Name: Thriving in the Channel
Uploaded: 2025-10-28T19:03:28.916Z
Duration: 45 min 19 s
Description: Thriving in the Channel

Transcript for "Thriving in the Channel": Alright. Well, we'll get going. Thank you so much for everybody joining us this afternoon. We appreciate your time and attention. We're grateful to have all of you, on here to join us today to talk a little Thrive. And with that being said, I'm gonna turn it over to the man with the plan, the host with the most, Paul Starkey, our VP of channel operations. Hey. Thank you very much. I tell you, it's, I guess I'm the hostess with the mostest today. You know? We're we're gonna have a good time. A lot of good information we're gonna give you. Try to keep it nice and tight. We know you're all busy folks. So just to kinda give you the high level agenda today, of course, introduction. We'll basically give an introduction of what we're trying to do, you know. So I'll I'll cover that in a second. You're gonna have an executive update from Jonathan Philipsen. He's gonna go through all the latest and greatest information for you to know. We have a fantastic case study today. Nothing like a fantastic case study. Someone is out there every day doing it, making it happen. That's gonna be featuring, Taylor Ballard, who's the president and, managing director over at, data, data technology brokers or DTB PARTNERS LLC. And Patrick Healey is gonna come on here, and he's gonna take over the the the MC duties for a little while. We're gonna have a little bit of land and span conversation, and then we're gonna go right into our big close. And, of course, if you have any questions along the way, there is a q and a feature down there. Please ask any questions, and we'll try to answer those at the end. So why are we here? Not to get all existential on you, but if you think about it, you know, thriving in the channel, which by the way, I'm so glad they let me keep that name because that just kinda flowed. We're thriving in the channel over here together. No one stopped me, so of course we just kept running with it. The main reason we're gonna get together is at least once a quarter, come in here. The whole goal of this is to empower you, to provide information about Thrive, things you can sell, new products, new services, how we're winning things, technology updates, which Jonathan Philipsen is gonna go through some really big ones, go to market strategies that we're offering up or that are just, you know, things that we'd like you'd like, hey. Raise your hand if you're interested in this. And then real case studies, Bringing in folks like Taylor, we're bringing in today to go through a customer challenge, how it was solved, summary of the entire situation, and of course, the benefits to the actual adviser themselves. Because this call is all about the channel. Next thing I wanna dive into is a high level. So this is the first big update of the call. We are shifting, our approach. We actually just brought in, Jesse Alejos. He is up, based out of, the Chicago area. He is our newest, VP of national channels, strategic national channels. He is going to be taking over. We'll call it that kind of Midwest over to the the the Pacific Northwest. Jim Carter, who has been the man with the plan working the entire half of the country, we're now gonna take part of that. He can focus on, of course, be even a better person for you guys to work with every single day because he's more focused. Chris Nickel, the man is always making it happen. He's gonna continue to own that new England. Of course, Rick down in the Southeast, he's gonna own his area as well. If you notice, one thing to point out, every single, what time is internal, we call them overlay, but every team's single strategic national channel person has their own person from my team, the inside channel rep to help support you. So sometimes if you can't get a hold of Jim, you know, you've got someone on our team that's always there willing to help you with anything. Another thing I wanna point out on this particular map too, if you look down at the below, you see JP and myself, but also, CJ Messana. CJ Messana, which we're gonna talk about a little bit later, as far as the Abacoat, you know, acquisition, he is your Abacoat person from sea to shining sea. So he's not tied to a geographic area as much as he tied to anything that's around Abaco. Don't know about enough about Abaco? That's okay. JP's gonna give you a little bit of a a a preview soon. The one the last thing to kinda cover on this slide too is always, if you can, if you can send your registrations to channel registrations@thrivenextgen.com, it just allows us to have full transparency and visibility and allows you us to serve you better. We all know people have lovely relationships and reach out to their their folks, but it would help us out if you did do that. And you're always more than welcome to copy me on that. And by the way, as I'm talking to you, just in case I'm a stranger and I can't offer you Wi Fi yet, I am Paul Starkey. I'm the vice president of channel operations. And, of course, if you haven't worked with me before, I look forward to working with you. I've been in the channel for a long time as you can tell by my hairline. Definitely here to, make sure that we do everything we can to, serve you and and help make sure that you have the best possible experience with Thrive. I would be remiss if I didn't do two things. Number one, we've got to go to a lot of cool events lately. As a matter of fact, we've been picking up a lot of hardware, at least acrylic. You know, we went we went down to see our folks down at Devon and special forces. We brought back the top vendor program award. We