Alanna Jackson:
All right? Billy thank you so much for joining us on the b two b mix show. We are excited to have you on and talk about some ABM stuff. So thank you for joining us.

Billy Bateman:
Yeah, really excited to be here and and be on the show with you ladies.

Stacy Jackson:
So sales and marketing alignment has always been a big conversation but it's even more important with abm. So let's talk about how do you start? the foundation to get that right? How do you organize your sales and marketing teams to work together as a single unit. To make Abm successful.

Billy Bateman:
Yeah, um I think there's a few things you have to do so The first thing is at the leadership level beyond like it's easy for me as like a founder to be like hey we're going to do this but you have to go down to who's running marketing who's running sales or. Or perhaps you know, maybe a click down depending on your organization size. But you have to get the 2 your 2 leaders on board and on the same page. First off 1 of the conversations I remember you know we're small enough that hey I have 1 guy who who runs the whole sales team. 1 guy who runs the whole marketing team and essentially. Everyone on those teams report to them and we started like when we started out doing our own. We call it a count-based engagement but it's just ah, you know an iteration of of a am and ah sales Steve and and Pete we're definitely not on the same page. You know Pete was like hey I'm going to go. I'm gonna run you know here are my target accounts that that I think match our icp I'm gonna start you know with our email blast and and you know all of our play and then Steve had a whole nother play where he'd made his own list and he was like hey we're going after these buts on our own. Um. And you know I saw that was happening pretty pretty quickly and and you know we sat down with them and I was like guys. We've got to get on the same page and so we had they have a meeting once a week now essentially just to go over everything account-based engagement related.

Billy Bateman:
And what we're running so the first thing is you got to get your leadership on board with ah with doing that and then you got to define things to make sure you guys are operating on the same level. So what? how are we going to choose the accounts that we go after and then can we agree on the accounts that that we're really targeting and going after. Like you've got to get those 2 on the same page and you know that comes down to you know we'll probably talk about how do you define an icpu a little later because that's ah that could be a whole podcast all on its own if you really want to dive into that but then just making sure you agree on the list I think it's the biggest thing.

Stacy Jackson:
E.

Billy Bateman:
And and how you arrive at who goes on the list. So one of the things that we do is you know we have an icp. Um, and you know we're a software company so I can and my biggest role is running our product and I can say hey like here's our problem like we can run a lookup and say. Anytime a company who matches our icp comes to the account and and says you know does some actions that make it look like hey there might be some buying intent. We automatically add those into our new target list because it's like dude rather than just say hey this is who we want to sell to. We know, somebody's got some interest. And we can start working that right away. Even you know, maybe they're very early in the buying process but but still like that's much better than us just going through a list and saying I think these guys fit the they fit the bill. Let's go after them. Um because you don't know where they are like. They could be in a three year contract with your competitor and it's like yeah we we love you. But you know, buy us out of our 3 year contract and usually the answer is like yeah yeah, no, it's like let's talk in a year and maybe we'll buy you out of the last year

Stacy Jackson:
Frank.

Alanna Jackson:
Right? Yeah, not going to happen.

Stacy Jackson:
Yeah, yeah, ah.

Alanna Jackson:
Yeah, we don't get around everybody will be like bias out of our contract. Ah yeah.

Billy Bateman:
Yeah, yeah, yeah, it's like that's a slippery slope right? there? Um, but getting them on the same page really comes down to alignment and making sure you are consistent with that. So we've all started programs. It's like okay, we're all going to do this. Whatever it is and as an organization you know and you have it at your quarterly or annual kickoff.

Billy Bateman:
And then in three months it's like are we still working on those goals. You know it's easy to get distracted by new things happen every day and so just making sure hey we know what the rules are what we're going after together and we're consistent.

Alanna Jackson:
Um.

Billy Bateman:
In following up and and if we are going to adjust like we're all in agreement on this is how we're going to adjust.

Stacy Jackson:
It's almost like you need to ensure you've got some good change management in place to to follow up and keep people engaged and interested.

Alanna Jackson:
You mentioned? ah.

Billy Bateman:
Yeah, yeah, especially if it's something new like you have got to the follow up has got to be key and and like with anything even if you've been doing it for 2 years and all of a sudden you stop your weekly meetings and your your followup and reporting like.

Stacy Jackson:
Yeah, yeah.

