Beyond the Bid: Ed-Tech

Alrighty. Beyond the bid. EdTech. So before we begin, typically in these webinar sessions, I love to interact with our audience. So if you see the chat icon on the bottom, I'm gonna ask some questions throughout. Please go ahead and participate and put your answers. I wanna make sure that we're tailoring this, session to the group that we have on the call today. And it is being recorded, so feel free to share with your colleagues, your partners. Lots of exciting things that we're gonna cover today. So let's get started. What motivated you to join today? So go ahead and click on that chat icon. I wanna know. What motivated you to join today? What are you hoping to gain from today's session? Alright. New to government. Alright. Better way to prospect. Knowledge. I love it. What motivated you to join today? How to avoid bits? Ah, I love that. We're gonna talk a lot about that today. How can I get around it? How can I influence it? How can I get ahead of it? And you're right. EdTech prospect problems. Let's talk about some of those. What are some things that, you know, in my seven years of experience supporting clients in the GovSpend k through twelve, SLED space, you know, what are some things that I hear from our clients? Well, a lot of them are reactive. We kind of wait for the bid to come out, and it's already been spec'd for the competition. How did that happen? You know, there's some bids out there when you're reviewing it. You're like, how can I even respond to this opportunity? It's tailor made for, a competitor or the competition, and it's it's not a viable opportunity. Or maybe as we're prospecting, we find out, you know, we're just too early in the process to truly determine if the opportunity could be added to our pipeline. You know, is this agency you know, do they even have the money? Are they in a in a position to even purchase the services that I offer or the software or technology that I offer? Or maybe it's too late. Maybe the bid went out there, and we weren't even aware of it. Maybe it flew under the radar or was a sole source that we could have contested, and they're already under contract, made the purchase. They're already locked in. Quick example, student information systems. They're on a five year agreement. So how am I supposed to flip them to be one of my clients if they're already in that agreement? Maybe, you know, the big one right now, as we all know, is budget has been set or the funding has been cut with a lot of those k through twelve school districts. As summer school and summer programs are approaching, school districts are trying to figure out how can we, you know, continue to support those programs or allocate funds towards those programs as funds are being cut. Or maybe us as sales and marketing and business and development or bid proposal writers, we need to do more discovery to price and compete. Maybe we need to do a little bit more digging, have more information at our fingertips in order to execute. Or by the time it becomes an opportunity, it's not AI, there's too many certification requirements or scope of work, or maybe the the relationship that I built with that school district, all of a sudden, that person just ghosts me. You know, we always everybody loves that that last reason of, you know, as we're working through our pipeline, why things kind of fizzle out. So my goal for today is to share best tips and tricks on how to avoid all of these prospecting problems that we experience in the ed tech space and help you overcome those. So who wants to break that cycle? I know I do, and I wanna empower each and every one of you to do that as well. So let's let's get into the agenda for today. What are we gonna cover? Well, today, we're gonna review how to allow the filters to do the prospecting for you. If you were hoping for, like, a search building session today, that is not what we're covering today. Today, we are simply going to review not only an open bid opportunity, but how to leverage the features and enhancements in GovSpend to give me the best opportunity to win that bid. That's the first thing that we're gonna cover. And then we're gonna dive into how to get ahead of the bid in RFP. How can I use the historical information or contracts and other areas of information that that GovSpin offers to write a compelling proposal or get ahead of that bid in RFP or get ahead of that pipeline of when they're most likely going to purchase again? Are they coming off of that multiyear agreement? Are they due for a tech refresh? Do they need to switch tools? Are they experiencing poor student outcomes that they need to look at other LMS platforms to improve? And overall, enhance our follow-up strategies, whether that's through marketing, contacts, really identifying how we can, you know, make sure that our brands and our our businesses are being, the forefront of those conversations when they're budgeting, voting, discussing who they're gonna move forward with. So our goals for today is elevate and enhance our current pipeline planning with GovSpend, fuel and maintain your pipeline using data strategy, save you time, money, and resources AI making you money in GovSpend with driving those leads to your inboxes. But if I can help you become ten percent better in maximizing your GovSpend subscription or becoming a prospective client of GovSpend, then I did it for today. So let's dive in. One of the when I was looking at the registrants, I noticed that there was a lot of folks in, like, learning management systems, student information systems, additional learning materials, staffing. There's there's a wide variety of folks that have registered for our webinar for today or registered to watch the