Future-proof your fiber network with a centralized network management solution.

Trish Ehlers, Vice President of Membership, Industry Affairs, and Operations for FBA. Please join us for the first of our 2023 Regional Fiber Connect workshops to be held at the Raleigh North Hills Hilton in Raleigh, North Carolina. Coming up very quickly on Tuesday, February 7th. We are almost sold out, so please don't delay registering. We will start taking a wait list, but once we're sold out, we cannot guarantee attendance. You can find out more about this event and others scheduled for 2023 on the FBA website under the events slash regional fiber connect page. Before we get started, just a few housekeeping details. You are all in listen mode only. If you have a question, you can submit it in the questions box on your control panel. We'll have time at the end of today's webinar for a Q&A session with our experts. Today's webinar will be available on the FBA website for members only under the events slash webinars tab within 24 hours. Also, don't forget to join us on Wednesday, January 25th. That would be tomorrow at 10 a.m. Eastern for Fiber for Breakfast, Fiber to the Trailer Park with Joe Costello, CEO of QuickBit Internet, who will explore strategies to close the digital divide in nontraditional environments. And now for today's webinar. Like many fiber professionals, do you recognize that CAD drawings, spreadsheets, and other disconnected systems are not the way forward to manage your fiber network, but you're struggling to justify the cost of a professional software solution? IQGO has seen how investing in a system of record will dramatically improve your company's operational efficiency while delivering the highest return on investment. Today's webinar is intended to show us that proving the investment case for a system of record is not as difficult as you might think. I'd like to introduce our panelists today. Clark Stevenson is a senior director SMB with IQGO. For over 16 years, Clark has worked directly with fiber operators to make them successful in documenting their fiber networks. From training and consulting to leading various teams at IQGO, his passion has always been finding solutions for all types of fiber optic network operators. Welcome, Clark. It's very great to have you here. And now I am going to turn the slides over to you. So if you'll give us a moment here. There you are. Thanks, Trish. I think I've got my right slide showing here. So great. Appreciate the introduction. Let's start off with a boring slide. So we always have to start off with the disclaimer here. So just keep this in mind always needs to be there. And let's move into some of the more exciting things. So I am excited to be here for this topic. This is a topic I'm very passionate about. As Trish said, I've worked for a long time in this business, specifically with OSP Insight as a system of record. And my main job was to work with customers and those training and onboarding situations, making sure that they implemented a system of record correctly. So I do want to just take a moment here and just kind of step back and see the bigger picture. And that bigger picture is, well, like, who am I speaking to? I know that my audience is probably varied. There are many of you who might already have a system of record. And it's my hope here that this conversation also builds a business case for your existing system of record of providing more investment into that system of record. Because that's really a lot of the challenges that I worked with initially is like, OK, well, we have this system of record. We really need to invest more to get out, get the data that we need out of this system of record going forward. Of course, there's going to be many of you who don't already have a system of record or maybe just don't have the right system of record. If that's the case, I hope that I give you the tools that you need to go to whomever in your organization and say we need to implement a system of record because of these reasons. And I will have given you the tools to build that business case to push that initiative forward in this case. So one of the things that you won't see here on my agenda slide is there's not a demo of the software here. That's not the focus of this presentation is I'm not going to spend time showing you the system of record that I've worked with for a long time. But I just want to emphasize that there's a lot of really great systems of record out there for fiber optic network operators. Ours included. I mean, obviously, I would hope that you would eventually settle on IQGO slash OSP Insight as a solution for your system of record. But just know that there's many vendors out there in the space that fill many different needs. So do your research and find a vendor that works well for a system of record. So, again, not going to speak specifically or show off the software specifically. If that's something that you want from us, you know, drop me a line. I'll show you my email here towards the end. And we can certainly schedule a separate demo to show you the software. But that being said, let's jump into what my agenda is. And we're going to be talking about business cases. That's the title of this webinar. We're going to be talking about what specific points a system of record can help you and your organization do better. And you can see these bullet points that I've listed already. We're going to dive into each of these specific benefits. Saving employee time. Increasing customer satisfaction. Improving SLA performance. Preserving knowledge. And just building a foundation for growth within your organization. I'm going to tie everything up at the end with a concept that we call the fiber operator maturity model as well, which takes a lot of the concepts that we talk about in business cases and sort of codifies it and shows it all in a concept, a graphic of a maturity model. And then, like Trish said, at the end we'll have questions. I will say here real quick before we get into it, please send in all the questions that you can. And if I don't get to it at the end, I will make sure to email you directly with the answer to the question. So, all right, business cases. As I was putting together this presentation, you know, I just came to a quick realization that really whether we like it or not, we are making business cases all the time in our life. In our professional life and in our personal lives. And so, you know, in our professional life, it starts from the moment that you sit down for an interview or send in that resume. You're making the business case of why it makes sense to hire you. Then it proceeds on like, well, after you're