 Thank you very much, Barba. I'm not sure what's up in here. How do I get that to... Oh, you're just kidding. It's not it. It really is. Um, Barba, my name is Hans Lehmann, CEO co-founder of Barba Cloud. And today I want to talk about building products. I want to talk about the schedule. And I want to do so, sort of violence of my studies, violence of philosophy, mainly violence of Zen and the art of motorcycle. Love that book. Read it a while back and actually read it a couple of months back again. And for those who are unfamiliar, the book is about a protagonist who is going to go on a road trip with his son, Chris. A road trip, obviously, takes place on a motorcycle, and it's sort of meant to act as, you know, father-son quality time. Why the protagonist actually thought that, you know, his son was looking at the back of the father's helmet was quality time. It's kind of beyond me, but, you know, here we are. In the meantime, while not talking to his son on the motorcycle, what he was doing was thinking about stuff. He had the time to actually go back to his studies, what he also studied was philosophy. And what he started thinking about there was, in essence, how you can view the world. How you can view the world. You can view the world according to him in two distinct ways. You can view the world in a classical way and you can view the world in a romantic way. A classical way derives from the ancient Greeks. What the ancient Greeks did to understand the world, or to attempt to understand the world, was to look at the world from the perspective of its particulars. The world is compounded with a lot of very small parts that have a relationship to each other, and from there you can understand the great book. Later, during the Romantic era, we sort of said, well, you know, you can do that. You can look at the little bricks and try to understand the castle, but you can also just look at the castle and see it as it is, right? You can look at the meaning of whatever you're watching. When I'm doing it in terms of motorcycles, you can try to understand the motorcycle by how much torque you need for the rear axle, what the function is of the peg, how kind of motorcycle change should be. But you can also view a motorcycle as that thing that can get you from A to B and can do something very special when your motorcycle riders will know exactly what I mean. That is the romantic way of looking at the world versus the classical way. Now what's sort of dawned on me was that this is an awesome way to also look at software, right? Because within software, you have this way of looking at the internal workings of it. You have your code, you have your queries, you have web loops, you have requests, and all of those things can be understood as particles, as parts of the bigger whole. But you can also look at it in a romantic way and look at it from the perspective of its use. The use of your software is the thing that actually gives you a tool that gives you from A to B, maybe even in a special way. So why are we talking about the romantic side of software? I want to talk about the romantic side of software because of two characters in the book Xen and the Art of Motorcycle Maintenance, namely John and Sylvia Soto. When you're on their road trip across the United States, and what at some point happens is they meet a couple, John and Sylvia, they don't have the same interest in the mechanics and the technology behind the motorcycle. They just see use. They're completely dependent on this motorcycle and its proper functioning, but they do not care at all about the torque required for their accident. They don't care about what sort of tightness the chain should be. They don't want this motorcycle to just get them from A to B. They purely see the motorcycle in that sense from its use, not from the technological side, from the romantic side, not the structural side, right? And I want to focus on these people a little bit. Basically, because we have those people also in the sense of people requiring websites. When you talk about websites, you can pretty easily see the internal mechanics of the website, the classic side, the technological side of it all, right? The use side of it is what gives me, the client or the customer, the possibility to actually move my company forward to evolve my company to get from A to B with my company using this website. And to do so, I don't necessarily need to know what the underlying technology is or how it works. I can just use it as a tool, much like John and Sylvia use the motorcycle as a tool to actually get some. But the interesting thing is they are not interested in technology at all. They don't want to know how everything works. They probably will take a long time to figure out what a plug-in is and why do you have to install a plug-in? I just want a website, right? So what these people need is a romantic website. What these people need is a website that is completely geared towards use and specifically their use. Because we can tell John and Sylvia, like, yes, of course, you do need to know a little bit about motorcycle maintenance before you can actually start working on your site, but it's not that much of a promise. That's never going to work. It's John and Sylvia. They want to do that and nothing else, right? So what that means is that they need a romantic website in the sense that it's geared towards their use, their use