>> Narrator: Live from Las Vegas, it's theCUBE, covering Magento Imagine 2019. (fizzing) (upbeat music) Brought to you by Adobe. >> Hi, welcome back to theCUBE. Lisa Martin with Jeff Frick at Imagine 2019, the Wynn, Las Vegas, with about 3500 customers, lots of partners, lots of developers, a lot of energy here. And speaking of energy, we have Jason Woosley, VP of commerce at Adobe. Jason, you came onto the stage this morning from the clouds suspended. Talk about energy. >> It was a lot of energy, and there was a message behind it, right? (clears throat) I mean we really are talking about our Cloud penetration and how that is the future. So, you know, I got to do something really cool and check something off the bucket list where I actually did descend from the sky onto the stage. It was the best Imagine entrance I've ever done (Lisa laughing) and really does talk about, you know, how important our Cloud Strategy is. Thanks for having me on, by the way. >> Absolutely. >> Our pleasure. >> So, a lot of energy here, again, community, community, community. We go to so many shows, so many people are desperate to engage developers. And you guys have that in your core. It's been there from day one. Continues to be such an important part of who you are as well as the road forward. >> It's the reason for why we are where we are today. I mean bar none, right? Our community, this eco system. And it's not something you can buy. It's not something you can even intentionally build. You have to nurture, you have to create a platform that speaks to a large audience, and then you've just got to make sure that you're treating those developers and your partners really, really well, empowering them to really differentiate that experience at the last mile. And, you know, it's a flywheel effect. You end up with this incredible community that's anxious to contribute back into our code base and they have made, what you see at this conference is a result of that community. It's not anything that Magento could do. It's not anything that Adobe could do. It is just something that has to organically happen, and then you have to nurture the heck out of it. And that, that's really what we've done. >> And this is a community that you say has grown organically to several hundred thousand people who I feel like to say that they're influential to Magento, the technologies is actually an understatement with how much, how, again, I think influential's the wrong word. They're stronger than that. >> They're absolutely core to it, right? I mean they're an extension of our development methodology. You know, I like to think about, you know, I run engineering as part of my organization, and everybody in my group is customer-facing. Just like everybody in out community is customer-facing. And so we've tried to tear down the walls that separate our community members from our internal core engineers, because it creates this incredible diversity of perspective that you can't find anywhere else. I mean, no matter how much I invest in broadly diverse engineering teams across the globe, 300,000 engineers, they call themselves Magento developers, don't take a paycheck from Adobe but contribute back to our code base, influence our road map and really show us the way. It's an incredible phenomenon. >> In the last year since the announcement of the Adobe acquisition and the actual completion of that six, seven months ago, how has that community reacted, strengthened? What have been some of your surprising observations about the community's strength? >> It is surprising, and I'll tell you why. I think we came into the acquisition with a lot of apprehension, right. There was a concern that, you know, Adobe's too big. They're too corporate. They don't really love Open Source. All untrue, right? Adobe has incredible Open Source initiatives already inside, but you don't here a lot about it. And so, our community, I think, is it's a little bit concerned about, you know, does the level of investment go down? Does all of our ability to promote that product, does that, do we start to back off of that? And of course, we have not done that at all, and in fact, what we've seen is that our community loves the Adobe acquisition. They see opportunity just as clearly as we do. We have more than triple-digit growth in the number of community contributions coming in to us since the acquisition last year. It is a clear sign that the ecosystem is fully on board with where we're going. >> Right. Well clearly the Adobe Suite provides so much gunpowder to power the commerce that's been at the core of Magento from the beginning. I mean it almost begs the question, why didn't this happen a long, long time ago? >> I think there's something to be said about that, and, but you know what, it took Adobe a while. They picked the right platform. We're very confident of that, and, you know, their investment in community is actually paying off on the Adobe side, right. When you think about digital experience products, they (Adobe) are now more active than ever in open source projects. We've got, you know, folks from Adobe Experience Manager that are