 All right. Thanks a lot. Thanks for inviting Magento to join us. I know what's been going on. I mean, the event has been around for a while, and I think we just started stuffing the team in Asia this year. So technically speaking, we did have some of our colleagues who participated in Magento, the Singapore one I think last year or the year before, but this is probably the first time we're coming in from the Asia team. So I'm really glad to have this opportunity to come in and interact with the community. My name is Mal Lim. I'm based out of Singapore, and I worked on enterprise customer engagements for Asia. Really don't mean for this to be so much of a sales speech when I go to a customer place, but I think it's good to just meet everyone in the community that you guys come regularly to meet up, which we think is great. We have been to a couple of this in Indonesia, in Japan, and in China. Always good to hear a community coming from different experiences from Magento. Usually we would have our channel team, some of our consultants speaking more about the products update, but I guess from this perspective we really want to come in and say hi to communicate a little bit about what's been going on at Magento. And also if you have any questions about Magento, where we are, what are plans for Asia, more than happy to share, but I think it's all outward looking for us. We've just started hiring here. We currently have teams in Singapore, in Australia, Hong Kong, in there we're looking to double up the team in about two to three months from now. So there's just a lot of uptake, which I guess it's also a fair indication of where commerce is bringing us in digital itself, but also the bigger story around multi-channel selling, which we're seeing a lot in the market. So as I go through the next few slides, I really just want to share some trends that we see in the market. There may be a good reflection of what we see in other parts of the regions. And if you are selling in other markets, other than South-East Asia and Singapore, happy to also hear your thoughts on all this in terms of just using this as a good sharing session for all. So as I go into the first slide, we meant this is more for someone who's been acquainted with Magento before, but that's not a good timeline of where Magento has been so far. When we first launched Magento 2.0 in November 15, it's probably like two years, exactly two years from now that we first launched that. And we've come a long way, even though it's only been 24 months, but really kind of if you look at all the product offerings that we've kind of rolled out in the last 24 months, it's been really exciting for us. And I guess personally it was also one of the things that kind of drew me to kind of think about, you know, having a career at Magento Commerce, which I thought was really exciting at how they were aggressively expanding and the products were really, you know, kind of top class in terms of spending, you know, kind of extensive R&D and making sure that this, you know, what the modern stack needs to be for customers today. So you might be kind of familiar with, you know, using Magento as a commerce platform to power some of your online sales. And you can see in the whole Magento suite, there's some stuff that we're kind of added onto the mix in looking at this as a more holistic commerce solution today. So, you know, when you're selling, you might be thinking about some of your data reporting requirements. How do you collect data from different sources? You can see that we've got Magento Business Intelligence that's been added onto the main offering. We've also kind of launched a Magento Cloud Edition of the product. So right now, besides self-hosting, you're able to kind of do this as a cloud option. There's a lot of strategic partnerships that we have, you know, kind of announced with Content Management System providers. We've also kind of very, I mean, one of the flagship products here that we've been seeing a lot of take up and kind of very interesting stories that we have been having with merchants are actually around Other Management, which is our mom solution that we launched in January 16th. So when we kind of first launched that early last year, we only had three or four merchants that were actually running on that. They were mostly in North America. You know, kind of fast forward that to this quarter. I'm really excited that we have at least three clients that are live on this in Asia right now. It's been helping a lot of the merchants that have, you know, kind of brick and mortar to kind of go into trying to kind of look at e-commerce as a digital platform, sort of as a complementary channel to selling and really making the whole, you know, kind of omnichannel experience more apparent for consumers. It's a big term when we talk about omnichannel, but here what we're trying to kind of say is that whether you're trying to kind of shop online, you're trying to shop at brick and mortar, or you know, basically kind of bridging the gap between desire and purchase. At the end of the day, it needs to be similar to the consumer in terms of a journey. And our, I mean, our omnichannel capabilities are fully built upon this particular product, which is Magento Auto Management. Last thing I thought that was, you know, kind of also worth talking about here, and I mean, not really so much about the product, but just, you know, we've been very excited about the release of 2.2, Magento, which is just about four weeks back. That really kind of brings us, you know, kind of ahead of the market. I mean, we have been kind of working with a lot of B2B