hired, you're making the business case all the time of why it makes sense to keep you there or why it makes sense to implement a specific workflow or process in your organization or why it makes sense to bring on a vendor. And if you're not focused on making a business case, then you are making a bad business case. So, the choice that you need to make is to be intentional in the business cases that you make so that you can put your best face forward. Because if you're not intentional with making your business cases, then your business cases aren't going to have any power or ability to affect change. And I'm not going to go through each of these bullet points here. In fact, I put a little link here on this slide that you can look at an excellent blog that I found on Adobe's website about making a business case. But it boils down to just being brief and conveying only the essentials in your business case and making it interesting. And one of the real points that I want to emphasize here is more than just explaining what you're trying to do and just having a conversation. You need to have hard numbers and hard facts to show as part of your business case. That's what really brings the power and focuses your message. If you don't have a focused message and you don't have those numbers to rely on, then you're not going to make a good business case. So, all right, let's jump into a business case for a system of record. And before I go into making the business case, there is a poll question that we're going to make live right now. If you guys can each turn your attention to the UI part here of the, it should be on the slide right now. It is on the screen. Yeah. Perfect. Yeah. Just we're interested in knowing if you have a system of record currently. So this is going to help us understand this audience a little bit more. So if you could kindly just take a minute here to fill out this, this survey. Trish, is this survey going to stay open or is it closed here right now? We'll close it in just a second here and then I can read the results for you. So it looks like we stabilized here. I'm going to go ahead and close it and then I will share the results. So it looks like, let's see, the majority already, 58%, have a system of record. We've got the next is 13% say they will in zero to three months. 13% say they are not considering it. 10% say six to 12 months and 6% three to six months. So there you go. Great. Well, those of you who said you weren't considering it, I hope that I do a good job making the case and convincing you that a system of record. And if I don't do a good job, I would love to hear why it is you're not considering a system of record. So maybe drop that as a comment or a question on why you won't consider a system of record. So, okay. Get back to my slide here. Let's start with the most obvious reason to implement a system of record. And actually, before I even get into this, let me just mention one more thing is depending on the operator type you are will depend on if some of these business cases make sense for you. This first one that we're talking about, I think, is pretty universal. But some of the other ones that I'm going to talk about, like maybe customer churn, adding marketing, might not apply to every fiber operator that I speak to. In fact, one of the things I love most about my job is just the variety of people. I never knew this before I got into the industry. There's just all sorts of organizations that have fiber optic networks from, you know, the traditional operators you think of, telcos, cable operators, you know, those traditional type of industries. But you get all the way down to, like, departments of transportation who have their equipment connected by fiber networks. You have campus, higher education type networks that have fiber networks. Mines. And networks like this might not have the same sort of bullet points in all of them. But this first point in a couple of these will apply among all the different operator types. So let's start here with save employee time. I'm pretty sure I don't need to explain to you why time is money. But this is really where we need to start because making a business case for a system of record really starts with saving employee time. It saves a significant amount of time for all of your teams. But we're specifically talking about fiber planners, GIS specialists, and field techs. These are the types of roles in your organization that are going to really benefit because these are the types of roles that a lot of inquiries and questions come to them. And they need to be able to answer those questions quickly. And if they're not able to answer those questions quickly, then they have to spend their time researching, auditing that work, sending people out in the field to see what's there. There's a lot of time spent getting that information if you don't have a purpose-built fiber system of record. Of course, there are free tools out there like Google Earth, Spreadsheets, Visio. These are great tools maybe to supplement a system of record. But if you're relying wholly on those kinds of tools to be your system of record, they are disconnected, they lack mobile tools, for instance, or they're just simply not designed or fit for answering these kinds of questions. And what are the kinds of questions? I started listing them here. These are the kinds of questions that can get answered quickly if you don't have this purpose-built system of record. Things like where exactly is our infrastructure in the field? How many strands are available on this cable? And how much of it is still dark? How much of this unused glass is stranded or simply unallocated? What customers are impacted by this outage? And what alternative circuit routing could we use to restore service? Who are our critical customers, such as like hospitals, who must have service maintained and which circuits service them? How much does it cost to serve a prospect or build in this region? What percentage of our fiber capacity in a region is still available to service a new customer or to be leased? Is this building on net or off net? How many miles of fiber do we have in this region? I need this information for tax reasons. Which of our enclosures are at capacity and not considered for augments? This is just a small sampling of the kinds of questions that come to your planners and to your field techs and GIS specialists that can take a lot of time if you don't have the tool that you need to just jump in and have that information right at your fingertip. After each of these reasons or points I'm making, I have just a quick example here. And I'm going to pause just for a minute because what I've done is