writing code and contributing to Magento, which is, it's absolutely terrific. And they're now talking about how do we get the ability to kind of create that contribution mechanism and at least create a platform concept where, you know, everybody plays. It's an equal playing field. You can serve us small, you can serve us large. And it just brings everybody together to solve these common, complex problems that are joint merchant's face. >> I don't know how many times you've been on stage in the last few days but, a couple. But one of the things you really, you know, (pounding) you didn't pound on the table but you basically pounded on the table, is that we are still, totally, 100% behind SMB. >> Jason: Absolutely. >> It's our core. We're not giving that up. >> We built this market together, right. This was what made Magento what it is. It's where we play the best. We know it better than anybody else in the industry, and we're not retreating. We're doubling down. We've got ground to take in the mid-market, and I can't wait to do it. >> Right, but what's wild is you're enabling the mid-market, to compete with the tools of the big guys. So, announcements are on the integration with Amazon, announcements are on integration with Google. So it's kind of an interesting place for small retailers, small merchants. They've got to compete in this world, so you're really giving 'em an aid, an opportunity to both play in what might be a big competitor as well as leverage that ecosystem and assets as well as doing it within their own brick and mortar or their own site . >> And that's a terrific point. I think one of the reasons we do that is we've seen consumer expectations rising through the roof, right. I mean, everything from, you know, fast shipping is now one-day. And it wasn't very long ago that fast shipping, if you could get it within a week, that was pretty darn quick. >> Jeff: Right. >> But now fast shipping is one day, and that's across the board. Consumers are expecting frictionless payment. They're expecting, you know, buy online, pick up in-store, omni-channel capabilities. Really all of these capabilities. And a consumer, a shopper, really doesn't care whether you're big or small. What they care about is the experience that the consume when they interact with your brand. And so, bringing the tools of the enterprise to the mid-market allows them to compete on a more level playing field, and that's really where you generate all those great innovation. And that's where you see, you know, these smaller merchants that are really able to, you know, drive into something that, you know, may not have been a core target for some of the larger enterprises, but they find an niche and are able to deliver, but they have the same personalization needs. They have the same logistics needs. All of that has not changed just because they're a smaller organization. And so it's really on us to be able to provide them the tooling and the access to the capabilities that let them compete with the larger merchants. >> No, 'cause you're right. As consumers, which we are every day, we don't care if they're a big or small company, or what technologies that, well, no we do care, to a degree, that we can start something from a mobile phone, have a great seamless experience >> Jason: Yep. >> that's not gonna cause me to churn, because I'm not going to be able to find what I want. I want it to be personalized. I want them to know enough about me in a non-creepy way, as you say. >> That's right. If it's good, it's magic. (Lisa laughing) If it's bad, it's creepy! >> Right, regardless of-- >> That's fair. >> That's for recommendation engines. >> Yeah, no, that's fair. >> And expect that they have what I want. But also what you're doing now is giving these SMBs, these smaller organizations, the ability to harness this sort of symbiotic data power between Adobe and Magento for advertising, analytics, marketing, commerce, to be able to have that wealth of knowledge to make that experience exactly what that consumer expects. >> Exactly right. I mean it's about bringing behavioral data and the transactional data together to really get a 360 degree view of individual customers. And guess what? There's too much raw data there for Excel to ever be able to tell you anything. You've got to rely on things like artificial intelligence and machine learning so that things like Adobe Sensei to really derive insight out of that mass set of data. But that's the way you create those personalized experiences. You have to employ those techniques to get there. >> Right, I just wanted to unpack the Sensei down-spin a little bit, 'cause I think that's really interesting. You know, AI's been a great buzzword. We see it in a lot of places. You know, our Google email now automatically figures out what we want to reply to our email. But it's the integration of AI in applications is where we're really starting to see it come to market early, and this is a great example of, you know, using the Adobe AI inside of Sensei, on specific parts of the application to deliver a better application, a better consumer experience. >> And