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[Music] so [Music] yeah hello everyone welcome to another episode of sas track from startup line hyderabad so for those who don't know about sas track we thought of making a a complete and in-depth knowledge series on sas products and also the sas businesses and help our community which consists of a lot of entrepreneurs professionals startups and students as well to know about what he says and how things work inside a sas firm right from the launch till you know going for the going to acquire for the uh acquire the first 100 clients and this is our seventh episode in um sas track and uh we already we all always uh you know put our episodes on youtube as well to make um people you know access uh to have access on the complete content that we are putting out there so the link is out there and today uh anubhav uh thank you for accepting i and i'm giving it over to your number you can take this forward and uh yes let's get started with it yes right so good good evening everyone i'm anubhav and i'm a co-founder with book by slot just let me briefly introduce aditya what book by slot is book by slot is an online sas based platform for micro stays for hotels so we trying to disrupt the normal check and check out time what you usually have uh the standard 2 pm and 12 p.m and time sharing of hotels so what we're trying to do here is um break the whole 24-hour uh window into different slots and give the flexibility to travelers so that they can put their choice so they decide the check and checkout time and they side the window they want to you know go ahead and stay for so i've been bootstrapping for about three years and successfully um so we've got about two thousand hotels on board uh all the biggies have come in india uh kovit was like a blessing in disguise somehow and i'd like to carry this uh session and ask you a few questions about uh what the pandemic has brought up you know the challenges and opportunities so what do you think i mean how we can go ahead and scale the sas companies in these tough times for the hotel industry what do you think you've been for about 15 years i was reading about horror logics 2008 you started in and and you've been doing fantastic right so one of the leading pms uh and child matters in india right so so please share your thoughts about what you think sure i would first like to ask you what did uh how did you bribe raven because uh he is calling you and calling me sir definitely there is something this could be a possibility right you're much senior to us and you've got much expertise and you know greater experience so that's that's pretty much it right okay much to learn from you right so absolutely i i absolutely believe in the cause of my start i've been through your own right and i think the hotel industry is waiting to get disrupted to stop thinking uh the age-old way and you know start looking at guest as its priority then looking at its accounts the way they have to manage their accounts and stuff like that right so right it's more an inverse facing practice what they carry today then you know over so i mean um uh you know we we were the one of the earlier pms's that were born on the cloud correct so it happens that we are now one of the most experienced a few pmss that are that have been born on the crowd clowned and hardened on the cloud for 10 plus years uh but the flip side to it is that when we started the industry was not ready for it so we and the funny part was that we were not making it for the india market right and none of us were hoteliers right we had basically seen an opportunity that uh you know these the mid market and the smb these small sized hotels they absolutely need a good end-to-end uh solution to manage their operations and also connect to the online world which was becoming popular at that point in time right and now it is very popular already so it was becoming critical to address to the online demand so so that was the genesis why we started but the place from where we started was not known for products at all 2008 india right the market were targeting was not india so we were targeting for a market where we were not sitting right and uh and we were uh non-hotelier so everything that could be you know against us was against us right so same is with me i'm not a hotelier yes but i'm into travel and hospitality yeah so so i'm saying that you uh when you um when you start a company which is into four hotel operations right right and then so you you basically say that it's a erp for a vertical and the the the market is not next to you you are not from the industry and you are from a country which is not known for products right so all these are you know dynamics that you start as from a back foot right when you start a venture like this absolutely i've been i i've been somehow working on something very similar so not exactly like a pms but i'm working on a started working on a model which is called a single api okay it's very popular in the europe okay um there's a company called impala yeah i know yeah so i'm so what i'm trying to do is i'm trying to disrupt with the end-to-end solution uh give the hotel de use api with amenities real time real time means that you exactly know how many people in the pool you exactly know how many people in the restaurant and i'm hooking that with with a bus api and i'm doing uber right so i'm amalgamating all and bringing an umbrella on top of uh as one api and that will be custom code plug-and-play you can you can use that as like stripe for payments right so you integrate within minutes and you're off sure so that is something which my vision is i mean it's it's a long path it's it's just a start so we're trying to figure out what we can do how we can do right now we're scaling the hotel model uh the slot model and adding different we'll add different verticals to um the time sharing uh could be cover co-live and and make it a marketplace around that great great great um so i also wanted to ask you know i mean since you've been a veteran hotelier um and into the industry for about so you know more than a decade uh what are the opportunities area opportunity areas you think uh pandemic has created for our hospitality and travel industry right now so uh see