Joe Schmidt

Banking, right?

Think of Mercury.

So there are those plays.

I think that that's the only way that you can build these types of companies when it's not in the middle or beginning, or sorry, not the middle, but the beginning of a platform shift.

Because if you think about where you have to go capture these customers, if someone has already become a customer of Workday or already become a customer of ServiceNow or Salesforce, it is so hard to rip them off.

That's why these

you know, gross dollar retentions are what they are.

Like they're the gold standards for a reason.

It's an amazing business.

And so what I think the opportunity is now is you can go after these people and go head to head instead of Greenfield, it's Brownfield and say, hey,

You have been a hostage to Workday, right?

Like you have been a hostage here and you can be freed with whatever new piece of software if someone can build this in the right way and form and fashion.

So that's the opportunity.

And I think that what we're going to see is enterprises now have the kinetic kind of energy build up inside of them to go do the rip and replace.

But you need to build this in the right way and you need to solve the problems intelligently.

And then I think you'll do this.

And there's going to be a lot of people who listen to this or read my posts and say, hey, you're full of hot air.

Like, you know, you clearly haven't thought about this or talked to anyone.

The reality is I talked to like a bunch of Fortune 500 and also private companies that like use Workday.

And I told them the kind of business that like I think should exist.