Join Vince Aguirre, President of Distinct, as he explores the Zoho One platform for small businesses.
So I, everyone I'm excited to be presenting today on Zoho one, which is an all encompassing Zoho platform. That includes over 45 different tools to run your business. I've had some criticism of the title for being for small businesses. And before I begin, I do want to let everyone know that this is also enterprise grade software. Although today I'm focusing on small business. Before I jump in tell you all a little bit more about who I am. I graduated from DePaul in 2012 with a degree in computer science. Since then I've done various degrees and certifications in marketing. To help distinct grow and help serve our clients. We started serving clients in 2013, under a different name in 2015. We became distinct. In 2019, I was happily married to my wife, Shelby, and this December we're actually expecting first born. So yeah, I spent a long time trying to pick the right picture. So a little bit about distinct. We are primarily a web design and digital marketing business. We work with small businesses and we pair them with a marketing advisor. We really want to focus on local businesses, independent businesses, and try to have someone in a community with the clients that we're working with. We want to focus on strategy and partnering with these businesses to help them be successful. So my goal today, I want to present this to you in three photos. The first photo is where you may be right now. You may be comfortable in the systems that you're in or maybe like our CA on the right. These are my, our cats, two of them maybe on the cat on the right. You're a little cautious you're not sure about the Zoho thing. But my goal halfway through this presentation is to help you see the light get you engaged with what you're seeing a little interested. Maybe you're start Googling Zoho but then by the end, I want you to take a leap. And I'm here to hold you to make sure you can reach whatever you're reaching for. I know these are a couple of years old. I was going through photos. I was trying to figure out like, which ones I should use. I wanted to use this analogy. And then these three just popped up and I was like yeah, these are them. But let's, Mohito on the right. He has his own Instagram, check him out, slow Mo what does it slow mojitos and that's OSI on the left. And like I said, I want to help you take that leap and reach that. A goal that you're saying. So a hypothetical question, unless anyone here wants to answer, but what would you do with more time, more money easy access to all of your business information, all of your passwords being remembered for you with one username, for everything you need in your business for spending less time onboarding new employees and training them and less time reviewing applications and scheduling interviews. Does that sound good to you? All those things you would like to spend less time on? Got some yeses. Good. I didn't even know. I wanted to save time on those things until about 10 months ago. My team and I were looking at our CRM. We were using a name, big name brand CRM at the time. For those of you who may not know a CRM is a customer relationship management tool. It's the hub of all of your customer data. And I was looking at their pricing and what we needed to grow in the way we hope to grow in 2021. And it was terrifying. I couldn't, there was no way I could have done it. Just couldn't have, so we needed options. A team member of ours, Jacob said, Hey, what about Zoho? And I said, ah, I've seen them for years. I don't know. They're confusing. I don't really understand what they do, but I looked into it and led us to this time we are now. So yeah, it was just, I was frantic and I was looking at this screen For everything I wanted to do in our system I needed this$4,000 a month package per user. And there was no couldn't, there's no way. I could've maybe done the 1780 a month per user. But still it would have, I don't know, we would, would've had a triple our prices. It just wasn't going to work. So I found Zoho one and through a lot of self-education because admittedly, it can be overwhelming to look at these products. I was able to learn, understand what they could do for me and my business. So a little bit about Zoho. Zoho was founded in 1996 and grew profitably over 4,500 employees. Primarily they are based in India, but they have offices in Japan, China, Singapore, California, Austin, Texas, Netherlands, and they're growing rapidly. And they offer a different levels of products and services, including marketing and sales, project management, collaboration. Finance and HR and business process intelligence. They have over 30 million users worldwide. They're growing rapidly and they really want to be the operating system for your business. They want to be what your business runs on, all the tools you need. So what does that really mean? Helps you acquire and serve new customers. Empower your new employees, run your operations, finance, human resources, assets but also create differentiation and you can even create custom business functions and applications. So this page really excites me. I loved Zoho products when we found them, but then I learned more about the company and the culture, and this might be hard to see, but on the left corner, there's an image. And what that talks about is the Zoho farm. Zoho bought this giant plot of land in Austin, Texas. They wanted to build the next big tower, have their corporate headquarters like a lot of tech players do. And they realized during the pandemic that's not them. They're privates, they're