Billy Bateman:
It's going to go. It's not going to go the way you you want it to go anymore.

Alanna Jackson:
Yeah, and you had mentioned there was they they kind of at first still kind of did their own thing. What do you think that resistance what what was the resistance that was happening there. Do you think.

Billy Bateman:
Yep.

Billy Bateman:
I Don't know if there was you know, just talking about our organization I don't think there was any resistance I think it was they just wanted to get things done. You know there's like hey like this is what I know? Yeah yeah, this is people like to be busy.

Alanna Jackson:
Um, and you're you kind of just doing. Yeah.

Billy Bateman:
You know like we we all like to be busy and sometimes it's it's better if you're like maybe we're you're just not as busy but we're doing the right things and it takes some time to to get people. Okay with that. Not that you know these guys don't work hard but.

Stacy Jackson:
Now.

Billy Bateman:
You gotta you gotta get them on the same page and it can be tough because when you're relying and waiting on other people. It just slows things down and and luckily like the guys that we have in those roles Really you know their default is action like they don't They don't sit around planning forever. They just hey I'm gonna go I'm gonna do yeah.

Alanna Jackson:
Um, do yeah yeah.

Stacy Jackson:
Yeah.

Billy Bateman:
Ah, see a nail on a hammer. Um, and it just takes some time to get them on the same same page and when we've talked to customers you know, part of what what we feel our our product really does is really help get sales and marketing on the same page in terms of Abm and.

Stacy Jackson:
Okay.

Billy Bateman:
As we were developing it. We talked to a lot of customers that were running Abm plays and and they would say marketing was usually all in you know they're like hey we're running you know whether it's display ads or email campaigns or mailers or all of the above. Whatever it might be um, they were all in. And then we'd ask them. Okay, so you're running all these plays seems like it should be working. But how is sales using the information that you give them and how are they engaging and more often than not. It was ah kind of you know like they're kind of picking things up. Um, they're not.

Stacy Jackson:
If.

Alanna Jackson:
Yeah.

Billy Bateman:
Fully doing what sale you know what marketing would like them to be doing and so you've just got like from the from the very top make sure it's a priority and that everybody knows it's a priority. Otherwise it's ah it's just not going to work. You know it's It's too easy to go and do your own things and account-based marketing.

Alanna Jackson:
Yeah.

Billy Bateman:
To make it really work sales and marketing really have to be on that boat row in the same direction.

Alanna Jackson:
And I I'm sure that that's where a lot of people struggle is because you're so used to running your team and these teams separately and you're just you're going going going getting things done and and you don't want that bottleneck of having to wait on somebody else to get back to you for something and that.

Billy Bateman:
Yep.

Alanna Jackson:
That makes it a struggle. But once you get past that and kind of get a process in place. It runs more smoothly so earlier you mentioned icp. So yeah, let's talk about your ideal customer profile. Um, what is it that you.

Billy Bateman:
For sure.

Alanna Jackson:
People should do do you have some tips that people should do when building their icp to ensure that both their sales and marketing are on the same page.

Billy Bateman:
yeah yeah yeah I do I do have some tips so first like I think most companies when you ask them what their what their icp is it really is just like it is just an idea. It's an idea more than anything. They. They know like hey the Ceo or or leadership has told us this is who we sell to. But I think you need to take a step back and you actually need to look at the data unless you're a brand new startup that doesn't really have any customers you need to go and look at like who are your customers who's bought from you in the past. And not only who's bought from you but who's sticking around and having success and and turning into your evangelist. You need to look at those businesses that you're working with and then go and look at the data around those businesses to say okay, what is making them. Successful using our products or services. Why are they such a great fit for us and looking at things like I mean every business is going to be a little bit different but here are just some of the things we suggest you look at one is location where are they located because. You know you may get a lot of traffic from India and the Philippines but you know have many customers over there. You know they're just coming for information. Um, also what industries are they in and if you've got sub industries within that drill down to that level even and then.

Alanna Jackson:
Right.