went over to the Tolaris Partner Summit. We brought back the top, supplier for cybersecurity award. And you can't see her now, but Megan and Tory, who are featured in the picture here, they are helping us run this webinar today. But, of course, they went and picked up the hardware around MSP five zero one. So the reason I always like to do this is always better for someone else to say that you're fantastic than save yourself. Save yourself is kinda weird. Next thing to actually, the thing I'm gonna do next is I'm actually gonna pass it over to Jonathan. So Jonathan, if you wanna cover some of the executive highlights. Yeah. Thanks for that. And, by the way, everybody, that map that you saw that Paul shared, it's very telling. We've listened to our partner community. We've listened to the TSD community because everybody's always asking, you know, who do I reach out to for what? Who is my go to fill in the blank over at Thrive? We want to empower you to know and just have the knowledge to understand who to go to for what. So if there's obviously any questions, please reach out. Now one thing that has not changed about us is we always lead all of our sales conversations with an outcome feeling versus a productization conversation. Right? Yes. We want to address the needs and the goals of the business, but help the company get to the outcomes and achieve those goals best as they can. So what hasn't changed? Our people, our process, our technology. What we have done is double down on those efforts. And what I will say over the past call, like, couple months through advisory councils and various summits that we've been at, one of the thing that is very true is we've always we've always asked, you know, or or or continuously to we're being asked, you know, where is it that you guys play ball? Meaning, what's our ideal client profile for my for my partner base? And if we can help our partners understand what good looks like, that's hypercritical because we can help you get to a successful outcome or a sale sooner as opposed to later. So where do we play ball? And I summarize it like this. Number one, we focused and are hyper focused on the sophisticated small to mid sized business market and we scale up through the mid markets sub enterprise. And what do I mean by complex or sophisticated small to mid sized business client? Well, think about this. Think about your client base for example and think about the the those that are within that base that are have multi locations. They obviously have complex networking needs. They maybe have a very lean IT person or a lean team that needs some complimentary assistance. Once again, we are seen not as an adversarial MSSP or MSP. We're here to add value back to the internal IT worker to provide value back to the business so we can work in the business and they can work on the business per se. And in the mid markets, it's very typical that we supplement where our partner's clients needs are. So picture someone that has an internal IT team that definitely needs that outsourcing approach that wants to fill a void Or potentially, they wanna offload some responsibility to someone else that can protect their kingdom, so to speak, 24 by seven three sixty five. Some of the things that we've obviously launched this year are the the obviously managed artificial intelligence. That's obviously the buzz around. Seems like every supplier's conversation talk track. But the question and the question that I had just as as of yesterday over at dinner was, what does that all mean these days? Well, at the end of the day, and I think that everybody can appreciate this, it really starts with a use case. Meaning, what is the concern that the client is trying to solve for? And from there, what we wanna deliver in a secure framework is the ability to, a, discover the proper needs for the client. We want to evaluate the data. Obviously, talk a lot of folks talk about data, data readiness, data cleanliness, and all the things. But then what we would like to do is help them deploy with and that's that's go time. Right? We're deploying artificial intelligence and then it doesn't stop there. Artificial intelligence is a journey. It's not like a, we got it, we're there, thank you very much. Now is the time to optimize and continuously analyze and fine tune what we've already accomplished. And I would be remiss not to share this with you. So and Paul will share this later in the conversation. One of the things I just wanna make sure that we hit home on, there's a lot of folks that are asking for, you know, the needs for cybersecurity, the needs for managed services, and managed help desk. And what I wanna make sure that we're all in locked up with is this. If your clients need help desk services plus security or help desk plus the management of the infrastructure that's behind them or the manage three sixty five experiences, we would love to have those conversations with you. Because rest assured within your base, when people say, I need managed help desk, they're actually asking for other things. Managed help desk plus, what else can we help solve for? What can we remove off of your plate? You know, there's a gentleman that I had a conversation with this morning and it was, I need help desk services. Oh, by the way, I also need help with patch management and alerting and monitoring. Congratulations. That turned the help desk story into a lot bigger of an opportunity and it's one that we wanna help you fulfill. So as we move through this, I wanna very I want you all to understand that in our proverbial wheel that you all see quite a bit, you know, at the core, we have cybersecurity, managed services, cloud. Those components have not