recording. So I tried to keep it pretty vague. I I created and all of these searches, if you like any of these searches and alerts that we're gonna be reviewing today as part of the strategies, they will be included in the slide deck and the call recording so you can take advantage of that. So over here on the bids, I have ninety five keywords. I wanted to show everything. I I tried to do student information systems, LMS platforms, technology, parent portals, Chromebooks, audio visual, smart boards, AI to to capture everything, that I possibly can, to pick the best examples. Now right here, I have titles and descriptions. The reason why I have titles and descriptions and not titles only is because sometimes these school districts, they want everything all in one. Sometimes they want a mixed bag opportunity. Yes. This webinar is specifically for EdTech. We have cybersecurity and police and fire for our additional webinars that are in two weeks. It's a it's a series. So if you're not part of EdTech, that's okay. But we're gonna be reviewing the exact same practices, tips and tricks, but honing into those specific industries and those industry nuances in our other series. So right here, we have our bids and RFPs. I have about a hundred and fifty four current open opportunities. This number goes up. This number goes down. It it fluctuates because we're we're receiving bid opportunities every single day. And right here, I have it isolated to k through twelve, so we're looking at those school districts. And I'm just gonna click on the very first one. This one is due on the sixth, Lewis Louisville Lewisville Independent School District. You would not believe how many Lewisvilles there are. But this one is for student information systems. I'm gonna go ahead and click that open. Let's dive into this opportunity and really apply some of these best tips and tricks. Now on the left hand side, you'll see that we have this business card. Anytime you open a bid opportunity, you're gonna see what we call a little business or at least I like to call it, a business card. And it showcases what other information does GovSpend have on file so that you can leverage and write and draft a compelling proposal. Now this one, we're lucky they have a lot of documents that are already readily available. The individual who has written this opportunity, is, you know, kind of spec towards a specific vendor, Skyward, SIS. They're looking to, you know, implement and align the different workflows, implementation, monitor the progress. We have Brandy as our contact, but I don't even have to sit here and read every single letter. We have a new feature called the GovSpend AI. We're still kinda coming up with a name for it. I'd love to call it Jia, give a give a human name, kinda like animals. It's funny when you give them a, like, a person name. So GovSpend dot ai. And when you click on it, I'm gonna highlight it one more time. It's this little snowflake right here. This will populate when you open the opportunity. And when you click on it, you have these prompts. We are using artificial intelligence to diagnose and read this bid and all the information for you. And you can also ask it questions. So rather than me review this opportunity, what it is that they're asking, I can just simply click what is the services that are being requested. And now it is providing me a beautiful, very short, and concise summary of what this opportunity entails. So I can quickly determine, is this a go or a no go? Do I need to collaborate with other internal members to draft the proposal? Do I need to collaborate with our partners? Answer a lot of those questions quickly, or just have a quick little overview. When is it due? What are they what are the, some of the requirements, etcetera? Now here's the kicker. Oh, I know a lot of you in the ed tech space. Student count and student population is extremely important to determine, is this something that I'm going to respond to? So one of the things I'm gonna ask to determine, hey. Is Louisville Independent School District, do they have a large enough school if I'm not I'm not familiar with this territory? What is the potential student count or population for this school? I'm gonna ask it. And now I know that this school district serves forty eight thousand students. Wow. Now I can go ahead and see forty eight thousand students. Wow. I can write a compelling proposal. I know exactly what that student count is. I don't have to go back and forth with the contact. And if I don't know who the contact is, I can always click on this little button, and it's gonna read the documents for me. Now that is just one small portion of the opportunity. That is one small portion. I don't wanna just go in at a price blindly. I wanna make sure that I'm leveraging all of the information available to me to competitively price. So the next thing that we can do is actually use the same keywords and put it into spending, or I can simply click on if I go back to my bid alert, rather than recreating a search, if I don't have it already, I can click on these three dots and select open in spending, and it's gonna carry all of those same keywords. But since I'm focusing on SAS, I quickly created a quick student information systems just as an example. And I promise you we're only using this as an example. I have some other examples if you're not an SIS provider. Again, you can rinse and repeat this process with any product or service that your team is offering. So right here, I have companies, the various companies that are offering SIS systems. I had the help of ChatGPT. I am by no means an SIS expert. Chat g ChatGPT helped me with compiling the list. And then over here, rather than scrolling