we've got a great roadmap for rolling out Artificial Intelligence capabilities to Magento commerce. It's one of the largest value adds that we'll do over the next 12 months, is really bringing those capabilities around recommendations, around experience personalization and experience targeting. Around A/B testing. And then you think a little bit into the future, and suddenly you're looking at an AI that can give you pricing recommendations and campaign recommendations, and, you know, that is a, that's a world we cannot wait to really explore fully in the commerce world, because I think that those are the tools, you know Amazon applies a lot of dynamic pricing techniques right now. It's a really expensive process. I don't know a lot of small merchants that have access to the tools to do that. We're bringing those tools to small merchants, and that's gonna change the game fundamentally, I believe. >> And a way that they can do it, almost themselves, rather than having to have a team of resources, which a small business doesn't have. >> And that is the name of the game for small business. You can't require them to have a data science team. You can't require them to have an IT staff or a Web development team. You gotta give them everything they need so that they can focus on retail, what they know best, merchandising to their customers and, you know, managing their inventory, driving up the correct margins and then making sure that they're able to grow the lifetime value of their customers, right? That's the Holy Grail for retail is when you can actually optimize against lifetime value. Because it's the number one thing that all merchants are chasing. >> Yeah, 'cause you had the guy on the keynote yesterday. I'm not in the demographic. I'm trying to remember the name of the-- >> Oh, Troy, Troy Brown from Zumiez! >> From Zumiez, yeah. >> Yeah. >> I thought it was just really interesting, you know, kind of re-thinking retail, right? Retail is not dead, but it's different, and you have to be different. And really to see how they have kind of taken their concept I thought it was pretty interesting, especially around the fact that he has no more fulfillment centers, he said. But basically, they're fulfilling from the store. They want to engage you in the store. It's a convenient thing. Especially now we see Amazon packages are all gettin' stolen off of doorsteps. But, you know, enabling them to be creative around their customer engagement, not necessarily worry about how to run a bunch of A/B tests. They let you do that complicated stuff. >> Let us take on all of the complexity, and then they can actually benefit from the insights derived from that. And what Zumiez have done, it's a phenomenal story, right. I mean, you're going away from this centralized warehouse concept, to really turning all of their stores into distribution centers, right? 704 or so, brick and mortar-strong where, you know, they now have merchandise close to their consumers. They have, you know, the ability to do showcasing, buy online, pick-up in store, all of the omni-channel techniques that are grabbing so much traction right now. And Zumiez has really capitalized. >> Jeff: Right. >> They've done a terrific job, and it's great seeing it come from these really innovative retailers, right? I mean, that show last night with Zumiez was absolutely, you know, fantastic. Their culture is super unique, highly energetic, but they're driving technology forward in a way that you might not expect from a skateboard apparel shop. >> Right, well, they're making Champion cool again. It came out of the Champion, and it was in the demo. I'm like, I didn't know Champion was a cool brand. >> Apparently, it is cool now. >> Jeff: It's cool now. >> You and I are both out of that demographic, (Jeff laughing) but it is a very good story. >> One of the things that we're hearing and seeing is that we talked about personalization and that this expectation, that as consumers, we bring to everything we buy, whatever it happens to be, but also, this sort of, looking at Amazon as an example, of going to brick and mortar from purely online, the acquisition of Whole Foods, people still wanting to have that human interaction. We talk about it all the time when we talk about AI, is that pretty much the common thread is yes, AI, and maybe yes, online to a degree, and then there's still that need and that demand for that personal face-to-face or maybe voice-to-voice interaction. >> Yeah, well, you know, its really for me, it's about taking that brand, you know, experience and making sure that it's resonating across all of your digital properties as well as all of the physical properties, right. It is about really leveraging. My brand experience is consistent across every place that I come encounter my customers, and I'm ready to transact anytime my customers are ready to transact. And when, you know, talking about Amazon. we've announced some really cool stuff this Ad Imagine on Amazon, a partnership. where Amazon sellers can now have a branded storefront on Magento. This is allowing folks that have done a terrific job selling in the