the architect camp working on projects so it's often the person who is whose responsibility it is to manage the data that we first talk to. 0:26:08 - (Reg Prentice): But in all cases, after having spoken to us about it, they'll bring in the other stakeholders within the firm who also want to see it and participate in the decision-making. But it is what you might call an enterprise decision. So even for small firms, it's not a small decision. It's like, this is a platform that's going to manage and archive and store our data. So it's not like people just try it a little bit and then walk away. It's a serious decision they make and so that often takes building a relationship, understanding their problem quite deeply on our side, and them understanding the solution quite deeply on their side. 0:26:52 - (Randy Wilburn): And you mentioned size, so I'm assuming you would work with a small firm up to the big types of firms, like a Gensler or somebody like that. So it doesn't matter. You could be a ten-person shop and TonicDM could help them. 0:27:07 - (Reg Prentice): Yeah, we have many customers. We have only a few at the one and two people because that's an architect who is naturally predisposed to organization. And so right from the beginning of their, of their journey as an independent architect, they'll look for something like Tonic knowing that they need that, that's part of their set of tools, but that's less common. So it's usually around the 10, 15, 20 size that firms will start to get interested in this. 0:27:38 - (Reg Prentice): And then most of our customers would be between, let's say 50 - 1,000 people. But because it's a cloud-based system, there's nothing that gets installed on your devices or your servers, everything is in the cloud. So the setup process is surprisingly similar between let's say a five-person firm and a 500-person firm and you connect it into your Microsoft or if you have, we do support other platforms too, but if you connect it into your Microsoft you connect it into your accounting system. Typically, although smaller firms often skip that step, then you set up your projects and you're pretty much ready to go. 0:28:19 - (Reg Prentice): It takes usually only about an hour to 2 hours to set the whole thing up, regardless of firm size. So that's one of the advantages of cloud software, is that small firms get the same software and the same experience as even the largest firms do. 0:28:34 - (Randy Wilburn): I love that. I love when companies can offer a service where they don't have a silver level and a gold and a platinum level, but it's one size fits all and then it's scales based on how much usage you have so I love that type of setup because then that means you get everything right out of the box. 0:28:54 - (Reg Prentice): And just as part of our obsession with simplicity, it makes that possible because it needs to be simple for large firms, just like small firms. It's quite surprising that you'd think large firms have enormous IT resources, so it wouldn't be a problem. The fact is that large firms do have amazing IT resources, but they are still overwhelmed. They have way too much to do and they don't want this kind of thing dropped on them with some heavy lift. They would much rather take a couple of hours of their time when it's running.
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