specifically. Besides that, it also needs to be cheap because John and Sylvia are not going to go to an agency to shell out $2,500 bucks for a website that does what they need now. Because they just want to do that, right? And they don't want to do that for a long time. So what are we going to do about that? Right? We have our romantic website. We know that it should be cheap. So we have a highly specialized website and we know that that should be cheap. How can you do that? How can you possibly do that? And the way I want to talk about that is basically FIAP, again, then, and your motorcycle maintenance. The essential point I'm going to make is something along the lines of know-your-stuff, the user problem. Jesus, I know. It's rather controversial, I know. But today we'll see the details, right? Because what does properly mean here? And what do I mean when I say know-your-stuff? Well, firstly, let's look at this. This, according to me, at least, is sort of a... This is a pretty normal stack, right? This is a normal WordPress stack that sort of displays liquid acknowledges, right? You've got your infrastructure and that infrastructure makes it possible to have WordPress actually running, right? This is your hosting. WordPress actually makes it possible to have a client application and a client application has some use or divide. That's pretty simple, right? What's interesting about this, I thought, is that those relations sort of have a double meaning, right? These lines, they have a double meaning in exactly the same way that that sort of artworks. Because the infrastructure, the use of the infrastructure is for WordPress to run. WordPress then uses the infrastructure as technological underpinning to actually make it self-possible to be of use for client application, right? So what that means is that the classic and romantic sort of come together in each of these relations. So it just depends on your perspective that you look at this stuff. And we'll circle back to that in this. What I want to do first, though, is show you what actually happens if you take websites like these and you scale them up, right? Because this is a pretty normal stack. When you have an agency, you'll have a bunch of customers and what we want to do is we want to try to get that normal agency model to fit into having a romantic website for cheap. Firstly, it will probably look something like this. You've got your clients using an app. Agency has knowledge about that client and therefore can actually build an app, right? And agency needs to have that in a very specific infrastructure. This is way too complex. And the first thing I know that we'll be thinking is, well, yeah, we actually have that much infrastructure for each of their customers, right? That just doesn't really happen. The first thing you do to cut costs but also to have this idea of I want to be able to learn stuff. I want to be able to know more stuff about infrastructure and make that work for everybody, right? As an agency, whenever you learn something new, you want that knowledge to be as valuable as possible. And you can do that by applying it a bunch of times for every beautiful client. So the very first thing you do is you unify the infrastructure. You make sure that everything runs from the same server, from the same setup, maybe not the same server per se, but at least the same technical setup. At least the same thing so you know what you're doing, you learn something new about a low-balance and everybody's happy about that because some of the websites are happy about it. What I want to propose then basically is that that same idea that you learn something about your infrastructure you can actually apply that to everybody who will at once and we should also do that in a client app layer, right? Just a client app layer this basically is saying that we need to know a lot about this client, right? We need to have into the knowledge of what they're doing and from there, we can build them some software that they can then use as their technological underpinning to evolve their... Right? But we as agencies, like I used to have an agency and from there came the entirety of CloudCloud and we need to have that knowledge in order for a client to actually benefit from our software, right? So we're learning a bunch about all of these things and then the idea becomes like, okay, but can't we just have one client app then, right? That a bunch of different people can use because that means that also like infrastructure if I learn something new about these clients, so that means they're each and I can apply that to everybody, right? And that means that I'll be able to provide more value to all of these people and all at once. To me, it's this and this is already a lot simpler than before, right? With the nice onion sort of shape this is already much nicer because now as an agency, what are we doing? We have knowledge of the client app, we have knowledge of the niche probably, we have knowledge of how certain infrastructure works and from there, a lot of income is coming from a bunch of different clients. Actually, these words are really making sense because we've just built SaaS. That's what business is, right? So, what do we do then? So, you know, this is that knowledge game that we have. To make it a bit more concrete, I'll give you an example. Let's say that this SaaS is geared towards equals. It's geared towards, for