James McHugh

Thank you.

It's really nice to be here.

I guess we saw an opportunity in 2010.

I was, like yourself, James, in recruitment.

We saw an opportunity.

I was based in the San Francisco office.

We couldn't keep up with demand for folk in the Salesforce space.

I'd ring the Europeans and say, hey, get on to our clients.

They're going to need Salesforce folk.

And they'd phone me back a couple of weeks later saying, we've called everyone.

There's no demand in Europe.

So there was a arbitrage opportunity to put a services business into Europe.

So I rang Salesforce.

Correct.

So typically what happens with software, it can be shelfware if it's not implemented.

So you need people to get it off the shelf and stand it up.

It's called shelfware if it's not being used.

So where you have an ecosystem that's growing fast where people say, I need another 10 guys, I need another 20 guys, give me 50 guys.

That tells me that there's a lot of software sales behind that that's leading to give and help us develop the people to implement that software.

When we made the call into our systems integration partners in Europe and they said, hey, we don't need any of those guys.