basically one thing good about hotel logics is that it is pretty much global in nature right which means that we have customers that are uh you know from in almost 100 countries who use our submission and that gives us the ability to at least prioritize markets that are opening first number one right so we can fragments it like that and i'm glad to say that you know india is one of them and it is definitely opening up for sure not the same you know look at the way industry you know uh comes back to you uh for hospitality you know it is it is known to be one of the laggards in technology adoption otherwise right i think from the bottom it is the third in terms of technology adoption but you know the news is that that the world has happened and the good news is that it has expedited technology adoption in hospitality yeah because you're bound to expedite right if you don't you're kidding you will you're killed you're finished right you have to and and hospitality known like a touch and feel kind of an industry right at least in south asia and southeast asia markets right in india we would never imagine to have a hotel which is completely contactless in nature right you know whereas the you know human touch gone and where is the hospitality they would say right but times have changed and contactless technology has become very very critical right so so those are uh so this is a time when uh from our perspective we are seeing that contactless is becoming very critical so then hotels need at the moment number two we are also giving them the tools that will help them open uh you know and ease out their their whole initial period of opening up the hotel so by giving them tools that can generate more direct bookings thereby reducing the cost of uh you know off a booking from a commission list and uh giving them tools that will help them give contactless experience to the guest and also on that same digital concierge which is uh as part of the contactless solution they are able to do some kind of an upselling and stuff like that so help them increase their revenue and open safely right is what the our in our areas where we are seeing that hotels are uh you know uh are really gravitating towards thank you so much i would also like to you know reiterate and ask do you think like this is related more towards my model of book by slot do you think time sharing of hotels to save money will work hotels and it's a good idea especially post covert where people are crunched for money and hotels are crunched for revenue hotels are crunched on err let's see let's let's look at why hotels don't do it right there's a clear cut so if if you told the hotel that uh yeah one room night you are earning 5000 versus 20 000 what would you prefer what would be the answer obviously utilize their inventory optimally they can do that and one of the way for them to optimize it by use by adopting bookmark slot kind of a model model right our whole scenario or our whole process or vision was to get the hotels occupanted to 1995 right which it was currently 65 when we started 65.6 to be precise yes ing to it can go more than 100 right so so what i mean to say is that but there are there are bottlenecks that are operational bottle likes to adopt right and you would know that better than me right and now those water legs have superseded the whole opportunity and hence so many years it has not happened right but right but what what do you think is it the right time right now at the right time because i think everyone will have to rethink right you uh and uh everyone will have to re-imagine how to run their businesses more most optimally right so i so so for business hotels no doubt what you are doing is uh should should be adopted in the new normal i don't see how it will not be adopted yeah so that's what i i i sense right so all these hotels which were reluctant to come on board like the hyatts the radissons before because obviously we were relatively new and a little bit of name in the market not a big player right so but now they're adapting they're they're they're up front uh calling us and then saying um help us and increase their revenue like you know that's like a blessing in disguise for us i mean and obviously we love to work with them and and and help them as much as is that you have to survive and survive well till post covet because still the pandemic fear is there there are lot of industry bodies that are actually talking about post chart check out the in the room has to be left vacant for one day right so yeah so it's slight counter uh productive for a solution like my slot but i think as we settle down with this pandemic the new normal will certainly adopt something like a book absolutely yeah thank you thank you um let me just go ahead and put the next question here um so this is like as you all you've already covered that but i'll just briefly you know put that across what contactless solutions do you think sas companies should build for the hotel hotel industry in these tough times i mean you've already mentioned contactless so uh what sort of contact solutions be contactless check in contact with dining or what sort of solutions yeah so see basically you have to keep the guests in the center whenever you look at a solution for a hotel right and and if you if you keep the guest in the center then you basically say that all the interaction points that you have with the guest needs to be contactlessly built right one of them check in check out the others being how you take reviews from them feedbacks from them the third being if they have any request are they picking up the phone and calling or or can they just do it on their mobile using contactless right right and if you need to upsell anything to them can you do that so everything that is guest facing should go contactless number one right you basically related to guest experience right from checking to check out uh to dining to everything should be contactless and with minimal contact yes contactless or minimal contact that should be there also what what hotel should be doing is that uh why are they doing it they're doing it so that the guests feel safe right yes if the guests feel safe but the guest didn't know whether you know this particular uh uh cutlery that he has he's using