Billy Bateman:
You know how much how big are they from an employee account from a revenue count. Maybe there are some trends there and there may not be trends in all of these things but you'll you'll start to see some for sure and and then also I look at things like like if you're a technology company. What technologies are they using you know are they. If you integrate with salesforce are they are they a salesforce company or are they a hubspot company look at the technologies they're using that that may play a role in what you're doing and then going a click down like those are things you can easily you know, go to a Zoom info an Apollo something like that and like throw in a list. And just say hey do they match you know and or even just create a filter and say hey like this is what I think the icp is but there are going to be other things that are going to be a lot harder to get that you're probably going to have to rely on the sales team to ah to do a little factfining. You know, even if they match your perfect profile like let's say you sell to.

Alanna Jackson:
Um, no more.

Billy Bateman:
North America usually other technology related companies that are doing somewhere between five and fifty million in revenue. But it could come down to okay like for us if they don't actually use the website as a as a means for. For generating new business. They can match all those other things but we're not gonna provide enough value for us to to move the meter like they may even sign up. But if you just know unless it's like okay now we are gonna really use the website to generate new customers. They're going away. You know at some point they're going away. Um.

Alanna Jackson:
Um.

Billy Bateman:
Also if you sell to team sizes you know like you sell into sales you sell into marketing and customer success. You may want to know how many people do we have in those organizations because if they're too big or too small. It just may not be a fit for for us. And and some of those things you're going to have to have sales do a little snooping. You're not going to be able to just easily like throw it into a database and and know hey they you know they've got 15 people in cs and rely on those numbers so look at those things but really look at who your current customers are. And more importantly, who your most successful customers are.

Alanna Jackson:
I Think that's a great place to start, go ahead. Stace good.

Stacy Jackson:
And I imagine 2 sorry lana go ahead I will I was just gonna say that I imagine in addition to Icp and I know you should really work On. Defining who's in that buyer committee to the buying Committee. So.

Billy Bateman:
Yeah, yeah, That's the next thing that we do is we say Okay, you match the Icp. We enroll them and then I even in that buying committee having different Personas on the buying committee and getting those contacts. That's one of the things We also help our customers with. But going and saying okay here are and I would start as simple as here are decision Makers here are influencers and and you're going to have different messaging for both of those and different plays like your influencers. You may just like let's say you're going after this account.

Stacy Jackson:
M.

Billy Bateman:
You may just put them in a drip email campaign. Um and the decision makers you're going to say oh yeah, next step is we actually're going to put this into ah into a sales off play and have the team start reaching out proactively over the phone over the email and and trying to engage those people because they're.

Stacy Jackson:
M.

Billy Bateman:
They're ultimately going to be the ones who make the decision. But yeah, having those different personas within the committee and you'll drill down more as you figure it out if you're starting starting Brand new. But but just I would say hey who are your decision Makers. What are their job titles and then who are usually your influencers. And you can just go back and look at your opportunity data to figure that out pretty easily.

13:25.59

Stacy Jackson:
And that kind of leads.

13:27.75

Alanna Jackson:
I think also one of the things you mentioned um, was focusing on the different software that they use I think sometimes we lose track of that because 1 of our clients is always well does it integrate with slack and just knowing those different integrations is a huge part of. Filling out that whole id ah icp.

Billy Bateman:
Yeah, yeah, like for us, you know if you use Hubspot or Salesforce we're we're like Gold. We're great. We have awesome integrations with both of those. Um we got a whole bunch of other integrations. But usually if you're on one of those 2 we know like hey. High likelihood. They're going to be successful using the product.

Stacy Jackson:
So regarding the Personas and buying committee conversation that kind of leads us. We talked a little bit about messaging How should sales and marketing work together on that messaging should sales just be worried about when they actually start talking to people on the.

Alanna Jackson:
Um.

Stacy Jackson:
Buying Committee in the decision process or should the team work together from top of the planning staged all the way through.

Billy Bateman:
I think they should work together all the way through not that they have to know every detail. The other team is doing but but sales should know like if like we have an automated play where come to our website match Icp show some intent we put them into some email campaigns. Come from the sales team right away and you know look like I had mentioned earlier like we just turned that on and sales didn't even know what was being said, you know and then when people responded they're like okay now I got to go back and I got to see like what was what was the value prop. What was what was I pitching them. You know.

Alanna Jackson:
Right.

Billy Bateman:
So you got to get them on the same page so they at least know, okay coming from marketing here's what they're trying to do here's what is expected for me is the most important thing in that process I feel like if they don't know what what's expected of them then it's never gonna work like and I think the you're.

Stacy Jackson:
Me.