market place, where you don't have a lot of opportunity for experience differentiation on the amazon.com site. >> Lisa: Right. >> And it's a terrific marketplace. More than 50% of product searches are starting on Amazon now. So it's a reality that retailers need to find a way to come to grips with. >> Jeff: Right. >> And what I'm really excited about is that those merchants that are doing really well on Amazon now have a new channel where they can create these branded experiences and really start differentiating themselves from their competitors. It's going to be a terrific story. It's Branded Storefronts for Amazon Sellers is the name of the offering. And its going to change the game for folks that have been exclusively Amazon, maybe thinking its too hard to go get an online presence that actually represents my brand. Now its a piece of cake. They've got a clean path to get there, and the capabilities go both ways, right? We also announced Amazon sales channel for Magento commerce that allows you as a branded merchant, to go and participate on the Amazon Marketplace and have full control over your inventory, your orders and all of your catalog. >> It's so funny, you know, we talk about experience but so much of retail execution is actually inventory execution, right? >> [Jason} That's Right. >> It's inventory management. That's where all your money sits. You can get it real upside down really quickly if you're not managing your inventory. And if you don't have the right amount of inventory, especially as you say with same-day delivery now being an expected behavior. And so to add the sophisticated tools on the back and to manage that inventory across that broad, kind of distribution plane, if you will, with all these different points of engagement is so critical to these guys to have any type of chance of success. >> Yeah, it is. It's absolutely critical, and we've also got a Magento order management product that specializes in sort of global inventory control. We've made terrific investments there to bring new capabilities to make sure that those omni-channel aspirations are not something that a merchant has to go invest a whole lot of money and change in their systems. I think it is interesting to think about when you talk about how B2C is really bleeding into B2B, right. As supply chain management, you know, 70% of our B2C merchants, self-described, actually engaged in B2B workflows, and almost all of our B2B-only merchants are really looking at how do I go B2B to C? >> Jess: Right. >> So there's this really great platform play happening, and the fact that Magento commerce and Adobe commerce Cloud can serve us B2B and B2C and all the hybrids in-between really puts us in a differentiated position and helps merchants not have to go invest in multiple platform, multiple maintainability and then find some way to reconcile the inventory between the two. >> Right, and we had a quote earlier today. I can't remember who said it, but I thought it was great where, you know, no longer is the actual transaction the destination. Right, but now you're bringing the transaction to, you know, kind of the journey. It's a very different way to think about a traditional funnel. It isn't the traditional funnel that you work your way down to the end. Now you're inserting commerce opportunities, >> Jason: Yep. >> engagement opportunities all along kind of this content flow. >> We kind of teased ourselves, right, We kinda lied to ourselves and said that, you know, this is a linear journey. And we've all bought into it, right. You know all the steps, right. It's a discovery, awareness, I mean all the way to post-purchase. Its not linear. People move in and out of each of those sections, and so being able to transact where the customer is ready to transact is critically important >> Jeff: Right. >> and then understanding that the post-sale service is the key to lifetime value. That's the other major learning that we're trying to take away from this. And it's why it's important to be at every point your customer is. >> Yeah, it's interesting, 'cause especially with these things, because you don't sit down to work on your phone like we sat down to work at these things. >> Jason: That's right. >> And so your attention, >> Jason: works coming to you. >> it's coming to you, and its coming in little bits. Oh, and by the way, there's a whole bunch of notifications coming on that can pull you away. >> Jason: Yeah. >> So they're very different challenges in terms of actual engagement when this is the primary vehicle. >> And increasingly, it is the primary vehicle, right? >> Jess: Absolutely. >> More than 50% of traffic to retail, e-commerce site is generated from a mobile phone, and there are emerging markets where that is the only internet-connected device, and so it's the standard. You absolutely have to take mobile very seriously. There's a great set of technologies coming online to help us get there. It's called Progressive Web Application. It's going to change the game on how mobile is treated as a device, and in fact, it gets rid of the need for discrete native applications. So instead