changed. The the fact that we have led continuously with compliance, but we've added artificial intelligence, should tell you that we are maturing the productization and the road map in which we're taking our partners and their clients down. Now we share with you another thing. Speaking of compliance, earlier this year, we acquired a company by the by the name of Abacode. Abacode helps fulfill people with pick a framework, their compliance almost as a service. Right? And so if you can think within your base where the CMMC needs are, where the health care frameworks arise, where artificial intelligence is new framework that has just recently rolled out, where your clients need to fulfill those compliant based frameworks, we have the ability to help you implement, maintain, and then obviously verify that your clients are 100% in lockstep with those frameworks regardless of the ads, moves, and changes that they're attempting to make within their network. So when there's a conversation to be had, we would love to have that conversation with you. And I think it goes without saying it all starts with a conversation between you, our partner, and our sales team, and our overlay team to help you figure out what an ideal client profile and fit looks like for a Thrive for a Thrive client. So, Paul, I'm gonna turn it back over to you now. I'm gonna let you, take us into the more fun portion of of the journey here throughout the rest. Okay? No. I love it. I tell you. Does everyone notice what kind of radio voice this guy has? I mean, like Gotta pay for radio, Paul. I'll leave you with that. No. I don't know, man. Your your voice is fantastic. So here's the big announcement today or at least one of the big announcement I get to provide. We are coming out with a brand new we're calling it the channel resource center. If you think about it, we always wanna make sure that you have access to the latest and greatest information about us. Now the good news is, you know, the inside channel team behind the scenes, they can, of course, provide things to you as well. But I don't know about you, but sometimes I go to the gas station and I don't wanna go inside. I just wanna pay at the pump and leave. This allows you to be able to go access incredible information, battle cards, product sheets, rules of engagement, the latest spiff. And, actually, to really highlight one of these, we have email campaigns that literally that marketing has provided that has email one, email two, email three, the entire sequence. And I can tell you for a fact, because we're doing a test right now, we're getting anywhere from 15 to 22% open rates, which is amazing. The reason I point that out is I I've been in marketing a lot in my career, and 3% is good. So when you're talking 22%, the the the messaging is hitting home. So that's the kind of stuff that we're making available to you instantly. Of course, you can always reach out to our team as well. Another thing too is if you wanna know where we're gonna be, we're gonna have all the different events that we're at, social media to provide for you. If you wanna get a certification, the math that I just mentioned, we're gonna make that available, on the, the channel resource center as well. It's also a place if you're like, hey, Paul. I cannot remember that email that saved my life. Don't worry. You go to the resource center, you can register a deal right there as well. You can also contact the team. And one of the things I mentioned earlier about just different go to market ideas, we would love to come and train your people. Or if you wanna have a a client facing event, if you said, we would love to have Thrive come in and talk about a particular topic, we would love to set up a lunch and learn with you. That's just something that's another thing you can literally request through our channel resource center. Over on the right, you see see kind of a a quick snapshot of it. I would do a demo, but every time I've received a demo, it always goes weird for whoever is presenting. So I'm not gonna test state. It's fabulous. I looked at it this morning right before I jumped on, and we will be providing you access very shortly. Prop most likely, we'll start communicating in a in a post, post email after this event. Now here is the moment you've all been waiting for. We're gonna bring on Patrick. We're gonna bring on on Taylor, and they're gonna go through an actual real win story. And by the way, it is huge, and I think it's a fantastic in piece of information you guys are gonna really appreciate. So, Patrick, if you wanna join us here, I will give over the stage to you guys, and I look forward to seeing all all what you and Taylor bring up. Thanks, Paul. Appreciate it, man. I do also have the stress from the channel as well. I could see, you know, you could see my hairline or not, but, Paul, I think I'm gonna join the club soon. Yeah. So today's awesome for me because I get to talk about a a recent win that we had, and one that actually kinda changed the game for for a specific partner, that's gonna be joining today. There he is. There's the man of the hour. Yeah. So with with this case study, it was one of those opportunities where it came late in the year, last year, and it came as two different things. It came as a vulnerability management opportunity and a pen testing opportunity, which a lot of times we've seen across the board when we get do get opportunities, they start off in the security side. Right? And it's like one or two different items. This one expanded very quickly, even after our first conversation. So, what I wanna do is kinda talk with Taylor about what we did and how we did it. I'm gonna have Taylor kinda walk through, you