it's gonna come from the expansion potential right none of our customers are more than one percent automated from an RPA perspective so that shows you the massive opportunity but back to the market site data size I Craig and I in the other annals we talk often about because I think the Tam views are very low you look at our markets here let's just get some real data out there right our market share in 2017 was 5% let's use Craig's linear data for now you know our market share this year's over 20% our market share applying and I don't get the exact numbers you don't provide guidance anymore it's substantially we're substantially gaining share now I believe that's the reality of the market I think because we know blue president's numbers we'd go four times faster than them every quarter Automation anywhere won't share their numbers but you know I can make some guesses but either way you know I think we're gaining share on them significantly I think you know Craig's not gonna want us to be 50% of the market two years he's just not and so he's gonna have to figure out how do we didn't have it brought more broadly about about that market trend he talked about it on stage today about how does he calculate the AI impact and the other piece is now the process mining now that we are integrating process mining into RP a right it strategic component of that how does that also involve the market so I think you have both the expansion in the product portfolio which tries and then you have the fact that customers are gonna add more automation at faster pace and more robots and that's where the expansion really kicks in them we often say you know look is up there's a company that you know one day will be public company our a our our number is very important we do openly transparently share that but you know the other big metric will be you know dollar base net expansion rate the shows really how customers are expanding I think that I know what our number is we haven't shared it yet I know all the SAS companies the top 10 I can tell you you know we're higher than all of them the market projections are low and I think he knows in what you were just saying - is that that the company's pitch is that we are freeing people we are liberating them from the mundane from the drudgery from the data entry and and as you as you pointed out rightfully a lot of the customers are saying oh no it's giving our time it's giving our employees time back to focus on the higher level tasks the more creative aspects of their job butBut I wonder if it is in fact what what it really is doing two jobs I mean I think that there's a really telling line in that Forex profile of Daniel Dinah's who is the CEO of this company's founder of this company the newly minted billionaire the first ever bot billionaire exactly where it was an MIT professor quoted saying you know we always say to the companies that we say give us your data and we'll tell you if it is in fact having this job-killing effect and he said the companies don't want to give that up so accelerate that accelerate we're one of the largest nice providers is the only thing that we do where process automation and AI company and our sole focus has been process automation since our inception in our past lives were generalists we did well and wanted to do it again so when we started accelerating we wanted to make sure that we focus on a very specific vertical niche and process automation was just starting up the optic about mid-2016 ish I think one of the big trends that's out there I mean our PA has come onto the scene I like how you phrase it Dave because you refer to it as rightly so automation is not new and so we sort of say the big question out there is is our pages flavor of the month art being is definitely not and I come from a firm we put out a blog earlier this year called our PA is dead long live automation and that's because when we look at our PA and when we think about when we think about what its impact is in the marketplace to us the whole point of automation in any form regardless of whether it's our PA whether it be a good old old-school BPM whatever it may be its mission is to drive transformation and so the HFS perspective and what all of our research shows and sort of justifies that the goal is what everyone is striving towards is to get to that transformation and so the reason we put out that piece the RP is dead long live integrated automation platforms is to make the point that if you're not because what is our PA allow it affords an opportunity for change to drive transformation so if you are not actually looking at your processes within your company and taking this opportunity to say what can I change what processes are just bad and we've been doing them I'm not even sure why for so long what can we transform what can we optimize what can we invent if you're not taking that opportunity as an enterprise to truly embrace the change and move towards transformation that's a missed opportunity so I always say our PA you can kind of couch it as one of many technologies but what RP has really done for the marketplace today it's given business users the leaders the realization that they can have a role in their own transformation and that's one of the reasons why it's actually become very important but a single tool in its own right will never be the holistic answer that's a very good question I think it's a question that has been very common throughout this entire conference I would say you know when I think about scaling what I've noticed over the past few years is that you know the actual bot development is about 25 percent of the work that you need to do right when it comes to scale there is everything outside of the actual development is the important part so how are you funneling opportunities into a pipeline how are you streamlining the entire process reengineering of you know fitting an RPA into