Billy Bateman:
Your s op for ah for anything that's in an abm or an ab campaign should be higher if you're like you know it's like hey we got to get to elites within you know 8 $ $8 ah if it's a normal lead. But if it's an ah elite coming out of Abm. Under an hour is we need to be reaching out to them and making contact. Ideally, it's you know, instantaneously but making sure they know here's the expectation you're tracking that and and you're reporting on that as well.

Alanna Jackson:
Um.

Alanna Jackson:
So let's kind of shift over to what would be next would be the handoffs which can be a little bit tricky. So how do you make sure that your handoff from marketing to sales is working I know that you guys don't really focus on Criteria for Mqls and Sql So how do you guys? do that and what.

Billy Bateman:
Yeah.

Billy Bateman:
Um, yeah.

Alanna Jackson:
Kind of advice. Could you give.

Billy Bateman:
Yeah, so we kind of consider everything in mql until it turns into ah until it turns into a sales opportunity is how we operate but what how we operate on on that level. The handoff is the the most crucial part of this. So the sales team for us and this is what we advise our clients is make sure they have that expectation first they know what's been going on ahead. You know like is it a combination of emails display ads what is it and they've got some information about the account and they know. That once they respond and and raise their hand and say yes like let's talk how soon they're supposed to get back to them and we report on that and and say okay, you know Tuesday at at twelve Zero p m Jim raised his hand and said yep I want to learn more well, you've got till. Till 1 pm to at least to you know, send him an email or made a phone call to him and tried to yeah to make that touch so having the expectation of of when it goes from marketing's been warming up to they say yes I want to learn more I want to talk whatever it may be how quickly.

Alanna Jackson:
Right? to make that touch.

Billy Bateman:
Sales needs to follow up and and what the followup should be you know is it is it a phone call that says hey let's let's just talk right now and answer questions is an email to say. Okay, let's book a meeting and and and meet at your convenience like what is that every organization's gonna be a little bit different. But. Got to have something defined.

Alanna Jackson:
Yeah I think those cadences that you have set for that is crucial. You know to mix up. You know, ah email a phone call. Whatever your touch is going to be and do you find that there's a certain amount of touch that your team ends up doing versus I know what is it like. The average is like 12 touches for some before you could have a positive outcome.

Billy Bateman:
Yeah, yeah, and and we find we're kind of in that that same number you know you got to have a certain number of touches and and somewhere between 1015 is usually where you've got to end up before it's like okay, let's let's talk and let's have a conversation.

Alanna Jackson:
Um.

Billy Bateman:
And for our team One of the things that that we found to be really successful is is we alert We have a series of alerts based on actions that they take that go to the sales Team. So along the way they're getting updates and when it comes time they can engage with somebody. They have the ability to engage with them. Almost instantaneously and say okay, let's Talk. You're interested right now I feel like since smartphones have come Along. Everyone has some level of add now. Yeah, we're all used to notifications if we want it, we can get it right now on our phone. Um.

Alanna Jackson:
Yep.

Billy Bateman:
And so your buyers are the same and so like if they you've got their attention. You need to reach out to them right now. Whether that's through a phone call through an email even if they're on your website sending them a message from their their account executive. That's like you know I'm on I'm here right now if you have any questions let me Know. So They can talk to you. They can get their answers before they move on to your competitors and if your competitors are better at getting a hold of them quick. You put yourself at a disadvantage.

Alanna Jackson:
Yeah, and especially if you're looking at multiple companies and you're looking at all their competitors and you're doing all your research all at once and then they call you back another day or 2 like who was this again. So you've you've they've already forgotten you.

Billy Bateman:
Yeah, yeah, I've been I've been there where I'm like okay I have a problem you know, maybe it's not like a huge budget item but it's like we need a tool and and I'm just gonna solve this problem today because I don't wanna have to worry about it anymore and.

Alanna Jackson:
And.

Stacy Jackson:
Yeah.

Billy Bateman:
If I can get somebody that that's like hey the price is right? It looks like it's going to work I don't have to get locked down into a long-term contract sometimes we'll buy stuff in as quick as a day and just say okay like let's do it and I think we're that different from a lot of organizations. You know.

Alanna Jackson:
Yeah.

Billy Bateman:
They got a problem they want to solve it and they want to move on.

Alanna Jackson:
Yep.

