone so they all have to try and specialise. And what I would say is from what I've seen of civic CRM, is it's had a directory where it's tried to move to become more and more like Drupal. It's tried to make it much more modular, tried to make it much more easily to customise, it's tried to do report building and fills and things like that. I think Drupal can get to a point where it can do everything civic CRM can do faster than something like civic CRM could become like Drupal because we've put so much effort into making modules work. Now with Drupal 8 we've put so much effort into working well with symphony and those things, et cetera, et cetera. It has very simple tools to customise everything. Again, this is based around when I work with things, others, haven't worked with any other systems for the last two or three years, but what I found in a lot of other systems is simple tools to heavily customise everything is just not there really well. Like what we've got in the world of panels, what we've got in the world of display sweep, what we've got in the world of the new Drupal 8 versions of those things, what we've got with views we're making it to panellise the way things look, to customise the way things look, but actually, five minutes, ten minutes, but actually our CRM systems are the basic dashboard. We just use those same tools. So when we need to customise them to a particular client, we've got all of those fantastic tools that we're all used to in the Drupal community that we can use to customise our tool, our workflows, our UIs, to exactly meet those things very quickly. Particularly with some things to do with distributions, we can make it so that our base package can turn into one of these specialised things really easily, where those small customisations at the top that you have to watch and maintain will be a bit more expensive, but everything else, because we're all on the same package, will be the same. And then very simple and powerful integration with the front end, because there's no integration with the front end, it's all one Drupal site. And I think this is the thing that is the main thing right now that if you ever have a client that has a CRM system and they need heavy integration with their front end, there are a lot of times when it will cost more to integrate your Drupal website with the CRM system than it would be to just scrap their system, build a completely new one from scratch and my gravy in. And we have found that, because it's so simple to integrate with the front end, it's just a view of, you know. And then finally, why Drupal? I think a lot of you will have clients that have a CRM component already. You'll have a lot of tenders out there to change your thinking a little bit from Drupal's for websites to Drupal can do more than that. I think you'll find there's already a treasure throne of potential work clients of what I think is actually more fun and interesting work in some way. Just already out there where you can come along and say, hey, you want this integration. What if I just did it all in Drupal? That's one thing of why Drupal. Now, I'm going to rush through this. Drupal is basically a CRM. This is a bunch of all of the modules that are incredibly useful to do Drupal with CRM. This is my view of why native Drupal CRM hasn't really taken off yet. There's a few people who have tried to do it. The heart, and we can talk about this more on the buff, is what I'm calling this thing of a useless user. We need to make it so that the user entity, the contact, the base thing you store your data on has the ability to be linked to an authentication account, but sometimes not. We need the ability for a staff member to add a new contact in. We need a staff member and take control of their data. We call this process acquisitions. One example in our booking system is, as a booking manager, I can book on 50 people to come to this event. A couple of them are volunteering to be on team. They get a free ticket, but they have to fill in a team application form. With our system, that creates a bunch of, in Drupal 7, they all call parties, basically a bunch of contacts, and then that person gets an email. When they log in and register on a site, they take over all of their data. They can register for a new, fill out all those forms, and it's all kind of there. So we need this thing where you can have a useless user that then gets an authentication later. With Drupal out of the box, the user entity, it needs an email, it needs a password, it needs a username really. So we've had to, and then it also isn't really built perfectly to manage the difference between the people who are useless users and true users. So we have built, yeah, this is a thing, we need something to split them and bring those back together. And that's our decoupled auth module now. It was our party module before. Okay, very quickly, where we're up to, we have a very good, I think, Drupal 7 version that works quite well. For a very small amount of money, you can build them out of the box, working CRM system on Drupal 7. It's a bit big, it's a bit messy, the documentation is pretty terrible, it's a bit of a nightmare, we've had a few developers look at it with panic attacks, it's very, very scary to get into, and whilst I think it works really well, there's a lot of work that can be done to make it a lot easier for people to get into. Barrage entry is quite high. So the D8 version, we want to try to get that one up to scratch. Also the business models, the reality is it's really hard to find the money and time to sit around helping issue queues, writing documentations that aren't directly for clients. And so we've got a couple of ideas which we can talk about later when we're doing all this. Okay. Here's a picture of, that's me up there, this is James Aberhams. In fact that was all me. Captain Tess, game hands. This is not a real client. I think there's 2,619 of me. Here is me again and my individual thing, again, this is something that we can do a lot with the UI to make it a lot better. So what can happen? We're looking for people to join us. I'm particularly interested in anyone who wants to actually make money from this. We have found when we're working with people that are doing it as hobbies, that it does work, but because we're working with real clients, we have to move incredibly fast. If there's any people out there who are thinking, they've got clients in mind that they could start working on this stuff with, that would be a really cool way to do some collaboration. We want to collaborate on the software, documentation marketing and business models. Is CRM community about possible collaboration? A little bit. I think what I'm kind of interested in is getting our base thing working quite well because what I've found is trying to tell people who are already into CRM how our stuff works, given that a lot of it isn't perfect and it's quite messy, it's quite a lot of effort. I have seen times when the civilisation community in the past has thought of building everything on top of Drupal in, when before Drupal 7 they were thinking at one point that they were just doing this and doing everything on Drupal 7 and they chose, I think, wisely not to at that time, I think if we get our Drupal 8 version working well that would be a really good time to approach them for a couple of years in the future. Any more questions? I should have put a link to that. There's a project called OpenCRM. That's one of them on Drupal.org. There's another one called Contacts with an S. Contacts is a Drupal 8 one. OpenCRM is the 7. Does anyone, just for some basic feedback, does anyone got any clients in mind? Have you found in the last year or so that you have many clients that have talked about CRM component of their work but you've had to back away from it at all? OpenCRM has been like that for weeks ago. I hear that there were people who implemented CRM and so one of the reasons I was there was because I wanted to know more about CRM and so we will need to build because the idea was to build an integrated system and so what you're saying is actually Drupal can do almost as well with it. Is it 7 or 8? I'll give you Drupal 7 because I need to do it quick and Drupal 8 was having problems here and there and I said, just do it. The other thing I was asking was also communication. Can something like this also have to do communication between people because you have a kind of internet but can it be also these include also the internet? I think that's a definite scope for it. I think if you look at Salesforce one of the things it's really put a lot of effort in is communication within things. Obviously we have notes on contacts so small things we do to provide that but I think if this were to take off you could do that. Communication stuff really well with Drupal and organic groups, etc. So you think it's all about using... Yes. I would say we've got almost the basic feature parity I would say we've almost got it with CRM and we've migrated people off of Sugar CRM before so those systems that exist out there we've got roughly the same features I was slightly less but mostly on the things that don't matter as much. Cool, do we have to end now then? Yeah. Cool, well anyone else interested to hear more, especially the more technical stuff the boff is in 45 minutes of the news. Thank you.