companies, but the 2.2 release really just kind of brought us ahead of the stack because we basically released, you know, B2B functionalities which are pre-baked with addition. So if there's merchants that are actually selling, you know, kind of branded manufacturers that are distributing to wholesalers and dealers in the past, they might be looking at, you know, a vendor management platform with their own getting e-commerce just for selling to consumers. There's a lot more stories around what you can use the platform for today. So just really engaging stories that we've been seeing and merchants genuinely excited and partners as well really want to kind of see what else they can kind of upsell on the whole product. So it's been a very interesting and exciting space for us and definitely more so that I feel in Asia. I mean, some of the things that are really kind of driving all this trend is obviously not magical. I mean, obviously we hope that we are, but we are just one of the main factors. But just as a whole, the market conditions have become, you know, increasingly complex with channels and intermediaries broken down. You know, traditionally where you have B2B to C, you could kind of break it down into, you know, various intermediaries for wholesalers could often kind of take the shape of distributors as well. So really, you know, all the boundaries are actually delineating now. And what we're kind of seeing here is that everyone basically wants to target consumers up front, right? They want to speak to the merchants. So on the merchant front, I mean, it's apparent for you and myself that, you know, we purchase products, you know, based on a lot of social influences. That's something that's evident in, you know, social selling, social commerce, which is extremely big, especially in markets like Indonesia and China. And a lot of all this, you know, kind of social influences which eventually kind of, you know, kind of leads on to consumption are also, you know, along the lines of, you know, all these online shoppers then obviously have, you know, kind of more expectations around, you know, the merchants providing an online experience which is engaging and, you know, holistic. So with that, it's also something that we've seen a lot of merchants come through with requests when they are looking at their digital strategy to have a mobile-first, you know, kind of implementation in mind. Everything they don't want to do, oh, you know, can I launch a mobile app first? Should I, I want to decide to actually be mobile-friendly and stuff like that. So I think, you know, when you pick up all this little bits of, you know, merchant requirements and kind of put it together, these are probably the three main insights that we see that contributes to the overall, you know, kind of market environment for at least, you know, the vendors in the commerce space today when we kind of meet and talk to the merchants. And of course, you know, what we want to sell to, I mean, what Magento wants to kind of help the merchants on and what merchants, you know, face in terms of internal and external challenges, it's always kind of a balancing act. You know, probably not so much for the audience here, but really just want to kind of share, you know, what we always, you know, kind of see this dilemma when we talk to merchants about, you know, internally wanting to kind of keep a lean team while trying to kind of, you know, really kind of get ahead of the curve to really kind of try something new. But, you know, obviously having limited resources, limited budget to draw something out until it's been kind of proven. So you need that data to be able to help you to translate into actionable insights, helping you to drive the innovation at a faster pace that you would like to to be ahead of the competitors. And then obviously, you know, externally, while you're having, you know, internal battles to kind of, you know, kind of work with, you have all this, you know, experiences, you know, bias, you know, kind of expectations. So that's really kind of what, you know, merchants often in this, you know, kind of tough act to kind of be in today. And that's, I guess, that's a good problem for providers like ourselves and our solution, and our SIs as well. Because that's kind of where they would like to hear a lot around best practices, what different markets, you know, have kind of led the way for. And what they see, you know, are, you know, kind of a palatable for them to, you know, kind of take on and really kind of skill from there. So I think, you know, as a whole, we just kind of really see a chance of having this sweet spot where, you know, you don't necessarily need to kind of start, you know, with a giant product. You can start where it needs to be and skill it to where you want that to be, having a full future proof strategy around, you know, where you're looking to kind of sell. So obviously, there is a lot of, you know, kind of areas around where you should start and how you should start and when you should start, you know. But so this is some of the tricky things, you know, that we've seen. Usually, this is sort of like, I think the root of where all these conversations are, where I think I was chatting with Cobra of Eulia on around kind of, you know, being able to kind of do, you know, omni-channel, you know, fulfillment experiences. So really kind of delivering that personalized differentiated experience. Because today, when a, you know, when a customer actually goes online, they don't necessarily actually fulfill that transaction online. I mean, this is common knowledge for everyone. And they also have, you