not flashy. They don't need a big tower. They don't need an apple campus. So what they did is there were some existing businesses on that plot of land and the employees work in those I'm sorry, some existing buildings, the employees work in those buildings and the rest of it is an actual, fully functioning farm. If hire two people to manage that farm, any Zoho employee or customer can go visit camp, go farming, things like that on the land. On the right side, there's an image. And I'll prep. These links afterwards where Zoho is envisioning a world where they have small communities of offices and rural areas and their whole employee system will be distributed. So again, now these big towers, not these. Fancy campuses, but having 10 or 15 people in a place like Greencastle working in a small Zoho office that maybe connects to a slightly larger office in Indianapolis. And they're doing that now in Texas with the area around Texas and Mexico that having a bunch of small communities I've actually been in touch with them and push them to, to look at Putnam county and think of ways that they can do that here. And yeah. So the quote below, you may have already read it, but basically talking about those buildings in the space, creating this organic farm and two Zoho employees now are just farmers there. So this is a really cool calculator that another company created they're called the workflow academy. You can find this on their website. But this calculates how you can save money on Zoho or by using Zoho based on a bunch of other tools. And what I did is I customize it to what I was looking at last year when I was making this plan. And you'll see the HubSpot was a giant monthly investment. There's absolutely no way I could have done it for 11 users where we wanted to be at this time. And then some other tools that we're using that can also be replaced by Soho one. So this is drastic, right? I needed a very specific part of HubSpot that was going to be very expensive. But other other organizations might not save this much money, but I'm still going to save some money. So you'll see here on the right side 44,000 per month was what I needed with HubSpot. Again, couldn't have done it. There was just no way. There's absolutely no way with Zoho for the same features and all the features of these other tools. We're at$330 per month for 11 users. Just giant savings. And we're seeing savings, significant savings of$500,000 a month for most businesses we're talking to. I think that's really impressive alone. So I can't, there's no way I have the time to go into all the different tools, all the different offerings. But I want to just show some of them and help you all visualize the scope that is available within the suite. Some of the ones on this page that we use are the CRM sales inbox sales IQ social surveys, marketing automation, work drive, and these are plays a plethora of other services all within the ecosystem. There's a whole nother page of services. And they're adding constantly. They just released a Phone phone system, a VoIP system for Zoho, the integrates with everything. I'm still pretty new, but it's coming out and it's really exciting. So these are just some of them. And I'll come back to this another point. If you guys have any questions about different items and here's some more, like I said, it's really very robust. A lot of them overlap. They often merge or pull different services out. It's a very evolving ecosystem. Before I go any further, feel free to anytime for those of you here. Just stop me. If you do have any questions if you're watching this online, I'm not looking at chat, but I'll get to that afterwards. If there are any questions there. So the, all the different apps or essentially I'm using the wrong Let me cover that. By default, most of the tools are different teams. That's one way the Zoho stays affordable. They don't have a lot of overlap, but they all have standards that they follow to be able to integrate. So some of them integrate right out of the box. Some of them you can do some tinkering spend 20, 30 minutes or work with someone like me to connect them. They also have Zoho flow. Which is very similar to Zapier if you're familiar but that can connect external apps and internal apps. And you can fully customize using a programming language they've created to really do anything you want. So there are levels of integration, but by default, most of them talk in some way that would be valuable to you. But if there's ever something you go, I wish this could do that. It's possible. It might just take a small investment one time. Yeah. So this is an example of their analytics dashboard. And just a quick example of some of the things you could do right out of the box. This is pulling from the CRM from accounting from their bookkeeping tool invoicing their deal pipeline all in one dashboard. And it can pull from external tools as well. QuickBooks is one I've worked with social media accounts. You can pull everything and create these dashboards. It's been really fun and exciting for me to explore. This one is just something I found on the internet. It's not one of my own, but I have some examples I'll show later too, and analytics does come with the Zoho one subscription. This was a gift, but in turning this into a PDF, I realized the gift was not going to play, but it's an example. And I'll show you a real life example here in a minute of the search functionality, across all the apps and how it can be searched in one location and pulled from everywhere. So one example is a contact that you want to find all their files. All the times you've mentioned their name