has it been sterilized or not you'll be second guessing that right whether this particular lobby that i am sitting in has been sanitized or not so that's that that'll be like a part and parcel of the duty of the world so the duty of the hotel but also proactive communication to the guest right what i'm saying incorrect here are my ten you know there are 50 employees uh housekeepers is that we are checking the temperature daily and this is the temperatures right we communicate proactive communication to the guest even at the cost of over communication is important in today's day and age right i'll i'll quickly move on to the next part so i wanted to ask you about something about sas models hotels and companies for hospitality should adapt in these times we talk a lot about how do you you know go ahead and scale uh sas companies be it uh purely purely app-based companies in terms of hospitality and and hotels so what do you think uh what's your what sort of sas models uh the hotels and companies like us like you know um uh booked by a slot it beat any other company right who's into uh software as a service model can scale uh for them to go ahead and increase their sales and revenues so what other sas models they could adopt apart from what currently are there in the market so see the number one the answer lies in two parts number one whether it is vertical size or horizontal sense right because the way to respond to uh horizontal size versus vertical cells are two very different things so when you go vertically you have to understand your domain so deep you know i need to know even what what's the attire of the housekeeper whereas if i send a crm solution across all verticals i don't need to know that right so so breaking this answer into two parts right very very in-depth understanding about the vertical is needed for you to be able to respond to the dynamics of the word if you are in vertical sense right but and similarly what about the hardest horizontal i think that which applies to vertical as well right is that what is the roi based model that you can present to the customer that so we all talk about pay as we go but we all know that it is not pay as you get paid right or pay as you as you save or pay as you uh you know so it's not a return on investment based the more you can link it to roi based model your pricing models it will help you not only keep your the ground of what means value to your customer but also put up a pricing model that will emulate that i think that is one blanket advice that can be given to any sas company and and especially in india right so i mean you fully aware you've been doing here business for a long long time that this is a price sensitive and a price dominating market yes so price is the first thing that customer comes to anybody who's a consumer but the good news is that it was never a roi driven market and it will turn and the opportunity is to turn it into an roi driven market correct so i mean that that's what right a lot of sas companies doing deep discounting and carrying on carrying on on investors money and and ultimately i mean the customer is benefiting out of it but but where is the return on investment so uh so let's see what we have done right so we have done occupancy based pricing we say as your as uh so uh basis your occupancy is the easier usage of your of your pms and uh per occupied room right let's see you pay us 40 cents and as your occupancy increases we will increase our revenue right so now it is getting down to the uh you know to the my new test unit of what makes uh means value to them or how do they earn back revenue for their businesses so what is what's uh about this particular model uh which i've been thinking for a long time and and i've been speaking to a lot of companies in the u.s and and europe uh work from hotel model what do you think about this because i'm personally eventually into it so citizen i think has been one of the pioneers uh yeah in coming up with this model and uh they have been able to crack it in fact one of our customers is royal orchid i did share that model with uh mr balji to see you know if it has merit and can our hotels over here adopt it right i consider him as a very thorough hotelier who understands uh pricing and stuff like that so so it is a very very profitable uh it looks like citizen m is doing very well number one right with that model and so in terms of in terms of in terms of uh online aggregators yeah so i was speaking to uh janice janis is one of the co-founders at hotels by the way so they they adapted this postcode and and they think we're getting a lot of volume in terms of work from hotels because a lot of people are getting into safe places working from hotel i mean again that's that's new york versus we're talking about in india i mean i personally started work from hotel pilot with lemon tree uh so about 90 or hotels i mean we're getting a lot of queries a lot of conversions not happening because most of the hotels are closed and some of them are not live but it's the initial phase right but we we're trying to get around more around the rates and how we can do more dynamic right yeah so so see basically anything that can give you a longer length of strain right we say that the success is one of these matrix is what is your average length of state right and you can come out with the base model so that you can earn more revenues in all the add-ons that you sell during that period right that could that that is a no-brainer right so it has to work if your base model uh you know do you think it's gonna work with with or without the room sorry no no no no difficult in this time all right thank you so jumping on to the next one right so uh what do you think what is the future of channel management and software and how will pms play its role efficiently i mean you're in the pms business and channel manager business child management so uh see depending on the type of hotel right let's say it's small uh i will say in u.s they call it as a mom and pop hotel mom and papa tells like oyo has got u.s right so they call it mom and pop so these small uh hotels 10 15 room 20 room inventory right who are uh versus hotels like let's say 50 plus room inventory right that are more professionally run i am not saying