know, the client itself. So, Taylor, can you tell us a little bit about this customer? Yeah. Absolutely, Patrick. And that Vaughn pen test email, I'll never forget because it came after a blue orange compliance review from the client. And I think there was a lot of holes in the network and and that were easily exploited. And, he came to me after having a conversation a couple weeks after and said, look, you know, we just had this review and, you know, long story short, here's here's what we got. You know, I think we need Voscan and pen test to see where everything's at. And next thing you know, the Thrive team, we we took it to a whole new level. So to give you a little background on the client itself, they are the nation's largest pain management practice. They are rapidly expanding. So a lot of, like, a lot of health care organizations right now. Right? You know, I've been with this client since they were 10 locations. They've done some organic growth in the beginning. They get acquired by private equity to get, you know, some cash flow. And next thing you know, they're they're buying up other practices. And I remember when they got to about 50 locations, they came to me and they said, we're no longer the one going to be acquired. We are gonna be doing the acquiring. Right? And and I knew instantly that I had a, a winner of a client there. And, long story short, last year and, you know, I guess '23, 24, '25, they've grown about 60 locations past that. So we're at a 110 now. You know, really great mid market, you know, multi location enterprise that's expanding rapidly through, you know, two two real paths. Right? Organic growth and then m and a. So, yeah, excited to take that journey, and and that's kinda where the story begins. So Yeah. So you mentioned the blue orange piece. You know, can you tell us a little bit about the challenge that was faced that that the client faced? Yeah. So they they, you know, they underwent a blue orange compliance review on an annual basis. Right? They knew they were scaling. They were understaffed internally. So they were managing a lot of, tools in house. Right? Look, between that, right, they got the report back from that and not ten days later, I think they had a, an incident where they someone got spoofed in their, you know, AP department and changed the bank account and $500,000 was deposited into the wrong account. Right? So it became this whole thing and it was actually Pat, you probably remember this, brother. It was, like, literally evolving as this conversation was going on. So, like, the blue eye, Blue Orange compliance review came, you know, I engaged Thrive along with a couple other MSPs, and we'll dig into that and why we chose Thrive. But, we start to dig into it. Right? And and during the discovery of the pen test vuln scan, I I hate to even use that as the reason why we're having a conversation. But, you know, that incident occurred. And it just put so much exposure on the organization as a whole as to where they were from a security standpoint that it led to okay. Well, let's open this conversation up to Thrive, to the other MSPs, and get their perspective on what our current health is from a security standpoint and what they would do if they were in our position. Because one, they were under resourced from the growth. Right? So they were kind of vendor sprawled. They were feeling this kind of pain internally where they didn't have the the personnel to support the the need. And then you accompany that with a bad compliance review and also an incident all within the same time frame. I mean, you wanna talk about, like, the perfect opportunity and the perfect timing. As we all know, any sale comes with two things. Right? It comes with a compelling event and it comes with timing. Right? And so, like, those two critical pieces of the puzzle kinda fell on the right you know, at the right time, and that's what led to this, the start of the sale. It was pretty wild. I mean, I can remember presenting the vulnerability and pen testing piece and you guys discussing the that email that was sent out and the fact that funds were actually transferred and us asking the simple question of why did that happen. Yeah. And it just kind of expanded the conversation like crazy. Yeah. So, I mean, I guess you kinda hinted at it, but, you know, why did why did you select Thrive and how did you help the client get there? Yeah. So as the adviser, right, I've worked with this client for a long time, kinda started in their network side and and kinda had a very specific task as a direct rep. And then as I brought in into, you know, starting DTB PARTNERS LLC brokers, becoming their full service adviser, we we kind of you know, Patrick, you can attest this. We put you guys through a rigorous test. Like, it wasn't you know, this was a a pen test opportunity. Once it kinda superseded that $4,050,000 dollar MMR mark, like, I started to put a different type of pressure on the MSPs that we were talking to because the product subset was so large at that point. Right? It was kinda like, okay. Well, we really need to do a better job for the client to make sure that we're vetting the right MSP. And and while I trusted Thrive and what they could deliver, I was also out shopping other MSPs openly. Right? As an adviser, I always say that my my, you know, my my due diligence and my is is to the client, but I also have to be in communication constantly with the supplier and letting them know what their health in the in the deal is because they're putting a lot of time through it. So we ended up narrowing it down to about three suppliers, you know, MSPs. We had them fly in. We flew to different places. We did full, you