Stacy Jackson:
Definitely So we talked a little bit about handoff and some about different tools that were together or maybe don't work together. How do you manage this process when you have these different tools that maybe weren't meant.

Billy Bateman:
Yes.

Stacy Jackson:
To integrate. Ah should you look for a single solution. Um, or do you think there's an opportunity for different ah like Crm and a hubspot or and chat funnels or whatever to work together. What's the best practices and how do you keep.

Billy Bateman:
Um, yeah.

Stacy Jackson:
Data inconsistencies at a minimum.

Billy Bateman:
Yeah I think you've got to I'm I'm a fan of using multiple tools I don't think you should have you know some some people it feels like they bought every tool they could even ah they could imagine you know and they.

Stacy Jackson:
Um.

Billy Bateman:
And they're only using some of them and and only 1 or 2 or well like yeah when we set up customers I'll I'll talk to our Cs team and they're like yeah they have they have like everything you know and then some people they have like 2 things you know that they use and the answer is probably somewhere in the middle but you've got to have one source of truth.

Stacy Jackson:
Um.

Stacy Jackson:
E.

Billy Bateman:
And that's what I'm a believer in so we have a lot of customers that actually use salesforce for for their crm and more their source of truth on the sales side and then they use hubspot on the marketing automation side of things and we see sometimes they do a great job of deciding. Okay. Here's where everything comes from marketing and then it flows back into salesforce or they roll it up into a bi tool that is there. You know they're 1 source of truth whether that's like a domo or a Tableau or something similar but you got to have one source of truth otherwise it's it's not going to work. Um, whatever that might be now for us. We send pretty much everything even from our tool into salesforce and that's where we're like okay if we need an answer we go to salesforce and that's where you start. But I really think you got to have the 1 place where everything rolls into. And and that you can trust it can even just be a spreadsheet you know a smaller organization if you're just taking things on a weekly or a daily basis saying okay here's the metrics. We're all putting it in here but you got to have that that 1 place that you can go back and say this is this is our source of truth.

Alanna Jackson:
And having that one source of truth kind of helps you to know if you're hitting your goals. So if you're not aligned with your goals between your 2 teams then that's going to create some frictions. So how do you make sure that your 2 teams your marketing goals support the sales goals.

Billy Bateman:
Um, yeah.

Billy Bateman:
Yeah for us like when I evaluate marketing I evaluate them there. You know we have a ton of of metrics we can track in marketing all the way through the funnel but the 1 thing that I care about is new opportunities. Sourced and created for the sales team and the pipeline number associated with those. So if there's problems with that. We go back and we look at the the rest of the numbers leading up to it to see okay like where's our problem is it. You know is an email issue. Is it a budget issue and in ads. You know what is it? um, is it a conversion issue on the website to or who we're targeting but really the one number that that we hold on accountable to is how many new opportunities came from you and we're not sourced just from you know the ae's reaching out to somebody on their own.

Stacy Jackson:
And.

Billy Bateman:
And I think that's the best way that's for us. That's what I found is the best way to do it. Um, that way. Everyone knows you know like sometimes a hard work talk to avenue organization. But but like everyone's job in the organization is to to help drive profitability. You know whether that's through. Acquiring new customers or operating efficiently. Everyone's job and the only reason anybody has a job is to drive profitability in it in ah in an organization. So for marketing the way they do that is help with new sales ops. It's not hey we got a gazillion website visitors this month or we. Got you know so many downloads. It's we got people to say yeah I'm interested in learning more and I'll talk to the sales team.

Stacy Jackson:
I think 1 thing um at least in my conversations with some people is there's still the inbound mindset of this is the kpi I'm hitting of x leads are yeah leads downloads of ah ebooks this month.

Billy Bateman:
Yeah.

Stacy Jackson:
But maybe those people are just wanting to know how to build a widget or market a widget. They don't really care about buying your product and so that doesn't really help the sales team and I being a marketer for a while I feel that angst when you say Marketers help with opportunities like no I'm just with leads. But yes.

Billy Bateman:
Yeah, yeah.

Stacy Jackson:
Yeah, yeah, so you do need to be moving to that next level of helping ah generate opportunities.

Alanna Jackson:
With.

Billy Bateman:
Yeah I mean it is. It's not the easiest conversation to have because you know like you're in marketing and and you may you may be tasked with hey you know your job is to drive X amount of downloads but you got to connect the dot and and if you want to move up.