and your internal chat, the documents, maybe their invoices, things like that. And you can integrate the search across other third-party platforms as well. So I see box Dropbox, Google drive, slack, Salesforce. There's other options. You can pull it all into that search. Say that again? Yeah. So with some integrations you can pull from. Yeah. Let me just jump to it now and show you a real life example, but this is the it's called Zia search. It is their exam, their representation of Siri. You can talk to it, things like that. And by searching in this toolbar, it'll search across the entire network of connected apps to pull up information. So here, this is the tensor hub. I'm picking on Brian Cox a lot today. So I typed in Brian Cox's name. I'll see all of his information in the CRM. Some recent invoices for his membership. Any email marketing campaigns we sent to Brian the notebook is a lot like one note. So that's here in the corner. I can pull this up from any app and take notes. So I'll see call Brian. I don't know if it's easy enough to read, but and here I created a note that says Brian Cox and attendance savings. We'll buy him a donut and he's not here. So I'll buy someone. Else's a donut. But so this can be integrated with. All of these tools as well to have the single search for everything across your applications. I see you, they bought, and Ashley, could you that's a great question. I've never tried that. Not look quick. You can reference in the notebook now within the CRM, you could I could reference clients, tickets, things like that. Yeah, I think I'm pretty sure this is solely plain text and that this, those are checklists. I see those checklist. Oh, okay. Almost start your day. And it's like jot down a few things you need to do, yeah, and this is a very like basic notebook tool. They have more robust like project management tools. You want to use those, you can even create tasks in the CRM, maybe replace replaced the post-its on my that could replace your post-its and then you can search them all from right here. So the one thing I want to caution everyone, like I said, that first picture of the cat, the reason I brought that up. Is because there's so much you can do so much. I like to do that. It can be overwhelming quickly. So to answer that, like I would probably create notes in the CRM and then you can reference them directly to the client and to the company, but still find them here as well. But maybe for you using the notepad is perfect and that works also. So it's all about customizing to your needs and out of the box, there's going to be. Three or four options for anything you'd want to do. And it's just finding what works best for your workflow. I like the notes a lot though. In our own internal one, I have all kinds of notes there that I just jot down throughout the day. And then I add them to the other places that I like to manage my my projects from and whatnot. as you want. yeah, it was more like solid information. Yeah. That's how I use it. Yeah. Just get down quick. Most, if not all Zoho apps, we're looking at have a mobile app as well. I love their notebook mobile app. So that's what I'll typically do. Pull it out, dump it in there. I can access it from here. And then when I'm ready to make it more actionable, I move it. Most of them do. Yeah. Which is a blessing and a curse. Yeah. I think I have 15 Zoho apps. But they all, like I said, all the teams are siloed. It'd be a really bulky app if it could have everything, but with Zoho one, you can't have the Zoho one app and it links to other apps that helps you figure out which one do you want to install or not install, but you still have to have multiple apps. Yeah. Yes. The app management app, like I said, cat's in the box and now maybe you're looking out and you're getting a little comfortable, but yeah. Yeah. Especially if you have different team members doing different things, I think it may be a very specific issue to me since I'm touching all departments in all areas, but yeah. The CRM app is fantastic. I like the app better than the. The desktop version, to be honest it's less intimidating. But yeah. Yeah, if you're just finance, you have the books app and that's all you need and it pulls information, it sinks all across. So that's all, it's really all you need. So speaking openly, honestly, I have not set up integrations to search from external tools, but when I found this, I wanted to include it because I really want to do that. We have a shared drive and you have a be such people like. And their name and that you're talking about, her name pops up. Yeah. Yeah. And so who also has what they call Zoho work drive? I'm the biggest ally of Google and Google workspace. I've been a reseller for years. I love it. But work drive is very polished for business process in a way I've never seen Google drive work. So as far as permissions and drafts settings it's really awesome. But yeah. So this would pull if you were using Google drive or another tool just to pull all that in and make it indexable and searchable. I don't know how it relates to customer records, but if you're taking the customer name and the names of the document that'll pull up. So their goal is no more application spaghetti. So you have all these different applications that maybe talk to each other, maybe don't, you're popping in between all these different things. So their goal is to have you be in one place with all these internal tools and still, if you need an external tool pull in I borrowed this graphic from the Zoho, a marketing document, and I just absolutely love it because we all can relate to that. Yeah. So this is just