through all of these different purchase orders, I just wanna look at Louisville Lewisville Independent School District. So I'm gonna go ahead and type Louisville. Voila. There it is. There's the one for Texas. Now I can see what vendors have they been using in the past. Who are they using for SIS systems? As you can see, there's been one point four million total in the last sixteen months that GovSpend has on record that we receive purchase orders for this agency across seventy eight various transactions. I now can see what is included in this SIS. Do they have applicant tracking as part of this project? Hold on. I have a question real quick. For some reason, it's not populating. If you can, go ahead and use the chat function. Go ahead and click on the chat icon and post in there. It's easier for me to answer questions along the way. So right here, I can see that not only are they using AI technologies, but if I scroll farther down, I can see how long have they been using frontline. Have they been using anybody in the else in the past? And I can see they used Achieve. But it looks like they've been a loyal vendor to Frontline Technologies, and then I also see Hayes software sprinkled in there. The question is, I can't write any text in the AI. I can just pick the prompts, but there's no option for me to talk to it. Is that a limit for our subscription? Great question. That's actually going to be released soon. I believe it's gonna be released next week. Great call out. I forgot that it hasn't been released yet, but it will be for you to interact with very soon. So you're gonna be able to ask it questions. I'm glad that you're playing around in there already. So right here, taking it back to looking at the history to write a compelling proposal. I see that they've been with AI Technologies for a very long time. Maybe they're coming off a multiyear agreement, but at least now I can see what are they spending on maintenance. What are they spending on a training? What are they spending on? Absentee and substitute teacher management. This gives me a lot of insights to see what is all included in this package so that when I'm drafting my proposal, I can come in at a compelling, opportunity. And that is truly where our our bread and butter is, is the historical spend. GovSpin has been around since two thousand and ten, and we've been collecting this data since two thousand and ten. So having access to the spending history of that agency or multiple agencies, you can answer a lot of questions. Did this agency switch from, you know, top tier vendor that provides all the bells and whistles and is AI the Lexus or Ferrari in your industry? Or did they recently switch from the Lexus and Ferrari in your industry to a more generic, more affordable, less bells and whistles product? When you see those spending trends, that also helps you save time, money, and resources knowing, you know what? They already have Skyward specified. Frontline Technologies has been with them a long time. If I'm a partner with Frontline Technologies, maybe I can partner with them on that opportunity. And that's really how you bring it full circle for bids. Now let's get to getting ahead. How do I get ahead and control the conversation? Clearly, AI has been having conversations with Lewisville Independent School District as we saw on the bid opportunity. So how do I get ahead? So AI of switching gears here. Not only am I looking at spending history, but how can I use that spending history to identify buying signals? Now as far as edtech goes, I also wanted to switch gears to hardware technology, ed technology hardware. We all know what Chromebooks are. I have kids in public school down here in South Florida, and Chromebooks is all the rage. School districts buy up Chromebooks of all likes and kind AI crazy. But one of the things that we all know is that those kids in schools, they are ripping those computers apart. We know that a lot of these school districts go through tech refreshes. That's an industry standard. They do these tech refreshes. We buy refurbished models. Maybe we get a grant or funds to buy new. But how do I anticipate when that agency is most likely to buy again? And there's no better way than to just simply research when those warranties are coming up for expiration. Or if you have a product that has a shelf life in the edtech industry or something that gets refreshed every two years or has an option here and you wanna get ahead, if your industry standard is three years or one year, you can really allow the filters to do the prospecting for you. So as an example, I am allowing the the filters to prospect a list of agencies that have Chromebooks with warranties that are going to be coming up for expiration. If I know that a Chromebook a standard Chromebook warranty is only one year, then I wanna do it for the last fifteen months. I wanna see things that are coming up for expiration. Looking at things that were recently purchased, that's that's important, but what's really gonna help me fuel and build my pipeline is actually flipping the dates. I'm gonna click on these three dots and do ascending. Now I see here are all of those Chromebook transactions. I have six hundred Chromebooks that just expired. I have eleven hundred Chromebooks that just expired with their warranty, probably due for a refresh. This is how we allow the filters to do the prospecting for us. I can even choose a very specific quarter. So if I know that anything that was purchased in let's just type it in. That'll be easier. O one o one twenty twenty four. Oops. It's always when I'm sharing my screen and people are looking at me type. It always tends to happen. Alright. I want to look at transactions during