of having an IOS app, an Android app, a desktop storefront, a mobile storefront and maybe a tablet storefront, plus your online brick and mortar, now you can actually say, my digital properties are serviced by one set of technology. And that way, when I make a change to one, it shows up in everything. I don't have all these difference code bases to maintain. It's a total cost of ownership, and really, a time-to-market play >> Lisa: I was gonna say, >> across the board. >> faster time-to market for sure. >> Absolutely. Yeah. >> With far less resources. >> Well, and bringing it so that you really have to invest in allowing your merchandisers to merchandise on your digital properties, right? If there is an engineer sitting between your merchandiser and the customer, that time lag and even just trying to get it done, there's so much frustration there. So creating these self-service tools that really allow non-technical merchandisers to go in, make adjustments to how they're selling products across all those channels very, very easily and in one place, that's gonna return a ton of value to our merchants. So its another thing that we're super excited about. >> No, you deliver that consistent experience that the consumer is expecting, and then, we were talking to PayPal earlier, start to help companies close that revenue gap of getting them from mobile to, you know, wanting to transact and making that whole process seamless. >> There's a nine billion dollar opportunity in closing the mobile gap. When you think about abandoned cards and folks that begin the checkout process for whatever reason, likely they get frustrated and don't want to type in their credit card number or don't want to type in their address, and then they move to another device or another store that's doing checkout in a more frictionless way, the nine billion dollar opportunity if you close that. >> Wow, that's huge! >> So its incredibly important. >> It is incredibly important. Well Jason, we wish we had more time, but we thank you so much for stopping by theCUBE and talking with Jeff and Me. Such an exciting time. Sounds like developers are feeling embraced. The community is happy. Customers are reacting well. So we can't wait to hear whats next, next year. >> This is the best place to be in the world in commerce. Thank you guys so much for having me on. It's always a pleasure, and I've enjoyed it a lot. >> Oh, our pleasure as well, Jason. >> Alright, thank you, guys. Thanks, Jason. >> For Jeff Frick, I'm Lisa Martin at Imagine 2019 at the Wynn, Las Vegas. Thanks for watching. (upbeat techno music)

>> Live from Las Vegas. It's the queue covering Adobe Summit twenty nineteen brought to you by Adobe. >> Everyone. Welcome back to the cubes. Live coverage. Adobe summat twenty nineteen here for two days. I'm John for a jefe. Rick. Our next guest is Mark Lenhard. SVP of Growth. Part of the big news is the adobe commerce cloud mark for me with magenta Now Adobe, Great to see you. Thanks for coming on. Thanks for having me. It's real pleasure to be here. So very impressive. Adobe with there the creative products at their end user applications Really great stuff. People know it. It's a cloud service. The transformations happened. But what's really happening to is this platform continues to get billed. You guys with Magenta, one of the big pieces of the puzzle Marquette O's got. They got a big piece over there. You guys are a big part of commerce Cloud big news here. What's the Commerce cloud about? You guys announced the hear of the show. When is going to be available? What's the features? What's the dude? So give us the overview. No, >> great And again, Thanks for having me. It's really been It's been a wild year with the Magenta acquisition coming in really folding into a suite of products on the experience side that really are designed to really help companies transform themselves right and really own the entire customer experience all the way from Discovery through to Buy to through Renew. >As we saw this morning.  And Commerce really fits in there nicely in the Buy section and what was announced today is with Adobe Commerce. Cloud is the opportunity which available now for for our larger merchants and enterprises to get the core magenta platform, which are our customers know in love. But get that in a way that's managed by adobe eyes more fully integrated into the other products and services. So you can deliver that full customer on tow n journey on which hand features which will will happen over time, particularly as we get two more data driven data driven insights and over time sense A and air power tools. >> You know, I love looking at slides because you can tell a lot by a slide right when the lame out these chinos kind of architecture slides. But I think it's interesting about the adobe experience. Cloud is, it lays out nicely because you have cloud modules. If you will are building blocks, you got the add cloud, the analytics cloud, the market cloud and the commerce cloud. Then you got platform underneath, enabling. That's a lot of nice decouple but cohesive elements to it. Which really is a testament