a quick example. If you have an intranet, you can tie into your own databases, things like that. Again, more complex. You probably want to work with a consulting partner but you can pull in from really any database that you build a connection for. So this is an example of an intranet that has a fourth floor plan in their internal internet, and you can pull so what can you replace with Zoho? One answers, a lot of things. I'm sure I know there are more, but these are some of the most common tools you might be using that can fully be replaced by using the Zoho one suite. And I was using a lot of these and just to show Zoho is growing rapidly. There's a whole one product launch in 2017 and they had about 5,000 users or customers at that point. As of 2019 is the most recent I could find they're pushing 22,000. And it's just, it's skyrocketing. They're really growing out their partner program. People like myself because they don't really do much marketing on their own. They don't spend millions of dollars on marketing. That's how they can keep things affordable. So should you use a Hawaiian? I think, yes, if you'd like to save time or money if you don't like searching everywhere, if you value collaborating and integrations, and if you value customization but if you like spending more money on things and you like that, the tools you're using have a tower downtown. That their name on it. And then that's the reason not to use their ho they're not going to have a tower downtown. You, if you love searching across multiple tools, if you love remembering all your passwords or you hate when your tools can really be customized to your needs, then no, you shouldn't use Soho. But all jokes aside, I know it can be really intimidating looking into a new tool like this. So Zopa so partners with people like distinct to myself who are passionate about the product and love to help you make decisions and figure out the integrations for you. So I all, all jokes aside when I was looking at this last year, it was very intimidating trying to figure it all out their website. Wasn't very helpful. I didn't have a partner guiding me. But I'm the type to dive in and just learn things. I was able to understand the ecosystem. But really for me I think it's really beneficial for someone to talk through and understand the products more in depth. So this is the end of the formal presentation, but I wanted to walk through some of the tools we're using for the tender hub and then open up any questions, because again, I can do a lunch and learn every day for the rest of the year and probably not cover everything that could be covered. So before, I guess I'll open up to any questions now, before I go through some of the tens or hub tools It's different tools interrupts, always. So as strong as any other tool I've used there's a lot of seamless integration through pre-built apps that you just push a button and they work just like authenticating your email with. Different tools then using Zoho flow, opens it up to a whole nother realm of just drag and drop integrations that are really robust. And then not, this is a little off your question, but then again with the custom programming it's really straightforward to build deeper integrations, but out of the box you can integrate with all the major players QuickBooks, Google, Microsoft anything you typically integrate with online is out of the box. Specifically for the CRM and some of the other mainstream tools analytics as well, analytics can pull in LinkedIn, Facebook, social media Google, or QuickBooks, Google drive, work, drive all the certain things. There's certain tools that I have to be downloaded. Yeah. Yeah, I agree. Like I, I won't switch us from G suite or Google workplace but it integrates really deeply with both outlook and Google. What I have pulled up here is sales inbox, which this is pulling straight from my Gmail. I can go to Gmail and send an email right now. But it also pulls all my emails into the CRM to keep records there. So I don't have to use this as my primary. I just wanted to show us an example. But I, for myself and for Tenzer I still use Gmail, but everything is pulled right into the CRM seamlessly. Do you respond to emails? You can. I do not. You can. And it's a really, I wish I did, but I just, I'm the stubborn old guy with my Google and I love my Gmail. But like this tool pulls right in, it shows your contacts and leads. It shows people not in the CRM. Anyone with a tender hub email address shows here. And if I compose something, it has a lot of a suite of tools there and it goes through my email. I'll still be able to see it in my Gmail. So there's a lot of integration. You like your mints at times, or having been set the scene? I do not do that into Zoho. No, but you also could, you can add multiple domains. I can schedule this to send it has. Intel email intelligence to know when the response, the person to respond, the person receiving the email will be most likely to respond. Oh yeah. No, my best time right now with things noon. And I just had this up today and I haven't emailed most of you. What is your, so I don't know. It might be, everything might be just noon. I want to say. Yeah, it doesn't even give me an option like that. Yeah. But so this tool adds these, like you can add a task at a note or out of response watch if he doesn't respond within one day. Yeah. This is just one of the tools. Again, I could go into tools for hours each, individually. What's the sandals. Nice. So just, it just sent where do you see pipeline view? Or just in, in the CRM and, yeah. Okay. Yeah, so fully customizable, but here, this is Brian's record