this very specific quarter. Thirty one twenty twenty four. Now I have a beautiful list of a hundred and six agencies full of Chromebooks that all of their warranties have just expired. What an awesome list. Now I know I have if I'm a sales rep or a sales manager, I can go ahead and segment this by based off of territory or maybe how much they are spending. I'm not gonna give my junior sales rep, El Paso Independent School District, if they're spending two point four million on Chromebooks, but what I can do is give them an, maybe some of these lower ones and prioritize accordingly. Now because I have this beautiful list, I now can come over to these contacts. And let me just filter to those that have the title of IT or procurement. Whoever that person that you're looking for, when you click on contacts, you're gonna see the titles right here. You can select those titles and have a beautiful call list. Build that relationship. I'm gonna change the text just to make it quick and easy. Anybody within information technology, CIO, CTO, chief technology, technology Director. IT. Is IT gonna give me too much? No. That's okay. Now I have two hundred and sixty contacts. Whether you're in sales or marketing, now I can either export this list and have a very targeted campaign. Or tip tip, if I leave with any amazing tip, if you leave this conversation with the best tip of all, it's gonna be this. All of these contacts are public. All of their emails are public. Anybody can just pick up the phone and call them. But we all know that k through twelve school districts spend millions annually on spam filtering, firewalls, and your domain has to be added in order for the email to be received. A lot of vendors out there are spamming these contacts with their catalogs, spamming the contacts with their proposals. It sounds a little tone deaf when maybe that agency is struggling to afford a tech refresh or going through grant approval and waiting for those funds to be released. So what better way to infiltrate and build a partnership or relationship with that agency than to go ahead and oh, looks like there's a couple of three year warranties in here. Let's do let's pretend that they're a one year. But as an example, we can change the dates to three years ago that have that, warranty coming up for expiration. Let me go back. I can pick up the phone and call the contacts for Circleville City School District, and I can reference this purchase order. I can say, hey, Susie, who's the IT director, procurement director for technology. Hey, Susie. I have this purchase order ending in two eight seven four three in front of me. It's for a hundred and seventy four thousand, for a lot of Chromebooks with their warranties coming up for expiration with the Google Chrome license. Are you the best person to have this conversation with? That doesn't sound like we're just shoving our value proposal down their throat and why they should talk to us and why they should be, you know, a vendor or a client of ours. We genuinely need to have a conversation with the direct person that was involved with this transaction because we have some questions about it. That's how you get past the gatekeeper. That's how you have meaningful conversations and build relationships and get ahead of that bid and RFP of when it's coming up because now you have influence. Now you know who your real person is. They it's just like when you're making a return on Amazon. You can't make a return without that receipt. So being able to reference that transaction with the individual goes a long way. And, yes, Bernard, that is hilarious. Yes. Assuming that they will pick up the phone. But if you have like, I know for me at Palm Beach County School Districts, our superintendent is a huge FSU fan. Because I've had some conversations or I did some LinkedIn research, and I put in my subject titles, you know, go FSU. I know she's gonna answer it. So being tailored in crafting or inserting very specific information that provides a frame of reference is gonna go a long way. And then you can export these contacts. You can filter to the very specific departments. You can get very granular or very broad. And go ahead and hit export right here. Now that's just one way to get ahead of the bid and RFP with our Chromebook example. Another thing that you can do is contracts coming up for expiration, whether it's for student information systems or learning extra learning materials and software subscriptions that we're providing to our school districts. I'm searching for those various ninety five keywords with the help of my handy dandy friend, ChatGPT. Some of these names may be familiar. But right here, I can see that there are nine hundred and forty eight contracts that are coming up for expiration. So if I think of if it takes our team at GovSpend anywhere from one month to three months of building a relationship, getting an appointment, having that conversation, exploring a trial, or diagnosing that vendor's needs to then converting them to be a client, then I need to set my timeline to be maybe six months in advance. If your buying cycle is a little bit longer of a cycle or sales cycle, then maybe I wanna move it to next twelve months. Now I have an amazing timeline of agencies that have contracts coming up for expiration before they go out or bid. Yes. You will be able to watch the rest of the, the recording later. And, again, you can share it internally. It is for you all. So now that I've changed it to the next twelve months, I have a nice timeline of who I should be contacting today. Knowing who you should contact is just as important as understanding the timeline of when we should contact them. I'm not gonna call and waste tons of