know, four, six hour. I think that one day, Patrick, was absolutely brutal. It was like four hours in a boardroom. We all sat down and and and testament to Patrick, like, he brought the right people to the table. He brought the engineers to the table that needed to be there. He brought the high level sales executives to the table. And when we left that meeting, we knew that there was it was only them and one other, MSP, Diopath, at the time. Sorry to bring that name up, but, they they definitely did not win this deal. So we can we can put them on on last. But we knew that at that when we left that meeting that they that you guys were gonna be one of two, that we chose from. That next level, that was was what won the deal. And so we went through this whole vetting process. We talked about the technology. We talked about procurement. We had extensive emails back and forth, internal calls prior to the next meeting. We set up another meeting and Patrick brought the right executive team, which I think was very crucial to this deal. He brought the right executive team members to the board so that when we had that second and kind of final meeting, right, there were no unanswered questions. It was like, we left that meeting. He looked at me and said he said, they brought the right people. The other company still doesn't even know what we're really trying to accomplish. They do. We're going with them. Don't tell them that yet. Let's make them work a little harder for it. Right? But, I bet they're the company that's gonna win this deal. And then, again, after, you know, a couple more weeks actually, I think it was a month of of a lot of back and forth, we we finally pulled the trigger on what was to be said, you know, was a $95,000 initial contract value. So testing it to drive teams. So the why from drive in my perspective is they put in the effort. Right? They brought like, this client needed a lot of discovery. The guy that was in house, extremely smart, knew the organization, like, the back of his hand, but didn't have the time or the people to really deep dive into, like, what the solution needed to look like. And Thrive actually brought them through that life cycle to show them what that, you know, end result look like, whereas the other MSPs didn't do that. It's a real, testament to show where we win, at Thrive. And once the collaboration started with, with you and with the client, in the back of my head, I was like, this is going exactly where we wanted to go, especially when the scope went a little wider than where we know, you know, a lot of the competition can can kinda struggle. So we saw that happening and we were like, okay. This is in a great position. But once we got across to the client that, look, this is we're not just a vendor. Right? We are we are looking at this as a partnership. I think that's really when the rubber met the road and when this really took off, because we did bring in the right executive level sponsorship and client did have the ability to escalate where needed. So it it was really a, a win win across the board. I guess one of the things that I get questions about a lot too, and you can kinda shed some light on this as well from your side, is how has the onboarding process been, with getting them from, you know, hey, we signed to where we are now, knowing that they've also added a ton of services too. Yeah. I think that there's I'll touch on the onboarding, but I don't wanna forget about, the land and expand piece. Right? So as we got wider into that scope and into that conversation, we started to realize that the other people that we were talking to couldn't fulfill those needs. As an adviser, that's extremely important. Right? Because now the conversation goes through one person instead of coming back to me to say, hey. Well, they can do 90%, but they can't fill this last 10%. Right? So you've gotta go to somebody else for that. Now we're looping in somebody else to fill that 10% gap. But from a compensation perspective as an adviser too, right, it's extremely beneficial for us to just be able to have these proactive conversations all the time around, okay, well, what are your next 20 initiatives? Right? Like, what are your next initiatives for the organization? And and being able to check almost all of those boxes all the time is something that Thrive is able to do that other MSPs are not able to do. Now fast forward into our favorite, you know, word ever, which is onboarding. Right? Like deals inc, $95, like best, you know, awesome experience, super excited, you know, six months of vetting to to to get a deal inked and you're all excited. And then it's like, okay. Well, now the the rubber meets the road. Right? So onboarding, it's a testament again to the team, right, that Patrick is going to build, that the channel directors at Thrive are gonna build around your client because onboarding can go really one or two ways. It can go really successfully. Client has a great experience or it can absolutely ruin the relationship. And now they're essentially shopping other providers before they even got onboarded with the contract that they were sold. Right? So in this experience, Patrick put the right people in the right place based on the deal size that was there, him and the executive team members. So our onboarding experience has been incredible. Right? I think it's a lot to do with setting the right expectations with the client, having those hard conversations with the client to say, hey, look, you're we understand that you're busy today and you're about to go through a massive uplift on network change and security change and everything that you're doing today is going to change, but if you're not bought in and