Stacy Jackson:
Yeah.

Billy Bateman:
Um, you know, go from you know, just being somebody on the marketing team to being a leader and maybe even a Cmo one day like that's what the Ceo is going to judge the marketing team on is is how did you help us close new revenue and and so thinking about okay like I'm driving these downloads of this content like.

Stacy Jackson:
E.

Stacy Jackson:
Right.

Billy Bateman:
What am I doing within the content to to lead them to say oh I should I should talk to the sales team like these guys can help me with whatever problem. It is um, you had to be thinking about that or what's the follow up. Um to this download that that helps the sales team get involved.

Alanna Jackson:
Right? Constantly be moving them through the funnel.

Stacy Jackson:
Yeah, definitely.

Billy Bateman:
Um, yeah.

Stacy Jackson:
So is there any advice you'd like to leave our listeners with on top of what we've already discussed to help them improve their sales and marketing alignment for better abm or Abe initiatives.

Billy Bateman:
Yeah I would say I mean really just recap a little what we said is if you're going to do it. You got to get sales and marketing on the same page and I think some of the things Beyond like Technologies you can buy and and I think there are like tools like us. We give the sales team a lot of insights. Into what's going on with their accounts but really make sure you're meeting once a week. You've clearly defined who you're going after and why and then you've got some some standard operating procedures where you know okay, especially on the handoff. When they finally raise their hands and say yes, let's talk what's expected from sales and and sales knows what's gone on from marketing leading up to that So They have a little context they can opt in quickly and engage people right away.

Alanna Jackson:
All right? So we have one last question for you. It's a just for fun question. So no pressure. So if you weren't working with chat funnels. What would be your dream job.

Billy Bateman:
Cat all right. My dream job. Um I think what it would be is I would have my own hunting Tv show. Is what I would have I I grew up I grew up in Idaho and I I love hunting fishing exploring the outdoors. That's what I would be doing is I'd just be out doing adventures in the mountains all over the world and and.

Alanna Jackson:
Um, okay, ah.

Stacy Jackson:
Ah.

Billy Bateman:
Yeah I think it would be really fun.

Alanna Jackson:
Would you have a personality like the crocodile hunter. Yeah yeah, ah.

Stacy Jackson:
Well maybe Discover plus I'll pick you up for something. Ah.

Billy Bateman:
Ah, maybe I can get this after chat funnels we'll see if Discovery Plus will pick me up. Yeah.

Stacy Jackson:
Um, yeah.

Alanna Jackson:
Yeah I mean they're all about the unscripted show. So yeah, well, we'll have to pump you up on ah Twitter with them so we'll put you. We'll put in a good word. Ah.

Billy Bateman:
Okay, thank I I appreciate it I appreciate it I think it's a long way off, but but 1 of these days.

Stacy Jackson:
Oh when I was growing a this will give my age away possibly but I used to love to watch that build dance show. You know what I'm time out old school. Yeah and I didn't really do a lot of outdoorsy stuff. But yeah so I'd watch your show.

Billy Bateman:
Oh I Love Bill dance.

Alanna Jackson:
Um.

Billy Bateman:
Bill dances. He's funny. Yeah, well thank you? Thank you for anyone that's listening if whether you like fishing or not you go with a Youtube and Google ah Bill dance bloopers. Oh man, it's it's a hoot.

Stacy Jackson:
And I'm going to go check that out then how you don't I used to watch it with grand day. Ah, okay, ah so Billy how can our listeners reach you or connect with you if they'd like to.

Alanna Jackson:
I'm gonna have to do it because I don't know because now I get I can't think of who that is I'll have to go see.

Stacy Jackson:
Learn more about Abm or just follow you online.

Billy Bateman:
Yeah, yeah, so the best place to connect with me is on Linkedin just you know put in

Billy Bateman: I'm probably the first one that pops up if there's another one just put chat phones at the end of it connect with me on Linkedin send me a message. I'm pretty responsive on Linkedin. So that's the easiest way if you want to learn more about chat funnels you can message me directly or just go to our website chatfunnels.com.

Alanna Jackson:
All right? We'll include that in the show notes so that everybody could easily find you and click on it. But thank you so much for joining us and sharing all of your knowledge about Abm with us.

Billy Bateman:
All right. Thank you.