Real Internet Money
Colleen Schnettler 00:00This week's episode of the Software Social Podcast is brought to you by Hopscotch Product Tours. Hopscotch Product Tours allows you to improve user onboarding with helpful product tours that guide your users to success. Also reduce frustration by helping users learn how to use your product without the need for demo calls, visit Hopscotch.club today and start delighting your users with Hopscotch Product Tours. Michele Hansen 00:28Hey, Colleen. Colleen Schnettler 00:29Hey, Michele. Michele Hansen 00:31How you doing? Colleen Schnettler 00:32I'm doing pretty well. I had a pretty uplifting week over here in the Simple File Upload world. Michele Hansen 00:38You know what? That's good to hear. Because I feel like last week you were, we talked about how you were kind of feeling like you were in the void. Colleen Schnettler 00:44I totally was. And, you know, I still feel that but I'm trying to, two things happen that changed my perspective. One, I got another check from Heroku. So that always helps. That doesn't hurt. And I'm kind of just trying to focus on my mindset as I approach this business. I have to say the check from Heroku because unlike Stripe, where you just get paid randomly when people, you know, when people pay, you only get paid once a month. So I've been telling you I have $800 MRR for like three weeks, and I haven't seen that money. So I just saw that money yesterday. So that was pretty exciting. Michele Hansen 01:21Nice Colleen Schnettler 01:22Yeah, I think I remember telling you my very first check. I got like I had enough leftover to buy a bagel. Michele Hansen 01:28Yes. The bagel, the $20 bagel. Colleen Schnettler 01:30The $20 bagel. Well, this time it was it was quite a bit more so I could could have bought quite a few bagels. So that was pretty exciting. Michele Hansen 01:37And I saw you tweeted out earlier this week that the Stripe payouts, I was just like payout, payout, payout. Colleen Schnettler 01:45I think what must happen is like people must have signed up, there were, like, four or five people who signed up like one day apart. And so the all of their invoices hit like right after each other. So I like signed on to my email every day, and it was like payout payout payout. It was awesome. It's very exciting. It was a lot of excitedness in terms of actually seeing the fruits of my labor on this product this week. So that was fun. Michele Hansen 02:10Yay. Internet money. Colleen Schnettler 02:12Yay, internet money. Michele Hansen 02:13So where is your MRR at now? So I just checked and I'm at $975. I know. What? Oh my god, you're almost at the $1,000 MRR mark, and it's been, like, three months. Yeah, I guess it's, yeah, three, oh my god. Like, Colleen Schnettler 02:35Yeah. Michele Hansen 02:36That's, that's not common. Like, just for everybody else kind of like, listening like that is, that is very uncommon. Like, you're you're not like ending up on $1,000 after three months like Coleen like that's, that's normal. Like, I think it took us like six months, and even then that was kind of fast for a little project. Dude, 975. Yeah. Colleen Schnettler 02:57That's real money. It's real. That's why my last check. Because if you look at my checks from Heroku, and once again, I only get those once a month. It's not like Stripe. It was like the first one was like 150. The second one was like 250. This last one was like $570. I was like, that's like, real money. Like I could do something with that money. That's cool. Yeah, so, so from a monetary perspective, it's going great. I think I, I was struggling a lot. And I still am kind of struggling because I don't have a good feedback loop. I have been kind of unsure what to do next, and how to push the product forward. And it's funny because I like I think mid last week, I was just in a funk. And I was like, You know what, I'm just gonna build it the way I want to build it. I'm gonna develop all these features. I don't care what anyone tells me. Like, I'm just gonna do what I want to do. And you know, of course, everyone I talked to is like, that's a terrible idea. And the best way someone phrased it to me, they were like, what if you do go and you spend a couple months and you build all these features you feel like you need, you're still not going to know who your customer is. Like, I was complaining because I don't know who my customer is. And she was like, even if you spend this time to build that out, you'll be three months down the road, and you still won't know who your customer is. So have you made any progress? And I was like, oh, that's a good way to put it. So, I did a few interviews this week, which was really great. I'm really gonna take a pause on any kind of development work, and just talk to people. I mean, talk talk, talk. Michele Hansen 03:01Colleen. Colleen Schnettler 03:02I know, I know. Michele Hansen 03:04You're done putzing around in the code garden and like, you're out there in the town square. Colleen Schnettler 03:29I'm convinced. Like, between the, I mean, I probably five different people had to tell me this. But like you guys have convinced me that I just need to talk to more people. I just need, I don't know. Like, if you ask me who my ideal customer was, like, is, or who this provides value to, I can't identify