know, kind of preferred ways around how do they engage with you. They may not necessarily want to kind of send it to, you know, SingPost to deliver it back to you. They want to bring it to the store and get it changed immediately. So in-store associates, how do you make sure that you have the capacity to, capability to do that by checking stops online and checking what's available. So, so generally it's just that number one thing around being able to deliver more differentiated shopping experience across channels. This is one of the main, you know, kind of insights that we've been seeing been driving a lot of this, you know, conversations around. And of course, you know, growing new sales is always in terms of numbers, not just in terms of reaching new customers. It's also to kind of increase spend per customer group, driving greater conversions and also opening up new channels of business models. You know, traditionally when customers have their own commerce channel, they think about it as, you know, wanting to be an all-encompassing channel where, you know, all the sales needs to be drive-through here and that's a good ROI for me. I think today merchants, you know, have to be forced, I mean, they're forced to kind of think about it differently because you have your Amazons, you have your Lasadas, you have your marketplaces. They, if you can't compete with them, you have to find a way to kind of use them as part of your strategy. And one of the roadmaps that Magento has got that's upcoming that should be kind of released very soon is kind of where we play in the markets place piece for merchants who are selling on their own sites and also selling on marketplaces. It's going to be a lot easier for you to kind of list your products and have a centralized strategy around just kind of managing all your digital sales. Of course, aligning performance of shopping expectations, that's a little bit more around, you know, kind of performance and really kind of what it means, you know, what does a second loss or you know, what does a delay in a one-second page load means to a merchant, right? I mean, the thing is that consumers as always, like I said, you know, kind of they are, expectations are always ever-increasing. So that's actually something that you want to make sure that, you know, you have that performance, you know, foundation and then work on bells and whistles around the website. So that's a key thing, a very, very fundamental thing which I mean, I think at some point all platforms are able to do that but if you want to kind of work with platform that's been proven to kind of, you know, power, you know, basically more than 250,000 sites in the world, something at Magento, that's something that you can leverage a lot from, you know, the best, the best-in-class solution providers, like Renosis, you know, our partners, the official Magento community, you know, kind of experts, that's kind of where they've seen a lot of use cases here and they're able to kind of advise you on what they have seen work and what they have seen not. So that's something that we've also kind of seen a lot of conversations around. Just kind of sort of a last slide and really not so much of a, you know, bragging about ourselves but I thought sometimes a lot of clients actually don't, a lot of people that we talk to actually don't know what merchants are on Magento. I mean, I'm actually guilty of that myself, you know, and when I kind of like joined this company, you know, I really kind of feel that every other site is actually on Magento in some form or shape. So this is kind of a good, I guess, a slide to show you kind of cross-domains. What are some of the biggest brands in each category that's actually running on Magento? And what I kind of really love when I kind of talk to this slide as compared to if, you know, I was a different software company is that I might actually have one or two verticals that I can speak to if I am in competitor A or B's position. But in Magento, there's just like so much stuff to speak, you know, when you talk about one vertical even if you think that it's only five clients but then when you start looking into your system you actually have like more than 15 clients actually selling something similar. So that's, I mean, that makes my job really exciting. That makes me feel that the product is really great. And I, I mean, and we have a great team that's really kind of good at, you know, bringing all this brand's life, working with partners like Renosis and that's kind of where we kind of see Magento as we are Magento, which is our motto in trying to kind of bring, you know, customers, bring our merchants to their goals of, you know, kind of selling online and reaching their, reaching where they need to be in terms of commerce sales. So this is really sort of, I think it's a fair representation of, you know, where Magento is in all the verticals. If there's anything that's of interest to you and you would like to kind of chat about maybe something that you have kind of thought about or something comes up, you know, we're open to kind of questions or, you know, anything that you might want to find out about some specific brands that are working on here or some trends that you see. More than happy to share it if I'm aware of it as well. So I kind of kept this as the last slide, you know, really just kind of maybe opening up if there's any questions around Magento. It can be really kind of general stuff about what we're doing here while we're selling in Asia or, you know, something about our products that I'm more than happy to share. Any questions? So, you know, apparently Magento