that 15 20 room win win hotels are not uh are not nicely run they are passionately run by by hotel owners with the passion but here there is at a 50 50 plus there is a more professional approach uh more corporate-ish approach towards running a hospitality business right what i think is they are more technology-driven i am just saying that that the whole technology buying buying cycle and the is different in both these hotels so when it comes to a small 15 property their first technology is when they get exposed to the demand generators right so they will start creating accounts in make my trips and booking.coms of the world then next piece of technology is channel manager then next piece of technology is a pms but when you go to a 50 room property their whole cycle is different they have their accounts on the but their first technology would be pms and then channel managers so they go bottom up these guys go come top down right so so so so basically um you know i think that in times to come uh pmss or pms pms lets you know smaller pmss will actually become almost mandatory for every small hotel business also to use up till now it was an option for them whether to adopt technology to the last mile or not but i don't think that will be left in times to come so you are saying that all the small hotels and and and hotels for example right now in new delhi right opposite the railway station like bahadur gun hotels so they they do not have any technology it does not utilize inventory let's look at the life of our demand generator right let's say i make my trip today right if they do not have pms and the hard hotel which is connected with make my trip also which is connected to uh booking.com also the make my trip guys selling uh a product for to which he has no control whether it can be serviced or not right yeah if there is blocking of that inventory has not happened so you are actually selling a product over which you have no control whether it will be delivered or not can you ex can you expect such an experience on amazon you can't at scale you can't right so i mean at the kind of scale make my trip is on you can't do that right yeah and i'm saying it never almost never happens on an amazon right exactly so make my trip is no less than a consumer tech business right so it needs to have that kind of uh you know control over the inventory that it sells and that can only happen if small hotels adopt technology for operations that are and so you want to be mandatory for them right now right now you will see review scores include the reliability factor of the hotel thank you so jumping on to the next point which i currently have so what do you think how travel will shape up post covert and how sas companies can penetrate this opportunity see how travel will shape up post coverage is anyone's guess today i don't think even i can guess that or anyone else can guess that right but what i can certainly say is that today the the travel will become end to end technology driven right number one what millennials expect today will be the non-tomorrow right today they uh so so end-to-end adoption means it is the last point from where from free booking to post checkout the whole travel experience will be end-to-end technologically plugged thank you that's that's what my thought is right with the single api what i'm talking about so not a so that was my thought right so it it is not only a hotel or a day use room with uh which a traveler needs he needs end to end as you said right absolutely and i think that the inventory will reduce and you will have a shrunk inventory at the end of uh you know when we have a new normal but the market size for a technology provider will still increase because the technology adoption will increase drastically right from smaller hotels i mean obviously i remember your addressable market will still increase for a technology provider you uh coming to the next point um we've already discussed that but just reiterating it you started hotologics in 2008 and uh what are your key learnings and advice for early stage entrepreneurs including myself well i think the the key learning is that if you think i mean that is for any other business not sas or anything but if you think that you're generating value and someone is ready to pay for it and there are people that and that has some scale into it it's a scalable problem number one you have to go for it right you cannot you can you know you you cannot sit along the coastline and zero can i should i do should i not do it and stuff like that number one number two that you have to understand that whenever you start a new business you'll have to sweat for it there is a reason why we call it a sword equity right you'll have to spread further right and uh and every business will have their own bootstrapping or you know initial period of so let's say a a peripheral solution which is horizontal in nature will probably have a lesser initial period of adoption or you know scaling up that it requires than a vertically tight need to be you know erp like ours so it has a long gestation period so you have to understand the kind of product and the industry that you have gone into and what is the kind of registration period it it can possibly have and so that you don't lose patience before that you know the worst news is that the success is around the corner but you've lost patience right so yeah it happens right i mean a lot of people tell me right it's not happening what you're doing right but then i i get a lot of feedback from investors and when you're approaching investors to raise around uh is that you know you're probably too early for the indian market right so so people still don't know how this works like they use time sharing not necessarily to hotels but it could be anything like in china everything is done yeah for your business please so i think your kind of business cannot go geographically it has to go city wise your type of businesses are built for for cities that have high business travel right and so i don't think you should be locating yourself into india or u.s or indonesia you should be saying these are the five cities that i choose that is what exactly we do so we we focus on eight metros of india geographically you'll have to test it out in different