that person, and casting a net of all developers is way too broad and too vague. So, that's really what I am focused on. In the next couple months, I think another thing is I need to calm down a little bit and slow down and be a little bit more patient. Michele Hansen 05:21You said that you could go off and build something for three months, and it sounds like this person you were talking to, kind of helped you realize basically, like, you wouldn't know who you were building for and why you were building it and how they needed any of that to work. Colleen Schnettler 05:39Yeah. And I think that's exactly the thing. So, so this week has been great. I spoke to three consultants, I have another one today, and I'm trying to get to five consultants, which I'm sure I can find one more person. Here's the thing, Michele, they all want different things. Michele Hansen 05:56Oh. Colleen Schnettler 05:57So, unless I have the team and the budget of a CloudFlare, I can't build one product that fits the needs for all of these three different people. Michele Hansen 06:09You know what this sounds like? Colleen Schnettler 06:10No. Michele Hansen 06:11It sounds like the very beginning of a research loop to me. Colleen Schnettler 06:15What's a research loop? Michele Hansen 06:16Okay, so it's basically this idea that, like, you do a group of like, five interviews, and then you sort of analyze that and say, okay, of all of these different problems I've had, or rather, I've heard, which ones both sound, people are already paying for them to be solved, and they're unhappy with the way that they're being solved or in, they can also be paying in terms of significant amounts of time, like that counts. And then which of these problems do you think are relatively both feasible for you to solve, like, it would be possible for you to build something, and could also be like, commercially viable for you to sell, like, people would be willing to pay enough that would justify the time that goes into it. So basically kind of analyzing what you've heard so far, based on you know, how, how well those needs are already met, or, or not met? Colleen Schnettler 07:07Yeah. Michele Hansen 07:08What they're already willing to pay for. And then, and then doing another round, focusing on those sort of top priority problems to figure out where you should go next. Like, it's completely normal that you would talk to five people and hear five different things. That doesn't mean you're doing anything wrong, if anything, that's really exciting. Colleen Schnettler 07:30Oh, that made me excited. I felt like crap. Now, I don't know what to do. Michele Hansen 07:35Oh, yeah, that makes sense. And you do it kind of like a pyramid, basically. You start out with a really wide scope in the beginning because you're casting a really wide net, like, you're just talking to all software consultants, which is a pretty broad, big net. And then you just sort of narrow it down based on where your capabilities are, and where people are willing to pay for stuff, and they're not happy with what they're currently doing. Colleen Schnettler 08:02Yeah. Okay. So that was, that was really good. You're right. It's good to hear the details of what people struggle with, what their pain points are, how frequently they have those pain points. But yeah, I was only three interviews. So nothing magical came to light, like, oh, if I just did this one thing, I would have the product everyone wants, like, there was nothing like that. Everyone was building or wanted to build kind of a specialized solution for their needs. So, I guess the answer is just continue to talk to more people in that situation. Michele Hansen 08:38Yeah, and, you know, also making it flexible, too. Like, if you genuinely hear that everybody wants something different, then, you know, making it so that they can customize it to their own needs is another route you could go on. But, I mean, it does not surprise me at all that you would not be hearing commonalities after just three people. Colleen Schnettler 08:58Yeah. Yeah. Michele Hansen 09:00That's totally normal. Colleen Schnettler 09:02Yeah. So, I think, I mean, before I start, like, what, I really want to go build an integration for this thing, or build an integration for that thing, but I think before I do any of that, like I said, I'm, you know, this is, there's no finish line here, right? Like this is this is my life, like, this is what I want to do. Even if I sold my company, I'd want to build another company. So I'm just trying to be a little bit patient and take my time and really figure out who the customer is and, you know, learn, learn about what they need and figure out how I can customize this product to their needs. Michele Hansen 09:44It sounds like that, for you, like, that is almost the opposite of your instinct. Like your instinct is to go and build for three months. Colleen Schnettler 09:57I mean, that's what I want to do. Like, let's be clear. Like I love people, but this process of like, finding people and like the, the whole, the whole logistics of it, you know, it's a lot. It takes a lot out of your day, I found that I'm a little nervous before I talk to them. it's a lot of emotional energy to like contain my own excitement, while I'm talking to them. And listen, like, that takes