Johnny Adams

Brilliant.

Johnny?

My polite virtual and non-virtual hand, and I'm intrigued about this topic.

For the last six years, working in organizations similar to the ones that you guys work in as well, we typically are focused on a couple of key metrics, net new money as the proxy for growth.

We're also helping with expanded client inflows or net client inflows, depending on how we want to look at that, as the other areas of KPIs.

When we look under the commercial bonnet at SBR,

And we look at the engine and whether it's thriving or not within the wealth management client or arena.

We typically see an absence of a CRM or a thriving CRM or actually is the case.

There's normally 300 CRMs and they're all on spreadsheets.

I make that flippant joke, but that's very true.

And Dave, I'll come to you as probably the technology guru.

While striving for growth, we know that the technology sector, SaaS organizations have thrived through growth and multiples of going through the ceiling and integrating the CRM as a hub.

Why do wealth management firms or even financial service firms, why do they not invest?

in a CRM?

Well, the beautiful thing about spending time with friends like yourselves and, you know, the peer group that we're in in this particular conversation is this could carry on for hours.

I mean, we've only scratched the surface of this topic.

And as we bump into each other with our mutual clients or as we talk to each other about the industry insights, I just want to say thank you to the three of you.

It has been really rich of insights.

I've got one more question for each of you in a moment.

You're thinking, which one is this?