has a strong market in the US and the UK. Right. How do you see the Asian market, I mean, is it really picking up very fast or still people have some understanding about the Magento? Well, right. So before I answer your question let me ask you guys a question. And maybe I think it's probably an interesting fun fact. I mean, which market do you think Magento has the biggest market share in? If you could make a guess. Just like continent-wise. Okay. So you guys US? Any other? I'm sorry? Right. So North America. Okay. Do we have any other guesses in the room? No. Okay. Right. Well, maybe an absolute number of sites North America for sure, right? Because the sheer size of the market. But in terms of market share percentage, the largest market share that we have as a continent is actually Australia. So 49% of the sites in Australia are running on Magento. I mean, I kind of miscovered it when I tried a company as well. But I guess like my point is, you know, like us being an American company, but you know, one of the market that would penetrate it so well and we're in such a mature stage there and we're still raring to go. We've got a good team there. You know, we're expanding. I mean, that tells a lot for Magento, especially in Asia. I think a lot of American companies when they come to Asia, you know, the thinking is that Asia is kind of 2% or 2% of my revenue. So, you know, we're just going to kind of like push as hard as we can, put some sales people there. We'll try to kind of get some sales from there from like the big companies. I think Magento has a very different strategy here, which is something that I thought I personally kind of, you know, felt was attractive about the company. You know, was that they already had a quiet presence here, right? I mean, and you know, they had solution partners that was, you know, kind of plowing the market, getting all this merchant's life, but it was just not so much publicized. And now when we're in the market, you know, actually when we go customer meetings, like every other person is a Magento licensed customer, at least in Australia. So that gives us a lot of pride because it's part of Asia. And we just feel that, you know, without anyone in Australia for the longest time, we had that kind of market share. There's just so much more that we can do in other parts of Asia as well. So just to kind of answer your question, you know, the biggest market share, there's a market share. I see, I mean, statistically speaking, it's Australia. But if you aggregate it out across global markets, we're at about 26% market share. So anything from North America down to, you know, kind of Asia, Oceania, it's about 26% market share that Magento has for all the common sites that are running globally today. And of course we have big aspirations for Asia, as you would probably know. We had an investment from a sugar daddy in Greater China earlier this year. And of course, that kind of like, you know, makes us kind of like, I mean, other than the fact that we pumped resources in Asia, it also means that a lot of our KPIs around success, we want to strongly drive it through Asia expansion. Any other questions? Yeah? I was on a round when it was first released, so I thought it was a good thing. But, I mean, to be honest, I think there were a lot of feeding issues, as with any product. And I think that's also where I think the solution partners, solution partners, especially in this market, are especially commendable, not for any, but for the fact that, you know, they were the ones who are fronting the customers. They are the ones who are telling the customers that, you know, you should move to Magento, and you know, kind of pre-empt them on all this stuff. So it's an amazing job when you're actually not even an employer of Magento, and you know, you're basically like an extended, you know, kind of partner arm of Magento. So I think we did a great job as much as we could, given that we didn't have anyone in a lot of this market. Definitely, I think we faced a lot of challenges in terms of, you know, kind of, I guess, uncertainty, whether it makes sense, or maybe they were, you know, just about to kind of finish the meditation on one, and then 2.0 got released in November. So I think there were quite a lot of busts around it. I think there were a fair bit of negative ones as well. But coming through from there, I think towards the till end of last year, I think Q3 of last year, it almost kind of, you know, we kind of reached, I think, I wouldn't kind of say a tipping point, because I think there's still stuff going on, but we could slowly kind of see ourselves, you know, kind of turn the corner where merchants are starting to kind of see that, you know, the benefits of kind of moving to Magento 2. There's a lot more publicized releases around successful case studies. You know, a lot of solution providers have extra stories to tell with merchants. That's a lot to say about adoption, of course. There's still a lot more to go. So right now, when we come into conversations, we actually don't kind of face that much anymore, but I would believe that it was one year ago it might have been in a different story altogether. Any other questions? Are you seeing a lot of merchants on Magento 1, move to Magento 2, or are they looking at other routes like Salesforce? No, I think, I would reasonably think that they're looking for other solutions out there as well. So it's on us to be able to kind of, you know, effectively communicate the benefits of moving the platform, keeping it within Magento and, you know, obviously kind of offering that support around the transition as