on the left side, you have all the related apps and lists that you work on. So here is an attachment, which was his review of the tensor hub emails I've sent to him. Here's a lunch and learn email. I asked him if he was going to come marketing emails that I've sent to him. What was it like for you? Yeah, so you can customize a deal pipeline and you can add labels and things like that. Through all of the contacts, through all the different, like main tabs, there's really robust filtering too. So chats attended browser page visits. They have a tool called sales IQ. It goes in your website, it tracks activity on your website. So that can all be pulled into here as well. You can set custom scoring. So if someone's been on your website for four hours and they visited 50 pages, you can make them a hot lead or soccer. I have event rate tied in so we can see people who've attended event, bright events and how many they've they've attended all right here. For tender, we use a host subscriptions. This is off because we just switched this month. Not everyone's been billed. But it will show subscriptions per day. If we lose members, it'll show when they're leaving, we can track all those different churn rate, any any reasons or problems that are causing people to leave. And this all integrates together. So within Brian's account right here, I can go in and see a subscription, make sure he's still subscribed to being a member here at the hub and really follow a holistic view of everything that he's done. I have too many tabs right now. Everything's going crazy. So subscriptions are going to be down here and there. I can see he's a regular member. He pays whatever your member pays. And it's right there. And I can click on that and dive deeper to one tool we integrate with a distinct is there Zoho desk? It's a robust help desk tool. And you can have emails, text messages, social media comments, social media messages, all being pulled into there and have different teams that can access different parts of that and respond comment. And again, that would pull it right into these records. It would show, it would say Zoho desk right here, and then I could see all the all of the records for that right there. yeah. That slide of the Zoho marketing slide and what I have to assume they're saying is by using Zoho social, you don't have to be actively on LinkedIn because those, so social, both lets you schedule out posts, but also create tasks. If people are commenting on posts you can do some automation, some RSS feeds or scanning different social networks to see if you're being mentioned or for keywords, things like that. So that's my best guess of what they're meaning there. We don't use those social for ourself right now only because it has a limitation on how many accounts you can post to at once. So for us, we post a distinct of insecurity. Shannon's Metro drove bottom. All those Facebook accounts get most of our posts. With zoom social, you can only post a one LinkedIn profile at a time in one social, one Facebook, things like that, but they are working on improving that it's some legacy code that from 15 years ago, they can't 10 years ago. They can't. Yeah, but it's really nice for if you struggling to manage your comments and responses, messages, things like that. Social is a really good place because it can create tasks and tickets. In your Zoho desk so that you can know if someone comments, Hey, I know in your case, Hey, I'm looking for an executive level position. Can you help me? You may never see that if you don't, if you have a hundred comments, but if you have these tasks being created on keywords, you'll be triggered and know oh, I need to respond to this person. So that's my best guess is it's mostly social posting is how it's going to replace. I'm going to pull up the chat, see if there are any comments. Is there a nonprofit option? So yeah. Yes, they do offer non-profit discounts. I haven't experienced them directly yet. But I do know all their tools have educational, nonprofit options. Sarah, I can try to find some information and provide that to you. And we did actually just implement a online donation. Page for a non-profit using Zoho checkout. So really simple one page, they can click a donation amount, make it recurring for other information and go that's you can buy all of these tools separately. I failed to mention that they all have separate pricing. If you wanted one or two tools, but for me, the Zoho one bundle is really nice because it's one price for all of these tools. And the pricing is pretty straightforward. If you buy a license for everyone in your organization, it's$45 per month. And if you buy a license for just a few people in the organization, it's$95 per month. So they incentivize getting your whole organization on board. I have asked them, how do they check that? You've signed an agreement when you sign up, but basically they said like it's trust. And also along with that if you, I have an organization that maybe has some employees that don't need these tools, right? Maybe they're cleaning the office space and they don't need to check a CRM. They do not have to be on for the full employee licensing, so you can get the$45 per month rate. For just a select few of more of your your workforce that needs the tools. So like that. No some of the two with Zoho one, it's mostly all inclusive. If you're buying things separately, there is a lot of scaling. There are some things I think API calls. You pay for, if you get to a certain threshold, but for any small business you're not going to reach any of these thresholds. So why don't you automation the end? Yeah. Yeah. As