you're not a part of this process with me and with the Thrive team and we're not collaborating, it's not going to go well. And Patrick and his team were not scared to have that conversation before the deal was inked. Right? And I think that was important because we were already future casting. Okay. This is what's gonna happen during onboarding. The deal hadn't even been inked yet. Right? We're already talking about the team that was gonna get built around him to help him get through those challenges. And I will say, like, any onboarding procedure, shit's gonna go sideways. And sorry, Paul. I did say one customer. I apologize. Shit will go sideways. We all know it will go sideways during onboarding. Right? But it's how do they react. And how they reacted in any circumstance that came up was exactly how you would expect them to react on a client of that nature. Right? It was 06:00 at night, 07:00 at night. Get let's get on the phone. Let's get on the phone tomorrow morning. Let's set up a meeting immediately. Let's rectify. Let's figure it out. Let's talk through it. Right? And and that's what my experience has been through this onboarding. And it's also collaborative and brainstorming all the time. So we're on these onboarding calls, and we're not just checking a box and saying, okay, we're 51% complete here. Here's your task. It's, okay, well, there's a gap here. Let's identify that gap. And what comes with that gap most time? More revenue. Right? So it's like constantly looking and in that and and analyzing what they're doing during onboarding to say, hey, hey, we missed something. You know, we missed this. We missed that. Or we didn't account for this in our initial conversation. Like, let's let's circle back on that after this call. You know? And they do a lot of that. So yeah. Great great experience. Always there's always hiccups, but, you know, I've gone through a lot of big onboarding, in my day and then and this has definitely been one of the cleaner, that I went through. So Yeah. It was actually fairly smooth because I also considering when we signed this back in March, it was supposed to be a phased onboarding. I don't know if you remember that or not, Taylor, but we ended up I can remember we signed it and then two weeks later, we had a conversation with a client. He was like, you know what? I want everything up and running in sixty days. Oh, by the way, we're gonna sign another 30 k in that first, you know, two weeks post signature. So it was, an avalanche to say the least, of of onboarding and getting all of the services up and running. But I like I mentioned before, you know, when you view it as a partnership, it makes it a lot easier during that onboarding process to have the difficult conversations because there's plenty of partners on here that I've worked with that are that are attending this webinar that have heard me say, you know, something's gonna go wrong at some point. It's really not a matter of if we can fix it. It's a matter of how we communicate it, right, to you and to your client to make sure that they they know what's going on and what to expect. So we're very I'm very big on setting the expectations to the client itself, but knowing that Thrive does have the right resources to to rectify any issue that does does come up. One of the questions that I did I did have, how did data technology brokers benefit from this win? This is the fun part. Right? This is the part where I talk about me getting to play a little more golf. So anyway, no. I mean, look, we we sold this part of their depth. Right? Is the amount of SKUs that are that are really when you break this down and that's what we do, we post, you know, we post sale manage everything. Right? Almost to a fault. Like, it's it's deep. And and they're probably at 800 I don't even know how many skews at this point. 600, 800 skews that we're monitoring at all times. And, you know, our average takeaway is about 18% on the on the deal. Right? So we've started at 95,000. We've grown it to a 170,000. We've just concluded onboarding. We're at about a 170,000. We have another $75,000 potential uptick. I mean, this client should land somewhere between 250 and 300,000. DTB PARTNERS LLC is taking, you know, 18% of that plus, you know, spiff. Right? So huge win for the DTB PARTNERS LLC and and kinda, you know, launching our brand. But yeah. I mean, 18% on 300 k is not a bad, not a bad win for us. And when you have I think the most important piece that that a lot of times gets overlooked in in the partner community is that I view every relationship as a true partnership, and that's the way Thrive has come to the table on this deal is it's a partnership, which means that a partnership will last. And it's great to sell a $300,000 deal, but if you don't close that last 25% and you don't retain that client for five, six, seven years, you spend a lot of time and you're gonna take a massive hit at the at the end of the life cycle of the client. And if you spend the time, like, drive it and like I did to really build yourself into the partnership piece of this deal, that 25% should extend this deal six, seven, eight, nine, ten years out. Right? And that deal will probably most likely be somewhere around $25,300, $405,100,000 depending on what that client does with their own natural growth and their m and a growth. Right? But they help us close that gap. So I'm as as excited as I am about this, you know, 100 fifth, love it, makes me out on the golf course doing whatever I wanna do. That's actually not true. But, 2% on, you know, a couple $100,000. But most importantly, creating the partnership so that the relationship lasts. And I think that that is the the the key piece to this