well. Moving, to be honest, moving from Magento 1 to Magento 2, I mean, in actual sense, it's not really just kind of a click of a button, right? That's why you have solution partners in the market. So I think that's actually, you know, one of the, you know, kind of, I guess, the market risks that we see, but we have, I mean, we've just been trying to get the next 10 in some markets where we have a bigger and stock base and we do want to kind of make sure that before they flip over, we're able to kind of come in with a bigger story and that's why if you saw from the first few slides, you know, we're kind of coming in not just to talk about platform to platform difference, but also, you know, kind of the products and the whole suite around other management, around business intelligence and also offering a cloud package right now. Can you see the difference between Magento and the sales force, actually? Because both are based on percentage now, actually. I'm sorry? Oh, right, okay. So the commercials? Right, right, right, okay. How do you see that different from the sales force? It depends on the financial. Right, I think you mean from a business perspective, right? Okay, right, yeah. I mean, I think, I personally feel that and before I, you know, in my previous role, not with Magento, I actually am more familiar with sales force. I actually work with them a lot more with their merchants and, you know, I can kind of see why that story is compelling and I don't disregard that even now that I'm Magento, we have full respect for our competitors and we think it is of, you know, all the fanfare that they have as also one of the market leaders. But I think fundamentally, you know, what kind of differentiates here is I think at the end of the day, you know, there's going to be merchants that's going to be a better fit for sales force. There's going to be merchants that would, you know, I can respect the fact of the open source heritage of Magento, being able to kind of skill and, you know, looking at a total cost of ownership as one of the key things which sometimes when you present a selling committee, your overall budget approval, you're going to be able to get a lot more buy-in when you're, you know, kind of when you're actually investing in X amount and you know that there's specific stories around being able to come through with a wire return in number of years. So Magento has been able to successfully demonstrate that in a lot of use cases and merchant stories. So I think, you know, from that perspective, we relatively feel, you know, that we have, I mean, we have a good story to tell around sales force, not against sales force, of course. And I think there's always going to be clients where, you know, they are launching like 40 sites and they only have one solution provider with no resources and markets at all. They want to do it, you know, in the same way, like a mirror side of every single market that they have. So for such, I mean, for such, you know, kind of for such merchants and they have only US or Europe that's taking control of everything. And if they have actually gone global with sales force already, it's something that, you know, usually, you know, they probably wouldn't kind of see Magento as, you know, the first point of consideration, you know, as a platform for them in one single market if they're going to control everything globally. So I think it depends on just to kind of come back to your answer. It's a roundabout answer, but, you know, a short answer is I think sometimes the way the customers' business operations are set up, it also makes a difference to how, you know, they evaluate Magento as an offering versus sales force. And I'm not talking about product features because I think sales force is a good product as well. Any other questions? Yeah. For the education, which product are they using from the market? Right. You have a lot of some of the product, right? Correct. Correct. Yeah. Right. Yeah, I should clarify that a lot of this, 99% of all this, all this clients, logos that you're seeing here, they are all using our flagship digital commerce product because that's actually the base product, right? Before anything, you know, was even evolved and, you know, kind of acquired. So it's all digital commerce. But I would say that a lot of the merchants are using the other offerings in the whole suite to a very, to various extent. I mean, a lot of merchants, like I said, if you want to kind of talk about education, for instance, I think there's a lot of, I was just in the conversation this morning, actually with another merchant. So in the education space, they're selling kind of like online training causes. So they actually, you know, see Magento as, you know, a preferred platform at the moment for evaluation because they wanted to sell not just to consumers, but they want to sell the corporates. So they see it as a good platform for selling B2B and B2C. And so the platform itself remains the same. Nothing's different. You're not paying different licenses for that. But the latest 2.2 release actually allows you to, you know, it's a pretty big B2B functionality, as I mentioned. So I think, you know, I do hear some of the educational brands coming through with, you know, some requirements of this. And I think something that's related is also in the publishing space that we see quite a bit of work in that as well. So they're selling not just to consumers, but they're selling not just to schools as well, but they're selling to corporates. Any other questions? All right. Thanks so much for your time. I hope it was useful. And I look forward to telling you guys again.