to that kind of how they're laying out that experience, cloud and experience. What is the commerce clouds roll in that? Because you guys have to be highly cohesive to do the kind of levels of commerce that's demanded and B to B. Now it's changing them. We'LL direct a consumer business model, so it's a consumer like marketing function in a B t B context. How is that changing? What magenta wass and what's it turning into as commerce cloud specifically? Well, >> you know, a lot of it is just really leveraging a lot of the features of functionality that Magenta had really just fit in really, really nicely into that, that user journey, right? And so where magenta is really slotting in nicely is in that by section, right? If you've got discovery by to renew by all the way to through her new magenta and the corps platform, there really helps deliver that so that our customs, whether there be to be or or B to C or they're trying to go direct to consumer. They're able to develop that content, that rich content market to those customers, drive them Teo to magenta, enable them to transact and then actually renew induced. You know, everything from diddle products to consumers for two physical goods. >> It's interesting you look at the slides to it. It feels like an operating environment, right? Because you have cloud you guys air on cloud. There's a lot of touch points with other pieces of the system means an operating system basically almost not technically, but a platform. You could put the platform, you're gonna talk the things so data I could imagine is critical. If you want to do that journey and you're a big part of the by piece, you've got to talk to others. Other pieces of the platform. How important is the data architecture? Can you explain how you guys look at that? Because now you come into the adobe >> fold, >> their data centric data super important. We heard that in the keynote. What's the role of data and all this, and how do you see >> that? So it's it's absolutely critical. Azi mentioned on being able to harmonize that across the platform and be able to have all of those pieces talk to each other so that you can get everything from behavioral data front. I know what you're doing on a website. I know what you're doing on instagram other platforms two I know whatyou're transacting. I know what you're buying two. I know what you're renewing on and what you're coming back to be able to pull that all together and not just pull it together in a data cluster. But to be able to actually take those insights and are sorry, take that data and develop insights out of it and then, most importantly, take action on. So one of the announcements we made really was around analytics. And as we pull that into adobe Commerce Cloud enabling our adobe analytics to have some dashboards that roll out, you know, we know we commerce really well. Whether it be to be or be to see, we know what those customers those merchants need to look at, be able to spin up those dashboards right away, so they can not only gather all the data but start seeing the insights immediately so they could take action. >> But what I thought was kind of interesting is is everyone used to think that the transaction was the goal, right? It's all feeding the funnels, all feed to try to get that transaction. What we heard today was so important that a transaction is just one piece of ah, of a much broader experience. Right is the word, but really oven engagement and an ongoing relationship with that individual, whether it be a company or a single person. So I'm interested from your point of view. You guys were all about The transaction is funny. It's weird. It didn't happen earlier. Job is all about, you know, the creative in the marketing and getting it up to that point of transaction. But it's really you guys just want to get in kind of a virtuous cycle where it continues that multiple transactions and multiple experiences that support each other as being really stand alone. >> No, that's I think I agree with that. I mean transactions obviously really important >> to our customers that definitely wanted and that it's necessary. I can't remember the word they used in the keynote, but it's it's definitely important But it's not the animal you know, kind >> of. It's part of the entire experience, right? So when customers are buying today, they're buying experiences. And those experiences include the actual purchase they're making right, the product digital or physical that they're making. But it includes all the way up to that to that experience, all the content they see before then the experience, how they experience the brand before, then on. Then you know, likewise after the transaction, right? How? How? How does the brand follow up and interact with the customer afterwards? Most of our merchants, all of our merch, all of our brands were looking, have lifelong relationships with customers. And so that entire and and experience is >> important. Mark Talk about the community. Expect we covered your show, Magenta. Before the acquisition last year, the key was there. We were. I was very impressed. I had no idea