geographies because the eight petrols of india be still going through similar mindsets right when you are doing something slightly more you know foundationally different to what hotels are used to i would advise that you should try it in at least three different countries okay that that that's that's a new advice right and yeah i mean people abroad have given me this advice that do like do it uh scale it parallelly like so open it for the world you should not be a victim to a market not responding whereas your your value proposition was still good for some other market right so for example right now when i was in dubai i was when i launched this i was in dubai right so we uh so they said that investors had a clue right so why you live left the band started in india i said it was easy because it was my home market here it's difficult but they said this is the best market it's the business airport in the world exactly so so we're thinking of parallel market secondary markets absolutely city wise is what i feel thank you thank you uh coming to the next point uh how can sas companies penetrate 10x growth using covert as an opportunity in hospitality industry right now what are your thoughts about it so again if you're talking hospitality or any vertical here you have to have very very deep understanding about the particular market and the vertical itself right so today if i know the way us is thinking about its reopening and stuff like that then i can shape myself ingly whereas philippines has already declared that there won't be any domestic travel uh philippines collection of many islands right so uh there won't be flights between islands that also even domestic travel has gone indonesia has declared that there is no international travel till december so number one i need to know which market to choose right and within that what are they now so if i have to go to go deep into you as i would say it is not just about giving them more bookings it is not just about going contactless but it also positioning yourself correctly that you have the right tools so that you are here you you give them the tools that save them for from litigation right a u.s person is very free to you know you know at the drop of the head they can uh sue anyone right and uh so uh yeah so that's how the law is there the fear of law uh which is a real fear are you giving them tools that they can that can be used to save so we say okay why don't you disclose all that you do in the hotel for sanitation to the guest voluntarily and so that tomorrow you will not be able to come and question you that you did not do that and hence you save only any possible litigation right so what i'm trying to say is that you have to go very deep into the market dynamics and the vertical attack to be able to say what can penetrate deep over here so so you are saying that it depends market to market absolutely like in the us it will be different in india it's different in europe absolutely absolutely absolutely in u.s today you can sell by saying even earlier but now it has become that much more important that you are saving man hours right and now they are extremely resource crunched much more than ever before and they are going to value it by you know much more than what uh it will get valued in india or thailand right because because human capital is cheap countries like india and thailand and sport so um obviously so less the contact more less human power is required right more the automation right yeah so so so absolutely it is geographically driven and you have to get to that free booking to post checkout where all of you were adding value to them and hence you will be able to chalk out how can you penetrate deeply so if we talk about india um what do you think what kind of sas models like specifically since i mean for hospitality that india is a very uh you know it is a market which has 85 80 85 of domestic drive right now states have reopened they have their uh you know states have opened up boundaries for other states and all so i think everything that can number one make the guests safe that is a given you have to use you have to go with that value proposition to them second is how are you enabling them to get business from around right what is the content that you are trying to play with right for a hotel so for a hotel it has become very important that today if you are selling a hotel in [Music] chick bangalore right or that you should be targeting it should be bangalore mysore right what kind of market so drivable distance markets and if you're targeting those markets then you have to do everything around those markets for the next weeks to months or a year international market is not opening up so better focus you are yeah that is exactly what airbnb is doing right so they are focusing more on local travel rather than because they know international travel is not going to happen countries are jacked up uh they're not lying uh they're not issuing visas people not traveling flights are not there uh so what they are saying to penetrate travel right and to scale the revenue they are saying that uh within we'll promote within the u.s because that's that there they can travel right right so again geography distance focus right uh end-to-end solution they should not be low we are going over there now what about when you have to go around what is it that we need to do now again we will be in contact what certain providers will we have to go through so i am saying imagine a traveler that is coming from your nearby metro and have your complete focus on that whether it is in your cuisine whether it is in your positioning of uh your services everything has to be driven on that great thank you so much and now i'm coming to the last part of the question uh what is the future of time sharing services like book by slot and others for example in india uh in the future um not like immediately after post covert but years to come and this could be as i said time sharing models uh sharing not only related to hotels but sharing of spaces sharing of uh services and and making a holistic um sharing market like anything we can earn with uh you know learn from how space most efficiently right there so they know exactly which particular slot is not is available it will go