marketing resources or my sales development resources to call and market to people that are locked into multiyear agreements. No. I wanna be hyper focused with my outbound and my outreach on those that are most likely going to be coming up for a bid or recompete or get ahead of those contracts coming up for expiration. Just clicking into any one of these, I can see this one's coming up at the end of the school year, or beginning, I should say, August twenty second for Clayton County Public Schools. We have over seven thousand contacts, for you to take advantage of and reach out to those agencies or reach out to those school districts. This is for student information systems. They have, this is an extension for four additional years due to COVID. So this was an RFP that was executed during COVID. It is, auto renewable. So maybe we should remind that agency, hey, before they get suckered into that auto renew, that we should go ahead and reach out to them. We have some additional links where you can learn a little bit more about that agency if you're not familiar, even when their fiscal year is. We've noticed that, there's been a couple of school districts that their fiscal doesn't end in July. Maybe it ends in October. Maybe it ends in August. So some additional insights to take advantage of. How can we use GovSpend to find actual contracts? Well, that's right here. This is what we're looking at. Some of them will have the documents readily available, but these are the exact contract end dates. So this one, I know that this contract end date let's see when it is. At the top AI here, the end date is August twenty first. I can go ahead and click on view on agency site. So if the documents aren't readily available, it'll take you to where that contract actually exists in the additional terms and if there's any documents available. And it looks like there were no documents available. We have the vendor as Infinite Campus and Clayton County Public Schools. In addition to that, you're gonna see some that do have the documents available AI this one, City of Richmond Schools. Nine different documents. I can have access to those PDFs, and here is all the various renewals, the merger, the exact contract. I'm not gonna scroll through all twenty five pages, but you can even do control f on, like, scope of work or those signatures. Oh, here's some signatures right here. Barry, g factor, and Lisa Hanson. Those are some important contacts. That's at Edgenuity. And then the superintendent is Harold Chambliss. Here's the scope of services, the payment, and any other additional insights surrounding this contract. There are renewal options not to exceed nine additional consecutive years. Here's their price and quote right here. Looks like six site licenses, digital libraries. This is with Edgenuity. Here's the execution and the total dollar amount. Absolutely. Anytime, Laura. Now let's say you're researching for a contract or you're trying to find information and you're having difficulty finding it. You can always click on the chat icon and chat with any of us. We eat, sleep, breathe searches. And when you're dialing and smiling, we wanna make sure that you're not wasting any of that precious daylight when during office hours or during office time to dedicated to searching and scrambling and gov spend. You can always reach out to us and say, hey. I'm having trouble finding this contract. Can you help me find it? And if we don't currently have it, we can go ahead and make a public records request on your behalf to obtain those documents or obtain some additional information, depending on, obviously, the agency and the request type. So that's contracts. So far, we've gone over the bid, how to price competitively, look for the incumbent or who we are potentially competing against, how to get ahead of the bid and RFP using the spending module, and now contracts module. Now let's go ahead and navigate into meeting intelligence. If your subscription does not currently have meeting intelligence, I strongly recommend exploring it. It is a really great way to listen in on what agencies are prioritizing, voting, budgeting, and discussing, even even vendor names. You can type in your own business name in here and see what agencies are talking about you. Oh, I love it. Meeting intelligence is a game changer. So for my individuals that are on the, you know, LMS side where your materials are helping students thrive, absorb the information, and improve student outcomes, you can actually be alerted on when agencies and school districts are talking about poor student outcomes. Low here, low test scores. We wanna make sure that we're whatever we're inputting into meeting intelligence are spoken phrases, not necessarily things that would be on the titles or the descriptions. And that way, you can listen in. So for an example, Wake County needs to be focused on improving test scores, the vaping problem, and school violence. Those are things that are a huge emphasis and focus for North Carolina. This meeting happened just a few days ago. Just a few days ago. I can click on that meeting, and on the right hand side, I can click on when that spoken phrase was. Chris Hagerty is the one that's speaking in some of these meetings. But when I click on it the county needs to be focused on improving test scores, the vaping problems, school violence, and we need to focus on the basic things such as making sure our students have hair air, h HVAC, and heating and and air. So a lot of contributing factors to load test scores and improving it. Sounds like they need a new HVAC system if there's any folks that are in construction or focus on HVAC at school districts. So that's just one way. And, again, I can see