quite a bit of concentration as a beginner. Michele Hansen 10:24It takes concentration for me. It takes emotional energy for me. I mean, this is why I have this rule for myself that I don't do more than two in a day because the amount of energy that's required to sort of just, you know, I picture myself like this sponge that is just there to absorb whatever the other person says. Like, that requires a lot of energy, and, you know, a couple weeks ago, when I was first starting to interview all of my readers about my book, and my very meta interviews about customer interviews, I did six in one day, out of enthusiasm for this and, and at the end of that I was like, I heard so many amazing things. But I was also like, okay, now I remember why I've had two per day rule. Colleen Schnettler 11:10Yeah. Yeah, so I think that's kind of, uh, definitely goes against my instincts to slow down and try and identify my customer. But I think the point that I want to build all these things, but until I know who I'm going to be serving, I don't even know what is important to build, and I can't know what is important to build, until I talk to people who need this product, who I, to identify them and talk to them. So that's going to, that's going to mean that I need to be a little more aggressive in finding people. I can't just like, I mean, I put a thing on Twitter, and I found five people, but I was only looking for five people. Like, I want more than I want a lot of people. So I think I'm going to try some of those strategies, you know, go on Reddit, and the strategies you write about in your book, actually. If you'd like to, I mean, you talk about this in your book, I reference your book, even though it's not done, like I haven't, I'm looking at it all the time, just so you know. Michele Hansen 12:06You know, one thing I want to note is that doing development work and customer research work, like, they're not an either, or. It doesn't have to be this switch, where you're only doing one at a time. Like I think, you know, the best cases are when this kind of research is just integrated into what you're already doing. And, you know, it does take time and focus, and like, context switching is difficult so you couldn't, you know, just like, you know, write code for like half an hour and then interview someone then right? Like, you can't sort of just switch back and forth super easily, but integrating it into your process. And maybe it's not that you, you know, don't go out and build these features for three months in a cave, or also that you don't go out and just talk to people for three months. It's that you do you know, both, you know, it's like, in the same way that, that people often ask me whether they should talk to people or whether they should look at analytics, and I'm like, porque no los dos? Like, do it at the same time. Colleen Schnettler 13:07Yeah. Michele Hansen 13:08Like, you could, you know, like, for example, I remember you talking about something you came out of the interview with Drew where you wanted to pull the code pen forward on the marketing side? Colleen Schnettler 13:17Yes. Michele Hansen 13:18Has that happened? Colleen Schnettler 13:20No. Michele Hansen 13:21Oh, I don't mean to, like call you out or anything. It's like, you know, there's like, Colleen Schnettler 13:25Developer calling me out on my own podcast, Michele. Michele Hansen 13:28I'm sorry. Like, there's development work you can do, Colleen Schnettler 13:32Yeah. Michele Hansen 13:33That you'll find in these things as you go. Colleen Schnettler 13:35Yeah. And I think that's, that's really the key. And that, that's will keep me in like a happy psychological state, too, because I'll get to, I'll get to do a little code, I'll get to talk to a little people. I get to do a little code, I'll get to talk to a little people. So I think, I think that you're absolutely right. Like that is a good path forward. I think, I guess what I'm trying to sort out, so when I built this thing I built it like to do one very specific thing, right? Like, it was designed to help you get public files from your users onto your site, and I was actually making, I was using it for brochures. We were doing real estate brochures, and people have started using it and all kinds of different ways, and that's been really instructive. So, even that piece of information is interesting, and a good thing to learn. So, yeah, so I think it's just keeping an open mind and making those kinds of changes that are kind of obvious, like, the code pen more accessible as I go forward. That's kind of, kind of my plan. Oh, and I wanted to say, so what I've been doing, I think I read this in your book, too, is I've been recording, obviously, with their permission and then dropping it in Otter.ai to get a transcript, and it's so awesome because now I can just read. It takes me five minutes to read instead of watching the 30 minute video, and I have the information, like, right there at my fingertips. I love that. Michele Hansen 15:07It's awesome. Yeah, and Otter makes it so easy to do a transcript. It's actually what we use for this podcast. I should totally like, reach out to them and see if they'll sponsor us or something. Colleen Schnettler 15:19I have a paid subscription. Michele Hansen 15:21Yeah. Colleen Schnettler 