00:22:47.576 - 00:23:49.432 I think that is not a unique situation for the design industry because design professionals tend to wring their hands a lot when going through and trying new things, even if it is the best thing since sliced bread. It's like, the constant refrain that we've always heard, and I've heard it since '97, 'but that's not how we've always done things'. And when you hear people say that, it's like, here we go again. It's that old wine skin mentality. It never changes.
And so this industry is going to continue to evolve.
And especially the generation that comes after you starts to matriculate through the design industry. I think we're going to see more and more change take place and people will embrace it faster. So where you say, oh, well, it's going to take five to seven years for Pirros to get to a level of adoption that's across the board. In ten years, that might be two to three. I would imagine that's going to get faster and faster.
Peter Johann 00:23:49.616 - 00:24:49.870
Yeah, I think a big part of that is these firms are going to have systems in place for change management. And I think we're seeing this at larger firms right now and they're placing a lot of importance on that, but a lot of the firms that we sell to, 20, 50, 100, 200 employees, they don't have that system in place. We're placing our emphasis on evaluating the software. We think the software is going to be good. We buy the software and then they think their job that, the people that are tasked with implementing the software, they think their job's done and they don't recognize or have a system in place for that change management. And I think that people are going to recognize how important that is because a lot of these solutions are really good solutions for their firm. But the missing piece of the puzzle is that change management and they'll recognize that it's just as important as the valuation.
We can evaluate a tool and get it all right. If we dont implement it properly, we are not getting any value.
So I think these firms are just going to get better at it and recognize the importance of it more.
Randy Wilburn 00:24:49.990 - 00:25:03.684 So in your market research, I'm curious to know, have you found that larger firms have an in-house thing that they have duct-taped together before or they don't have anything at all? Peter Johann 00:25:03.812 - 00:25:47.190 No. There are other software that can do something adjacent to what we do. They're called Content Management Systems and most of these firms have those.
They're not real solutions to detail management. We talked about a detail library before.
They're just a way to host their existing detail library, but they're still looking through past projects a ton for details. It's still a very manual process to build out that library. And these firms are facing all the same challenges that our current customers do.
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