that depth the community that you had in that company when you guys came over. What was the feedback? What's the result? What's the plan when you share some update impact of the community and the role of the community for the commerce cloud? >> Absolutely. I mean the community for us is is near and dear. I mean, it is It is the core of who magenta is and wass on is transferred over now to Adobe. You probably heard this morning shots and you're talking about how important as soon as he got out on stage. How important community wass magenta community. But the broader now adobe community. We've got about three hundred seventy five thousand community members. These include developers, partners that are really court of the functionality. About fifty percent of our code is developed by by the community and developers in the community. That's omit that code back to us on DH. They're the life blood of how we grow and support the business going for >> a fifth between Adobe Magenta cause you mentioned that that might be kind of a nuanced point. You were very community. Lot of open source got a co creation on the product side adobes a creative, absolute density time. But the fit between your culture at Magenta and the Bilby culture and where they are today and where they're going >> now there's that absolutely some overlap in our community and in a lot of our partners are out helping our merchants create content right, create that brand experience. And they leverage the creative side right in the products in the suite of services that the creative side of the House provides. And then that feeds in directly into into driving awareness and marketing and sales. So a lot of overlap. Their >> growth question for you are kind of more of an operational question, you know, in any major shifts. Certainly, Cloud. We've seen that it's here. Been for a long time. But as you start to see, new APS and new kinds of business models emerge that are continue to transform operationalize ng new things is very difficult for an enterprise, our business and sometimes culture. Sometimes it's tech, tech, um, something just don't know what the new environments like tools and technology. So you know, getting something operationalized that's a game changer his heart. How do you look at that? How do you guys approached that market on the go to market on how you guys do with the marketing mix? What some of the things that you do take something that's new and new capability and operationalized for a customer? Yeah, there's a couple >> things. One is the culture which you developed, right? So the people and really working Teo to train and developed a culture and hire the right talent, that is is, quite frankly, just open to change, right? You've got to be agile because I could come in here and tell you five things you've got to do today. Tomorrow will be totally different, right? And so you've got to be You've got to be agile. Build that build that culture of agility. Thie. Other thing I'd say is, you know, find partners who will help you simplify the problem, right? It's very easy to create a lot of complexity when you've got change. But, you know, Chantal did a great job this morning, kind of showing the dashboards that we use internally on. That was through a lot of work and a lot of process to get that. But way had to simplify it down into what are the key metrics that you really need to watch on? I'd say that's the third thing is, you've gotta follow data. You've got to be data driven and develop insights out of that data because things are too fat moving too quickly to have years to develop a gut reaction to it. Right, You've got it. You've got to see the date and you've got to see it when it happens in real time >> and moving fast cuts good. But you apply that to data as well. So that's right. This is what we've got the right >> platform. And we were trying to develop very real time relevant rich platform that you could get that data out in a way that's digestible so you could take action. >> How does a company take advantage of the data that they have? What some approaches that you guys see is low hanging fruit use cases, something overwhelmed with data. Either Number day. We heard from your customer at the Dollar Shave Club talking about There's so many dates, so many data points coming in from multiple directions and going out multiple directions to on the channel that I'm gonna call it. >> How do you get >> a hottie? How'd you get your hands on that data? It's overwhelming. What's what's, um approached? People could take >> eso couple things there. One is, you know, decide before we even start looking at data. What do you think is important, right? So really simplified, clarified down what? What you need to be tracking. And then it's very easy to have twenty different systems that you bring in all separately and try to stitch them together. It's more important. One of things you tried to do with Dobie Commerce Cloud is bring together something that's already kind of pre pre pre integrated together to make it easier to kind of get up and running and get going. Because it is it is very