15:21Because I was like, this is so worth it. Like, it's so cool. Michele Hansen 15:24Yeah, then you could just, like, Colleen Schnettler 15:25That's been, Michele Hansen 15:25Print it out and highlight. Colleen Schnettler 15:27Yeah, well, that's been such a great way to collate the data, because I was like, okay, if I want to get serious about this and talk to, you know, 15, 20 people, what, am I going to go back and watch all those interviews? I really don't want to. So, that's been a really cool way to get the data. I'm, like, pumped about that. And so, yeah. Michele Hansen 15:46Yeah, if we were doing this, like in a sort of serious, like corporate, you know, company setting, what you would do is actually like, take all of those transcripts, and then clip out like, specific key phrases and key words, and sentences where someone is really clearly describing their different use case and then, I mean, I feel like there's this sort of this meme about how much like, UX people love post it notes, and like rearranging post it notes on boards. And, like, those, you know, all of those quotes basically end up as post it notes where you're making a timeline of the user's journey through trying to do something, and you're evaluating it on functional social and emotional levels. And like, everyone in the team is like placing post it notes in all of these different areas from all the different interviews. Like you might have one color that you use for a particular customer or a particular interview, for example. It's super time intensive. It's also really fun, and yes, it brings amazing results, but even if you're not doing that, like, even the fact of getting the transcript made, going, reading through it, pulling out the key phrases, and then just, kind of, knowing where to find that information yourself, or like, jotting that down on a card, or whatever that is, wherever you're keeping information so you know what to go back and reference later can be really helpful. Colleen Schnettler 17:03Yeah, yeah, I'm pumped to go in this customer interview journey, I think I'm going to approach it the way you kind of describe where, of course, I'm not going to not touch the code, like there's going to be, there's going to be both, I'm gonna do them in parallel. But I really want to kind of identify who, who it is I can provide the most value to, and I want to be specific about it. So, Michele Hansen 17:22Yeah. Colleen Schnettler 17:23That's kind of my goal going forward. And that's going to take a while. I think that's the other thing I have to remember is like, that's not going to happen in a week. That's going to take me a little while. So, Michele Hansen 17:33I mean, in some ways, it's never over. And I don't know if that really, I don't know if that helps you. Like, I don't know if that's something I should tell you now, but like, you know, I'm a firm believer that research should be just part of your ongoing workflow and sort of building this bank of customer understanding that is a living, breathing organism. And it's not that we do a research project for a month and then build stuff for three months, then do a research project. Like, it's just always happening. Colleen Schnettler 18:00Yeah. Yeah. So speaking of all the wonderful info I got from your book while I was doing these customer interviews, how is the book going? Michele Hansen 18:09It's good, it's good. I feel like we're, we're getting into the more serious editing phase. I'm kind of, Colleen Schnettler 18:17Didn't you have a picture this morning of like, the book on your desk with a bunch of pens on Twitter? Michele Hansen 18:21Oh, yeah, I did, I printed it out, and I started reading it, like, as as a book and editing it, and I have four different colors of pens for my editing. And I used to do editing and print layout professionally, and I've sort of volunteer edited other people's books before. Colleen Schnettler 18:40So random. Michele Hansen 18:41So yeah, no, it was like, stuff I did when I was in college. So, um, so, so yeah, I'm really pumped, because actually, this is a phase of it that I feel like I understand the best. And I know, like I have seen where, you know, there was one book that I helped edit that went on to win a major like, international prize and like, I didn't have anything to do with that, but like it, I saw what that book was in its early stages, and so I know that like, the fact that I'm tearing this to shreds right now is like a normal part of the process, like, and even really amazing books, like they everything starts out in a rough shape. I'm really appreciating how different writing a book is from writing a newsletter, like, how much of a gulf there is between that. Colleen Schnettler 19:27Yeah. Michele Hansen 19:28Um, but, but I'm having fun. I feel like I have torn like the introduction absolutely to shreds. I mean, I had like four introductory chapters, and like, I think that was too many. Like, I was really burying the lead. So it's good. You know, I've brought in friends who are outside of our little bubble in tech to help me edit who were people that I know who will be harsh and honest with me, and they trust that I'm not going to be offended, and so I'm so grateful to have their help. And I've interviewed about 25 ish people now as part of it. So