far as I've seen with all the businesses I'm working with and working for ourselves, I've not ran into those limits. I was Zoho one it's very open. What I would say is I can look at the Zoho campaigns pricing as a whole campaigns is the email platform. They do have tiers there and then typically I can find any additional tiers for Zoho one, but they really open it up. They really opened it up. There's some of those other ones, Zoho volts can store all of your passwords and share them across different permissions. One thing I failed to mention is that permission settings are really robust. So you can have permissions based on roles based on titles. You can have shared permissions. With us, we have a team of two people who work together and they can see each other's contacts. They can see each other's notes, things like that. But then not see another person who maybe is not on our teams information. So that can all be very customizable. If you have someone who's just a part-time contractor doing one specific task, you can give them the small amount they need. And you can set it all up to automate. When you onboard someone, they get the tools that they need. So people has a learning management system, they just rolled out and that allows you to create classes and have your employees take these courses, take these trainings. And then as they advanced to them, get permission to the tools that they need. Which is really nice to be able to build that out. Similar tools to that. I was looking at some, and those ended up being 150, a hundred dollars per person per month. Again that's all included. Rolling. Yeah. So there's two ways to go about it. You can go through all the different apps supports. They all have different support teams. Each apps, a little different CRM in books have very robust, very fast re support. Things like analytics, which isn't as big of a emergency need. It's a little slower. And then you can also work with someone like the stinks, where we provide support in addition to the support they have in the apps, but I've really loved the CRM and the books and invoice and subscription support. They've been really quick to jump on a video, share things like that, because those are more mission critical. They have email chat, support, phone support for some tools. Yeah. And you can also there's a partner support with a dedicated partner team through Zoho. That's what we use. They onboard you concentrating that's an additional fee if you want that, like handholding. I think you can even do that if you're working with someone like distinct, although I don't know what the cost benefit would be. But yeah, it really, depending on the tools, it can be very robust support and I've only really used support for a handful. I have, I've used it for sales IQ, and that was really good. Is that something where you. I've never set up a call. I'm sure I can. Typically I gathered information via email talk with that partner support channel and then educate myself. I want to have a very robust level of knowledge for all the different tools if we're not using them. But I can try to set up a call as well. That, yeah, that'd be great. Yeah. Yeah, absolutely. Sure. No, absolutely. I think that's a great idea. What are your thoughts on so as I've been putting a toe to the Zoho water, Yeah, I was spending money because a minute jumped in. It's very normal. So my biggest question, like you being Zoho pro I think that we need to integrate. His projects and I'm having a hard time figuring out like how to invest the time to make that project dashboard like work for us. And this is, I know that you are very good at moving through softwares. Like you're going an understanding of software. I'm going to like. I have my Gmail and I have my white board and then I have my, into my Gmail. It's like unread emails, me and I need to do something. Now I have a start starring them if I need to do them that day. And then I have all these post-it notes of things I had to do on Monday, but the post is still there anyway. So I have this like system that works for me, but it's not really working for me, but it's also like to get it all into project seems so overwhelming when there's already like all the work that needs to be done. Yeah. For like normal work. Yeah. And so what is that of your, I dunno, what are your thoughts on how best to manage that particular problem of like now I want to adopt Zoho, but to adapt it in itself is hugely time-consuming. Yeah. So the answer is going to depend a lot on your preference. I've throw it back to you, right? One option is to find someone like distinct to sit with you, understand your needs, take everything and just do it right. Much I'm sure some of your clients just Hey, just do the thing. I don't really know what the thing is, but do it and tell me what you need me to do. But then alternatively, it's really just jumping in, right? Saying here's what I currently do. How can I currently do it the same way in projects? And then figure out how to optimize things later. That's the approach I ended up taking, because I didn't even know the partner ecosystem existed when I was learning. So I just took everything and put it in, get some onboarding calls and oh wow. I can do this. So then I tinkered. But if there's no time for that then working with someone like distinct just to sit down and listen, understand, and then have us build it out to your specifications could be a good option. Yeah. What's the pricing, like for the, to look like, and you were talking about, some of them were advanced coding, and I know you had some posts that you were recommending them, but for