difficult. Teo, pull all that together unless you've got you've got a framework of things working together and then having the dashboards rebuilt. So you, Khun, you can get up and running and then over time you can tweak it and customize it. But But getting those core inside >> we're talking on came before we started about operational versus our operational data verses trying to boil the ocean over. And that's it. That's the best practices are distracted or approach, you see? >> Yeah, Wait, I called a little bit of more operationally I, which is so many different use cases for for making data driven decisions on things that are really top of mind for merchants. Today. We hear a lot about one on one personalization, which you know super important. Particularly you move from being our computer based e commerce to mobile to voice right. Getting that. Getting that personalization right is critical, but there's a lot of things on the back end to that can happen, right? How do you tag pictures? How do tag merchandise? How do you really streamline the filming process? So you're getting the product from the right place at the right person as quickly and cheaply a sponsor. >> One of the questions. One of the comments on the Keen I thought was great from engineering talk part talk track was open day to open a P. I's very critical. We're big believers of that. But as customers or challenged with first party data, they're relying on these platforms like Facebook instagram of the things that are not actually being more open. The stricter access to the data Twitter's all got days out. They get that data hard to get linked in date. It's hard to get Facebook data. Um, how how do you look at those those silos? How should customers be thinking about their data strategy, knowing that some of it might only be able to get through scraping or other techniques. It's can't maybe reliable. So how do you guys look at that? What's, uh, what's the approach that they have more first partied on their site? Or is it there is a methodology or mechanism that they could deploy >> eso no silver, no silver bullet. But I think first and foremost always have to keep the customer first. Right, And so trust and transparency is of the utmost importance on. So it's important and we do this. And everything we built today is to be able to build that trust and transparency, both with our own direct customers, the merchants we may have. But also it's equally important that trust, though, that we're building for that merchant with those with those end customers that that that has to be paramount to everything else. So you know, when in doubt, err on the side of creating real deep trust and transparency with >> customs. Also, talk about the culture and adobe you're now part of the company from Magenta is a good culture. They're good fit, as you mentioned absolutely for the folks watching here and seeing the keynote, the company's transformed and continues to transform with cloud with data on the right way. From our our estimation for the folks that might not be comfortable or not. Might not know Adobe. I should say, What is it about? What's it, what's going on at a Toby? What's what's the magic here? There's a top story >> there. There is, There's a lot. There's there's a lot going on and, you know, the integration with gentle of the last guest. Nine months now, when went by Fast has been It's been phenomenal, I think is, you said not only has there been a strategic fit between the product's set on DH, what were what adobes trying do overall, but a cultural fit is well. They're really dedicated to creating a new environment where people can thrive on being respectful of individuals and really driving in helping transform the world. And so when you've got a mission of really, how do you help digitally transform, whether it be two C or B to B B to be customers? It's amazing. There's just a lot a lot going on. >> Final question. What's your plans for this year? What's your goals? Grow the commerce piece get a chip didn't get available. What's the Your objectives, >> you know, continue to scale up a platform which is just phenomenal. The only one in the industry that really delivers great B to C and B to B experience is on really scale that up and helped deliver, particularly for our larger midmarket enterprise customers help them deliver on the promise that is, that is, that is the digital age >> and for customers. What should they be thinking about? Now? >> You know, it goes back to How do you really develop that? That customer journey that built a brand write The most important thing is your brand and what you're doing there. And how do you customers have? Higher in the end, user customers have higher and higher expectations these days. And how do you really follow them through? The entire customer joined in >> the Holy Grail that we've been chasing for a long time. Now we get some visibility. Yeah, absolutely. It's really coming. Markman hard here on the Q. Thanks for coming on and sharing your insights. Appreciate it. Thank you. Coverage here. I'm John with Jeff with Mark. Stay with us for more after this short break.