it's, it's going along. It's good. Colleen Schnettler 20:11That's awesome. I'm excited. And I also heard, and by heard, I mean, you told me, that you took your live chat widget off of your website. Michele Hansen 20:22I'm so excited. Colleen Schnettler 20:23Talk to me about that. Michele Hansen 20:24Okay, so this, so, this is something that has been building for a while, and for a long time, not not just since we moved here, but for a long time, the pings of live chat have been really stressful for us. Colleen Schnettler 20:43I imagine. Michele Hansen 20:44Yeah. And even, like, when we were in the US, like, we were on eastern time, and we would stop working around 4:30 or 5 on any given day, and we would still be getting requests, you know, through eight o'clock at the minimum, because of the West Coast, if not later, because of Hawaii and Alaska. And so we were sort of used to getting pinged from customer support at all hours of the day. It was not necessarily that there's a volume problem, because, so we have this idea that every support ticket only happens once. Colleen Schnettler 21:18I think you've mentioned that. Michele Hansen 21:19So this is kind of this principle that we operate on that whenever somebody, whether it's a bug or somebody is confused about something, like, if there's any way that we can make something clearer, or fix something, or basically prevent that ticket from ever happening again, we do that. So nothing gets closed until it's fixed. And, and so we operate on that principle, and that has really reduced our support volume over the years. But also, but still throughout that, and I think especially being on a European timezone serving North American customers like, that gets really difficult because you know, our daughter gets out of school at three o'clock, and then our customers wake up at three o'clock, and then it's just, like, it's just chaos, and having live chat specifically, like, people don't know when they can expect to get a live response versus when they have to wait. And I have experimented with so many different versions of copy on the little live chat widget, and none of them really seem to communicate that it's, like, it may not actually be live. Colleen Schnettler 22:30Okay. Michele Hansen 22:31And then on the flip side, some other people assume it's a robot and like, don't even use it. Colleen Schnettler 22:35Yeah, that's me. But keep going. Michele Hansen 22:37I've seen that come up in usability testing, like, when I've had people screen share, and go through our site. So um, you know, a couple months ago, I was telling this to some founder friends, and what, what came out of it was basically, you know, live chat was really important for our growth, especially in the early days, like, I'm thinking like, like, 2016, 17, 18, especially when we're going full time. And, but the things that you do to grow are not necessarily the things you have to do to maintain and be a stable business, right? You know, we're growing. Like, we grew 56% last year, even though we didn't really try to, but growth is not what we optimize for. We optimize for stability. And so those things that we did in the early days to grow, like, could use different tactics now, and where the live chat kind of stresses us out and doesn't work for our family, but also like, it creates this expectation mismanagement with our customers. And people are still getting a reply directly from the founders, and just this morning, somebody emailed us, and then we got back to them an hour later. And then the response we got back was, "Wow, I'm so amazed that you were able to give me a helpful answer so quickly." And like, that was an hour versus immediate, and they still had that, like, positive reaction. So, we just did this the other day, we'll see how it goes. But, but I'm kind of nervous, excited, relieved all the same. Colleen Schnettler 24:14So you still have the widget, it just says, Michele Hansen 24:18No, we got rid of the widget. We removed the widget. So there's no widget at all? Yeah, I mean, it's still, like, popping up in random places. So we were like, going through the codebase and trying to find all the different places we have that launcher. But, no, but we're still using intercom and the platform, like, so all the email is still coming into intercom, but we don't have the live chat bubble in the corner, and we don't have any prompts that say, you know, contact us if you have a billing question. Like, if you click on Contact Us, it doesn't pull up intercom chat widget. It instead creates an email. Colleen Schnettler 24:50Okay, so if I am on your site, and I want to contact you, I now have to scroll to the bottom to the footer, or wherever, click contact us, and that'll pop up in my email so I can email you? Michele Hansen 25:00It's in the header. And, Colleen Schnettler 25:01Okay, but, Michele Hansen 25:02And then it's, Colleen Schnettler 25:02Okay. Michele Hansen 25:03It lists all the different emails. Yeah. Colleen Schnettler 25:06Now tell me about some concerns you have about making this. Michele Hansen 25:09I think I, like, a concern I have is that, you know, people will be upset, right, that they may have expected an immediate response before. But, you know, at the same time, like, most of our long term customers, like, they