an existing process you know what is what are the governance that what's the governance you have in place to make sure that the code of that development is clean and can be maintained long term and then more importantly I think that people overlook you know the people think of scale is being able to develop a lot of bots I think more importantly what scale is is being able to efficiently maintain a large portfolio bots and that's what I've realized this year we've got now about 300 automations in production and you know your reputation as an organization is really on how well you maintain those box because if your bots are consistently failing and you're not fixing them quick enough for your functional users to leverage them then you lose a lot of credibility so I think that's been a big learning for us as we reach how are you guys thinking about the way in which a user worker interacts with that that fog I think it's it's more like a dance and and less like a task manager right so you might think in classic automation you know click a button go do this thing click about and go do that thing that the automation is happening when you want it to the way that our platform is written the robot can listen to what you're doing it can monitor for when you click on a specific button or for when you move files to a folder so think about it less like a conscious effort to guide the robot and more as a a collaborative you know effort where where the robot is seeing what you're doing and taking action to help you and do things on your behalf and then letting you know when they're done so it's the paradigm is changing for work and when you have a robot on your computer it's gonna open up a new way of doing your daily act and and the enabler there is what machine learning machine intelligence it's a combination of things so think about machine learning and AI as just one tool that that robot has to use both CR as well you know we did a demo earlier this week where we took receipts moved him to a folder the robot sees that you've moved receipts into a folder can bounce it off an end point that and break apart those receipts using OCR load that all into excel and help you with your expense report so think about things like this you things you need to do you do what you would normally do put receipts in a folder and the robot takes care of the rest the most fascinating thing about RPA right now is that it's really highlighting the problems that organizations have all their accidents of history are really being brought up by RBA and then you've got these digital darlings that they're trying to compete with the greenfield site kind of people and some of those don't have beautiful back offices but let's not go there for a minute so it our PA is an opportunity for companies to link their digital dreams with their existing legacy nightmares I definitely think we're seeing less tech spending expected for q4 and I think that will spill into 2020 based on the ETR and enterprise technology research data that we see but I think it's actually a healthy pullback I kind of agree with guy on that front and I actually think it is good for our PA I think our PA is one of those sectors that you see in the EGR surveys that is gaining share relative to other tech spending and I think that will continue in any downturn so I expect softness you know however you define downturn I don't think it's going to be falling off the cliff or a disaster but I definitely think spending will be more tepid one of the nice things about our PA is you can take your software robots and apply them to an existing process and a lot of times changing processes not a lot sighs almost always changing processes is painful however we've talked to some customers that have said by applying our PA to our business it's exposed some really bad processes have you experienced that and can you maybe share that experience with us absolutely so for us one of the initial robots may apply to a customer facing process it was our field team trying to get back to our customer with with some information and we realized that the the cycle time was very long and the reason is there are four functions involved in answering the question and seven different applications are being touched all the way from Excel to ERP CRM so with it obviously bringing a strategic solution to fix the cycle time and reduce that to streamline the process was going to take us long so our PA was great help we'd reduce the cycle time by putting a robot and we were able to get back to ours please sales team in the field in matter of minutes what used to take hours was now being responded in minutes now that doesn't mean that process is perfect but that's unacceptable steam was in the field before you know streamlining and going into a bigger initiative anything you could share Christine coming from a software engineer background I at least I had the tendency to don't give enough credit to sales to marketing and not even to the customers we understand the customers in the so we build technology for the sake of technology so we were really fortunate to have some multi customers what we didn't understand how because I thought that customers should go to themselves to test and find the best technology out there and just go with it I I was really kind of I had a lot of blind spots on how this world operates but after I've started to visit customers and understand their pain points and their requests actually machine using our own technology because they use it in the real world so that message that that completely transform my thinking so I went back to my engineering teams tonight and I tell the guys from this day I don't wanna ever here we don't fix bugs and we do features and we do this when the customers say you do this you say thank you thank you for showing me the light I will do this that's that makes we create the better draw [Music]