because I do wanna see this stay around for five to ten more years. You know? Couldn't agree more with that statement. Yeah. I mean, this this account is always one of my fondest my or my favorites to talk about because it does touch on everything that success looks like here at Thrive. I mean, the fact that we touch multiple different buckets like JP mentioned on that on the wheel, I mean, we're hitting four out of the the five or six buckets that are on that wheel right now. Especially the advisory services, I mean, I can't tell you how how awesome they have been for this account from a partnership perspective. The thing that I love about that team is that they are, you know, they work for Thrive, but they are truly agnostic individuals, and will tell the client exactly what they what they what they recommend and need to hear. Whether or not it's going with Thrive is a different story. But the fact that we're able to do all of these different services for this client and do them effectively, is truly a testament of what Thrive has built, from the ground up here. Yeah. I mean, our PCSO is, like, he's bought in. Like, I swear sometimes I think he has a, you know, has a has the same domain as my client. You know what I mean? Like, he's truly bought in all the time. He's talking about stuff proactively. He's engaged in time that he probably doesn't have on the calendar, you know. And that is the type again, partnership. When you look at a partnership, it's not like scheduled blocks of time and, you know, I do this task and not that task. It's like, hey, we're here to collaboratively figure it out. And and I've gotten that experience wholeheartedly from from this, from this deal. So yeah. Great great win and, overall, great experience. Definitely be doing a lot more deals with Thrive in the near future. Appreciate that. Looks like Paul's gonna be hopping back in here, to kinda take us home. So, Paul, floor is yours, man. Hey. I tell you that I I I was writing down quotes of of of Taylor. I I like, you know, how you react. I mean, I mean, to your point, I I I love the story because it's it's real. I mean, to your point, it's we're going through a situation where you had a real, you know, a real client you went through. I love hearing the big numbers. I mean, think about it. That's that's what a lot you know, that's why we all get up in the morning and go to work. Like, let's go out and, you know, bring something. Let's go to top with something. So congratulations to you, Taylor. In fact, like I said, thank you so much for being a part of this this call today, Patrick. Thank you for guiding it and and helping us really understand the story of of what all went down. So thank you, Taylor, very much. Thank you, Paul. Cool. Now I'm gonna shift over to another thing. Now what you just heard about was amazing, but we also do smaller deals. So, you know, we definitely want you to think about the fact we we do incredible deals like Taylor just pointed through. Thank heavens, because those are the ones that we all dance around. Everyone loves the whales. But just remember two, and here are three real examples with three completely different agents where we started it as, you know matter of fact, I'll I'll use the first one just to kinda break it down. We started, you know, 09/2017. If you look over time, we were able to add some advisory services, a little bit of cloud, a little bit in, basically end user support, little, and then suddenly, we're up to $51,000. That is not an anomaly for us. Just to say out loud, a lot of deals that we have, they start out small, you know, even even Taylor's example actually, Taylor's example even started out big, but a lot of times the deals that we have grow. Because if you get in there and you just go through the discovery, you find more and more things that that we can do. As a matter of fact, Mark had asked a good question over in, in the q and a. Here's when we click on that, trying to multitask here. But he's talking about just the idea of, you know, hey. If I'm not that familiar with the the the offer that you guys have around managed services. Well, first of all, that's what we're here for. If you ever have any questions, wanna go into any any detail. But at a high macro level, and and and Taylor touched on it really well, we are we are definitely for, you know, cybersecurity, threat detection, you know, attack surface, risk management, end user workstation, security, incident and response, remediation. That is our bread and butter. Like I mentioned before, Telarus has us as their number one provider right now for cybersecurity. If you look on the cloud side, you know you know, Microsoft you know, if you wanna look at Microsoft Azure, you know, March desktop as a as a service, that's where we play very nicely. Disaster recovery. You know, a lot of times disaster recovery is always interesting because everybody wants it and nobody wants to test it. We will be there for you. We'll we'll go through the process and make sure that we're doing the right planning because disaster recovery is more than just a tool. It's an entire strategy, including the actual recovery testing, which everyone should be doing. As far as the connectivity side, definitely global network management, SD WAN, zero trust, secure access, twenty four seven performance monitoring. One thing a lot of times, you know, JP touched on it to a certain degree, but we have a a NOC and we have a SOC. They're completely separate. Also, two, Abacoat's, basically, their SOC is separate as well. So we definitely have the right teams in place to be able to manage all this. On the productivity side, you know, we talked a lot about, you know, we have managed