example, selling clothing. The clothing industry does a lot of discounts, right? You've got sales everywhere and these sales or percentages, et cetera, et cetera. Back in December 2022, the Dutch government made a law that said, or actually says, that discounts need to work in a certain way because they were trying to combat misleading discount covers. Basically, what was happening was people were, they had an iPhone and that iPhone was 1,000 bucks. And after the discount, it became 800 bucks. That's the first time that this iPhone came out. It was like 1,500 bucks. So, what did this company do? They said, here, we have an iPhone that's 800 bucks. It's like 50% discount. It's amazing. Do it now. That is completely misleading, right? Because, had you bought it a week before, 20% discounted. Not cool. It's also a good one. So, the government then said, it's all well and good, but your from price needs to be the lowest price in the last 30 days, right? The first time I actually heard that, that is a business rule that is super compatible with software. That can build that easily. And when you have a SaaS here, that is actually geared towards these people that are at risk of not being compliant. So, even if it is a small e-commerce store, in essence, you're not being compliant, right? If you do it wrong, in essence. So, what can you do as an agency here, as the builder of SaaS? They've actually built people. So, we built it as a new feature that makes sure that you're compliant to this new law. Because we've simply said that the software is not going to show you a price that is different from the lowest price in the last 30 days. So now, because the agency learned something about the niche that they serve, all of the customers gained at least a little bit of value. Very important. Because these people, they're buying a website because they're job consuming, right? They have no idea how it works. They just know that they need a lot of presence. So, the agency can pick up the lack of knowledge there and give them something that's in its use, in its romantic way, can be the actual underpinning for their company. It's great. From there, you can actually start having a lot of people use this stuff. So why isn't everybody doing this then? It becomes a question. Well, I mean, building sites is kind of hard, right? It's not an easy endeavor. It's actually quite costly. There's a lot of money that needs to go into it, especially if you're doing it from scratch. Instead, what might be better is to do it from the perspective of WordPress, right? We have a 20-year-old ecosystem that solves most of your problems, and as long as you do it in the right way, you can just use WordPress instead of building your own, like, actually, a role in your own. And that's exactly the vision that Qualcomm had when we started. Basically, there's a bunch of people out there, John and Sylvia's of this world, and these people want a website, but they're not going to install the WordPress, right? Because installing WordPress and hosting, that sounds complicated, and nobody really has time for that, et cetera, et cetera, and even if they get to it, even if they don't have their NIFU help, if they don't want to buy it from an agency, and a hero or two, a little over a page, he is. Now, if that really works, we need to make sure that all of this is in there, right? And doing that based on WordPress allows you to use the collective knowledge that's in our ecosystem and build something that works for everyone, right? Building your own page builder is a little bit of a hassle, I can tell you, but just using something that's out there from a specialized company, that's amazing, and if you can give that to somebody with your own sort of sauce that makes it even better for your niche, then that's amazing. The problem, though, is with WordPress, at least, how are you going to build the infrastructure, right? Because doing this based on just a bunch of random servers, that might fail, doing it based on multi-sites, that's a little bit hard as well, and the problem there becomes, basically, if you have 2500 customers, you might be successful, but now you have to know a lot about databases in order to not have this whole thing crashing down. If anything fails to your 2500 customers, suddenly you don't have anything anymore, right? That sort of support sucks. So what you want to do is you want to have something that's scalable, you want to have something that's also scalable in terms of development, and you want to have something that's a little bit cheap. So, WildCloud, in that sense, has exactly that in vision. When we started, we wanted to make sure that people can actually use this 20-year-old ecosystem to build sauces, to build bosses, websites as a service, for people who currently have nowhere to go, except for very expensive agencies in order to get their website. All in all, I would say that the main point of it is that our romantic vision of getting all these people websites because all of you actually know what these niches do and what these niches need, that can be your technological underpinning to actually get these people those websites that they need. So that I still have 10 minutes left but actually I would love to answer your questions and maybe discuss even a little bit if that is at all possible. So I'm going to just say thank you very much. Does anybody have a question?