that too, like what is kinda that like price point to get that kind of help? Yeah. So everyone's going to be different. We're still exploring our pricing to be honest. Right now for smaller projects, I want to just do them. I want it to make it affordable for clients so we can get that experience doing it. And we can get clients for case studies. We're actually hoping to work with the chamber of commerce on a case study of using Zoho for the chamber. So a lot of heavy lifting with no investment there. But partners I've worked with are ranging anywhere from 50 for someone 15 hours for someone not very experienced or just on their own to some of the agencies are a couple hundred dollars an hour pay for experience and if they can get it done and have the time sure. Worth it. It's for distinct, we really haven't set on settled on pricing yet. Again, we were. Building out systems for ourselves. We want to build out some systems for people we trust and people that will give us referrals. So we're trying to figure that out. Yeah. But yeah, it's a wide variety and for the custom coding most agencies even distinct partnering with people who can do that bundling it all in for making those robust systems. Yeah. Yeah. Yep. It's included. Recruit alone is I think$45 a month for some of their, I think it's 25, 50 and 75 if you're just buying recruit. So most of the tools are priced in a way. If you buy two or three, you might as well buy Zoho one. Just to get you into the ecosystem. We're using recruit for distinct for when we're looking for new talent. And then I'm rolling that out for the chamber of commerce as well, to create a job board for the community. So really robust and sign. You can do all your document signing. Yeah, that's included yeah, we have some automation set up when a new client. Joins, they get a document it's boiler plate fills in their information, sends it to them. They sign it, saves it to their profile. And you're using velvet books. Is, does it tie to your bank account to where your bank is like feeding in all the transactions are there? It does currently. We're only using it for invoicing. We wanted to take this year to still do expenses and QuickBooks. January 1st, we're going to move fully Zoho books. And it does a bank integration uses plat or whatever that popular being integration do. Do they have anything for like expense management? They do. Yeah. So I guess, let me ask it, when you say expense management, like something like tiger point has three people with credit cards and we need them to tell us what their credit card charges are at schools that I could. I, so I do not know they have Zoho expense. I think that does it, but I have not even opened Zoho expense. So I cannot tell you I know there's a podcast I listened to. There are a consulting company that does Zoho work, and I think they're building out some really cool custom stuff for inventory and expense to make a robot tool. And I think they've mentioned expense in the way that is expense management, but I don't know. Let's Yeah. Yeah. Now I'm curious, I want to look into the expense and see exactly how that works. But just to, to wrap up going back to. The slides. It's hot in the room. A lot of people started like this out, a little interested. Maybe they want to take the jump or maybe you're back in the box. And you're like, I I don't know guys, this is a lot of different tools. I'm overwhelmed. But regardless of where you are in the process, the mindset I'm happy to talk right now, like I said, we're not even, we're not charging anyone for brainstorming. We're not charging anyone for building out scopes of projects. I'm using it as a learning experience. If the work is a big project, maybe some billing involved for that. But if I can use it to sharpen our saw then I'm happy to explore things with anyone who's interested because we really love this platform. It's helped us a lot. I don't know what we'd be doing if we had to try to spend$44,000 a month or whatever that was. I don't know what tool we'll be using, probably Excel. If I didn't find Zohar it's really changed the way we can serve our clients. And I think it's really. A great tool for small businesses in particular. So yeah, there's no more questions I'm going to shut down this live stream and trial. Yeah. So I know there are trials. How long, how was your trial? I know you ended up upgrading, but. Yeah, it was a 30 day trial and I was trying to get some kind of access to analytics and it, I don't know if I just misunderstood. I knew at that point I was going to buy it anyway. So I was like, went ahead and made the purchase because it seemed like I couldn't quite get a good understanding of the analytics piece without being a scrapped member, but that could have been a lack of understanding on my part. Sure. details. Yeah. And we do have a free trial link. If you want to use it going through Russ pairs you with us as a advisor. It's on the event bright and it's on the Facebook for anyone who's not here. But I'll also send that to you, Casey. And yeah, the, I think all the tools have some kind of free trial and a large amount of access for you in particular or anyone who reaches out to me, we can create full like sandboxes. For you to test out. The only problem with that is there's no way to migrate to the sandbox, to a live environment. So if you spent a lot of time building it out, you got to do it again. But if you're, if you just want to test some things and you're like, oh, let me, my 30 day trial wasn't enough. We could explore that too. all right. I'm going to shut down the live stream. I don't see any more questions coming in.