AI, but we also have I, AI enablement, managed services, anything from hardware to, you know, project management, we're there. And, of course, professional services to make it all work. The main thing to say out loud and and Mark has a great great question. And the fact that we do a lot of stuff, what we don't wanna ever be perceived as we're not one of the folks who do a lot of stuff and they don't do it well. Based on the reason I showed the awards earlier, and by the way, Mark, thank you for the question, is because we do a lot of things well and award winning. We use that term, like, award winning level well. So the main thing just to point it here before I leave this slide, because like I said, Mark's question was more interesting than the brows we talked about on my slide, but land and expand is very much a normal for us. You bring us an opportunity with as a customer challenge. Let us get in there to help you solve it. Most time, probably nine out of 10, it will grow organically and actually usually will grow organically quickly. And then the last piece, the last bit of news before we, get to the q and a section is the two x MRSPF. Hope you already know this and like, yep. I've already heard that. But back on September 3, we, came out with two x SPIFF. So any opportunities that you bring to us, of course, they gotta close. But if you bring an opportunity to close this between now and the end of the year, you know, December 31, you will get two x to spiff. Now think about with with Taylor's example, how much money we could be talking about. So definitely, please, you know, definitely if you have a sense of urgency, that's great because let's come in and let us support you and let us very happily pay you the two x spiff for the work that you're doing in in basically, in this year. So I'm going to pause there and let's look over and see if there's any any, how do you have any other questions they wanna put in the q and a that we can address? Okay. Where can I learn more about Abaco capabilities? Well, definitely, that is a somewhat recent, acquisition, but, yes, we'd love to tell you about Abaco. To give you kind of a little bit of a sneak peek, what Abaco provides to us is even more compliance even compliant compliance services and compliance abilities. If you think about it, there's so many, you know, so many organizations out there, whether it's HIPAA for health care, PCI DSS for financial. There's so many different, you know, compliance levels that people are trying to reach. We can help you. Not only can Thrive help you, but, of course, have a code. And as I mentioned earlier, you know, we definitely have a a team dedicated to that to make sure that we can help you with that. So how about this? What I'll do is I'll make myself a note on that. We will make sure that we are providing more and more information about Avacode so you can use it for your success. Any other questions? Okay. I'm looking here. So, and and, Jonathan, I think so you said where is, the central console located? Is are you referring to the, the tool that we just announced? The, okay. Perfect. Yes. So how about this? What I'll do is I will send out I will send out a note right after this with a link so you guys can go out there. We do ask that you register for the, for the their the resource center. Like I said, just so we, you know, we know exactly how who's out there using it. But, we will provide that in the email. I'll make myself a note to make sure you have the link so you can go into that resource immediately and hopefully have benefit from it. Thank you for that question. Awesome. Alright. Well, definitely, you know, a lot of folks out there, we, you know, we probably talk different, you know, daily on some certain things. Please let us know if, if you ever have any opportunity any questions or anything, reach out to our team. We wanna help you. We wanna be a a partner. Just like earlier, when when Taylor and Patrick were talking about what a great relationship they developed, we wanna be that for everyone on this call. Looks like here, how do how do we engage, Thrive for an opportunity? I mentioned it, a little earlier. I'll go back here real fast. The, just so you could see it. Let's see one more. So if I didn't throw anybody off by flying through this oh, there it is. It went back fast. Basically, if you go to channel registrations @thrivenextgen.com, that goes to the entire team. Like I said, we love the transparency of that. We don't want any what time kills deals. We wanna make sure that we are immediately responding anytime you send over. That's why we don't wanna go to a human. We want to go to a a distribution group. Like I said, always feel free to copy me on that. I'll do my best to make sure that we're, responding as as fast as humanly possible and sometimes faster. Thanks to AI in the future. Cool. Alright. I, I'll I'll say how about this last call. Any other questions before we wrap it up? Okay. Well, thank you so much for your time today. We sincerely appreciate you carving out a little bit of your day for us. Definitely, if you have questions, you have feedback, let us know. We will be sending out an email with recording. We'll make sure that you have the, you know, the different piece of information that we talked about today with, easy access where you just click the link. You don't have to, literally write anything down. So an email will come out, from, you know, from us in the next little bit. And well, matter of fact, in the next, we'll say, twenty four hours or less. And then, of course, we hope you had a good experience here and you we hope you join us in the future. Thank you so much, and let's keep thriving in the channel.