email us anyway. And actually, most of them have our personal emails, and like, they don't expect an immediate response. You know, our, when I was talking to those friends a couple of months ago, they were like, "You guys are providing way too high of a quality of customer service. Like, I know that you guys pride yourselves on it. Like, even doing the customer support as the founders yourselves is so far beyond what most companies do, nevermind doing it live 24/7." Like, they're like, that's that, that doesn't make sense. And like, you guys can be, you know, be gentle with yourselves, basically. Um, you know, people have been like, "Why don't you just hire someone?" And the problem with it is that because we have solved all of the easy support problems, like, the ones we do get are fairly complicated. And if someone else were to take this over, they would need to be a support engineer, who, you know, is capable of debugging people's problems, but also like, able to negotiate contracts and do billing issues and like, like, they would need to somehow be a clone of the two of us. And it doesn't really seem reasonable. So, so yeah, I think, and again, it's, it's not the volume, that it's the problem, it was really that cadence. It's when someone is, you know, chatting and saying, "Hi, are you there?" Colleen Schnettler 26:47Right. Michele Hansen 26:48Is the API working? My API key, my API key is, you know, it's doing this like, and it's like, and it's like, every, like one like, ping every minute versus someone sending us an email that's like, hey, like, so we're trying to use it earlier, and then this is what happens, and here's the error message. Like, people tend to be much more verbose and email. So, Colleen Schnettler 27:05Yes. Michele Hansen 27:06I'm nervous. But we'll see, we'll see how it goes. I think that this is, you know, an adjustment that we need to make. Colleen Schnettler 27:13I don't think anyone will care. I think you will get absolutely no, I think this is all upside for you. I mean, it's gonna be so good for your quality of life. I don't, I literally don't think anyone's gonna care. I mean, I think you're gonna find that it doesn't have any impact on your business. Michele Hansen 27:29We'll see. We'll see. But, you know, we're kind of operating under that idea that the things that we needed to do to grow, are not necessarily the same things that you do to, when you have a stable, secure business. Colleen Schnettler 27:43Yeah. Michele Hansen 27:44Yeah. Which is kind of weird, like, also in the software world, cuz I feel like, you know, we talk about this all the time, that if you're trying to build a, you know, sort of, quote, unquote, like, Calm company, right, like, you're not going down the unicorn route. Like, like most of the advice and growth tactics, and everything out, like, business advice is geared towards those companies that want to be huge, and less so towards us little one, two person companies. Like, the things that make sense for us, or, you know, we have a totally different set of incentives and resources and constraints and goals. Like, all those things are so different, that the fact that we're all in software is, is almost sort of beside the point. Colleen Schnettler 28:29It is complete, it is wild, isn't it? Like how different the tactics are. Michele Hansen 28:34Like we have more in common with a small retail business, but we also don't fit in with them because we're not a physical business. Like, it's like, I don't know, small SaaS. We're like, we're just a weird breed, man. Yeah. Colleen Schnettler 28:50Well, I hope it I hope it alleviate some of that pressure and stress. I imagine, especially with the timezone issues since you guys have moved, that's got to be just challenging. Michele Hansen 29:02Yeah, my friends who also, you know, run SaaS's out of Europe with North American customers, like, I have talked to them a little bit about this and they're like, yeah, yeah, it's, it's, it's tough. It's really tough. Colleen Schnettler 29:18Yeah, definitely. Awesome. Well, I'm, I'm glad. I think, I feel like, this is gonna work for you. Michele Hansen 29:25We'll see. Maybe in six months we'll be like, oh my god, we don't have any new customers and everybody cancelled because we don't have the chat thing, but I hope not. Colleen Schnettler 29:33I mean, honestly, and I know you said they, they come in two groups, but I just assumed there will not be a person on the other side of the chat widget. So, if I hit your chat widget, I just assume I'm going to send you an email. You know what I mean? I think you'll be fine. Michele Hansen 29:47Yeah, I think people have totally different expectations. And what we have tried to communicate is that we're not making it harder to contact us, like we're not, you know, offshoring our support. Like, you can still go to the header and click, like, contact. You can still email us, like, it's still the two founders doing the support. It's just one of the tools we use for that is going away. Colleen Schnettler 30:13Yeah, cool. I can't wait to hear an update on how that goes. All right. Well, I guess that'll wrap us up for this week. Thank you so much for listening. If you enjoyed this episode, please tweet about it. 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