Cheryl Caulfield. That's important to Cheryl Caulfield. If I need a champion to help me get into this school district, that's the one that's speaking right now. What an amazing way to, get ahead and build that relationship with that agency. We're also gonna be releasing that AI tool within meetings. I can ask the exact same question. What is the student population at this school. A hundred and sixty thousand. So even four times bigger, five times bigger than the last school district that we were explain exploring. Lots of fun ways to take advantage of this AI tool. Another example of identifying buying signals is expanding classrooms, building new schools. If you are in account management and you want to maintain your clients and get ahead of growth opportunities when their schools are expanding and growing, I know down here at Palm Beach County Schools, we just there's a lot of new housing developments. So that means a lot more families moving to Palm Beach County, a lot more students that are gonna be enrolling at these schools. They're having to build portables to expand and take care of those students that are now enrolling. So how do I take advantage of these meetings that are voting and discussing? For example, Chicago public schools build out new additions and new modular buildings or a new school. They're talking about, you know, what is it that they need to make that decision? Do we need to build a new school, or are we actually shutting down the school? Are we closing a school and allocating those students to other schools to get ahead of renewals or contracts that are coming up for our existing AI? So not only from a new sales perspective, but a retention. Does the does this only work for the current meeting, or will it look through previous meetings from the same entity? If I'm understanding the question correctly, yes. It's gonna look at previous meetings as well. So if I anytime I open up a meeting, I'm gonna have oops. Let me go ahead and go back. Anytime I open up a meeting, I'm gonna have this little AI tool where I can research that school or ask additional questions. I hope that answered the question. Now my last and final example, or second to last final example, is when are schools getting funds or maybe not approved for funds? I know with everything going on with the Department of Education, there's a lot of schools that are scrambling to find funds or get grants to continue their summer learning programs. So one of the ways that we can take advantage in EdTech of identifying which agencies do have the money is ESSER funds approved, grants approved for the school. And, I can see who is getting those approvals. For example, Shippensburg Area School District, grant approval for the high school and middle school. That's one of their action items. We actually have retroactively send in paperwork to get our grant approved for this school year. So Houston Independent School District in Minnesota back in January in their regular board meeting, they're trying to apply for grants and get more money. Maybe we should follow-up and see how that went. Approved some grants for some schools here. That's a little bit more vague, but I'm sure as we listen to that conversation, we'll be able to take action. And then last but not least, let's say you're in EdTech security or ed, access control and you're focused on k through twelve schools. Maybe identifying security incidents or an accident on school grounds or the new federal mandates that require school districts to have a silent panic button in every school. Maybe there's specific rules and regulations that are requiring these agencies or school districts to improve not only their internal structures or improve their, support of students or allocating towards silent panic audits. You can take advantage of that within meeting intelligence as well. So as an example, I am not even gonna try and pronounce that one school district in Pennsylvania. But right here, we can see that there is a safety and security incident in the annual report. Doesn't look good, which we do most of the time on security incidents in recent. We even heard on the last school meeting that there is a big vaping problem, and they're having issues with HVAC systems that could affect the learning of those schools. So that's the last example that I wanted to review with each and every one of you today. Hopefully, some of these tips and tricks resonated with you all, and you can kind of rinse and repeat for your own particular products or your own focus or regions that you're targeting. The materials will all be shared in the slide deck. I'll also include an additional slide that will have all of the saved searches and the examples that we reviewed today. So all you have to do is AI swap out your keywords or simply ask the GovSpend team to build that report on your behalf with any specific preference and criteria. Appreciate your participation. I always love these sessions. If there are any questions, I'll leave the last few minutes to answer any of those. Please, please, please go ahead and use the chat icon, and post those questions in here or if there are any additional examples that you guys would like to review. We also have some additional webinars coming up. So if there's any partners or any colleagues that are in cybersecurity or if your company, also happens to target police and fire, we're gonna be doing a segment on best tips and tricks in selling to police and fire departments in the area. If there aren't any further questions, be on the lookout for a follow-up email just recapping all the materials, and we look forward to hosting and continue hosting these industry specific sessions. Have a fabulous Friday, everybody.