into that slot there are you know so so they they run their space management quite efficiently i think like like i think hospitality industry is waiting to be disrupted on that model there is just too much of inefficiency in the way we utilize resources in our day correct so coming back to that i will reiterate one more question uh you you bought the point that too much resources uh what about the legacy management systems what they currently have in the hotels like the pms you have to reimagine i am all we are already looking at coming out with a new system and we say that you know that uh especially hotel management systems are very very boring in nature right if i have to but if you look at consumer tech an amazon app or a denzo or you know an uber there's an interesting app because they're very intelligent they drive itself from a user but i think enterprise applications have not adopted that so number one enterprise pmss need to become lot more intelligent right than what they are today so for example what happens at a five star hotel so for example if i'm using an oracle opera uh the booking comes and and then um any five star will download the booking and save it there correct that's what happens right so how to order that is simple to automate you know that is very simple to automate you're connecting your channel manager to your pmis and the booking lines up in your pms already we all do that today even opera does that in many ways right but what i'm trying to say is that you have a friendless guy sitting right and the tremendous guy has five things that he is responsible for one is checking in the gas checking out the guests take care taking care of his few requirements but also upselling and providing certain reports to the furnace manager right now what are the five actions that he does the system already knows why can't it instrument the same thing automated way to say okay these are the five things that you do and render it on his whatsapp directly you know this is your these are the people that you will check in say yes to check in and whatever the way you want to render it right this is the this is the person who is coming in these are the things that you can upsell to him right so i'm saying that everything needs to be reimagined now because technology if you want to increase technology adoption there is a time when you are the industry has given you a slight break from you know because it is in a slightly different state so you could you could reimagine products and render it back to the industry and deliver it back to the industry to utilize to make them more efficient as the professionals great great and and and as for as far as hotel logic is concerned i mean one one question so um i was speaking to somebody in hotel logics before they had approached me for the pms integration right i was speaking to oracle as well that part time how different are both the companies and how how you go ahead and you know having having an edge over them and and signing up the hotels and getting more business that's more like a personal question just come i i miss the question what do you say so so so article captures the major uh market of pms in india right so how different your product you can you can you know define post code or it was there before that you can you can gain edge as a competitor um absolutely see number one oracle uh address is mostly the five-star market uh segment we don't that's correct right uh we four star and about four star and like all chain models no not just mean they are basically more in the five-star segment or very big global change right so so as a pms that is not our target market right so we don't compete with them but why but our customer is lot more demanding in terms of flexibility right let's say a bit size hotel business uh you can say in india let's say elementary or uh or a royal orchid or a funds right their requirements are a lot more dynamic and they need more flexibility in terms of your capability to integrate and stuff like that number one right so so that is where you uh you when you make the system highly flexible to adapt to these dynamic requirements that's where you store an edge over uh the likes of oracle right so it's not specific so it's not basically category specific right so you so you make it more flexible anybody can go and use yes yeah and also you know see if i have to get into a particular group right which is like a 40-50 property group and it is it is basically uh you know growing rapidly i can't go and think that i will change the whole shift i will sit in the center and i'll have to integrate and adapt to the ecosystem that it works with right our ability to integrate is far higher and we are highly api driven kind of a solution for us uh you know so so so these kind of businesses find us more suitable than trying to go for an opera thank you so much um and it was that's that's all the questions what i currently have and it was wonderful getting your insights on this and definitely i'll take this offline and have an opportunity to connect with you sure okay thanks thanks bye hello kaship kasha uh thank you so much for your wonderful insight really a great conversation i wish uh i wish you you guys could talk an extra one hour so i can uh even our community can grab a lot of knowledge from you uh thank you so much anubhav and aditya thank you so much for sharing your insights if if attendees have any questions you guys can drop for uh we'll just take it for a couple of minutes and then we can start our networking session sure uh if there's any questions for other or um please please feel free to ask i've already asked a lot of questions from him yes yes yeah pertaining to the models what we have and obviously a general insight on on sas how do you skill sas and the industry what the industry is going through right now so any particular questions if um who are there currently want to ask feel free to jump in and ask the question please thank you yes and also we'll be uh posting this video across and you guys can even post your questions on our linkedin or our on our community channels as well so we could uh take that up with anubhav and until later so thank you so much uh thank you so much for joining and uh and i hope we'll talk again you