I've enabled a handout for everyone here on this call. If you look in the GoToWebinar UI, there's a handout which is just an ROI calculator that's going to be able to put in your own numbers. For each of these examples so that you can make your own business case. So if you're interested in that, feel free to go in there, download the ROI calculator so you'll be better equipped to make your business case to those whom you need to make the business case for. In these slides here, I'm just going to have some example numbers just because I wanted to throw some numbers out here and these are just fully made up right now. Some of it tracks with some of our customers in different versions that we talk to, but they're going to be very likely different for you. So I encourage you to put your own numbers in there. But just for example, let's look at the financial impact of saving employee time. Let's assume you have 10 team members engaged in maintaining Fiverr records where each team member saves 10 hours per week because you have that purpose-built system of record compared to Google Earth or spreadsheets. If you assume a fully burdened average of $50 per employee per hour, then you're looking at saving $260 ,000 a year in time for your customers. Now, that might not be directly in savings, but what you're having is to not have to hire more people and more engineers and techs to do these jobs. And so overall, you're going to save $260,000. All right, let's move to our next point here, which is increase customer satisfaction. Now, any fiber operator working with traditional customers or commercial customers know how important churn numbers are. Like these numbers are what get reported to the board of directors, your C-level. People are very concerned about these numbers. And it goes without saying, I mean, many of you here have probably been in this situation where your internet's gone out. And you know how that makes customers. It makes them very grumpy. And these are just these are much more than just minor inconveniences. Right. These are. In some cases, preventing you from doing vital tasks can be preventing you from doing your actual job, maybe even necessary medical care in the case of hospitals, if you don't have internet service. So outages just overall make for those grumpy customers. And we just see more and more these days. Our jobs are intertwined with having access to internet. But if you have a system of record, diagnosing and repairing these outages are much faster. It puts the information you need right at your fingertips to respond to these outages. I mean, just for an example, with a system of record, you can integrate with like an alarm system that you have. Like, you know, you could have some hardware from, say, like a vendor like Expo or VX or there's quite a few vendors in the space that have automated alarm systems that will let you know when there's an outage in your system. But what happens is you get an OTDR marker back on the distance to that outage. But what you could do is if you have a system of record you can trust in, you could integrate right with that alarm system so that whenever an alarm goes out letting people know there's an outage and the footage, you could turn right into your system of record. And without you even doing anything, it's already used API tools to pull that alarm information into your system of record. And you'll have a dashboard there. It'll show you where the outage is at. You can click on it and it puts a little pin on the map and it shows you right where the outage is at. And you can change the status of that and update the status of that outage in real time. So you're really able to respond quickly to these outage and make it so that your customers are happy. But even more than that, customers may call into you and want to know what the status of an outage is or other types of information. So this really gives non-technical people in your organization access to data that was only really available to fiber planners and engineers and technicians before. Now tech support people or people who work with customers can have that information and look up information they need to answer questions for customers. They're more equipped to make them happy when they call in. And it just goes without saying that happier customers bring better financial results. The example that I'm going to use today. Let's just let's assume an average customer generates a monthly profit of $100 per month or we annualize that. That's $1,200. And typically there are 100 customers that churn per month, which would be $120,000 annually. If a fiber system of record can reduce your churn by 10%, which is a conservative estimate and talking to those customers that use our system of record. This saves you 120 customers each year. This assumption leaves you with revenue preservation of $144,000 that a system of record is saving you each year just in customer churn. So again, this is another way that you can use to build your case for a system of record. All right. All right. Improve SLA performance. This is something that I have been much more engaged on in my job recently. So one of the I had a job change at the end of last year and it required me to dive into contract negotiations a lot more than it used to. In fact, this is something that's been kind of ramping up for us for a while. For about two or three years, we've been hosting more of our customers solutions for them in the cloud. Of course, with hosting our customers in the cloud comes SLA on our end. Like we have to in our contracts, it spells out the SLA of what happens if we don't meet certain levels of service and what the penalties for those are. And a lot of times those are the points that are up for negotiations when we're talking to customers. And so I've become intimately familiar with some of this. But of course, those of you who work with contracts with commercial customers are very familiar with this as well. And know that these SLAs can be financially punitive if you don't get the goals in those. So what does a system of record do to help you prevent and meet these SLAs that you've agreed to with these customers? Well, with fast, accurate, and easy to access fiber assignments that you've documented in your system of record, your team can prioritize VIP customers. You can know the customers that you've made those agreements with. And then when there's an outage that goes down, you can prioritize those customers when they go down and make sure that you are getting them back up so that you're not breaking any SLA, any of those agreements that you've made with those customers. And just more than that, having a system of record helps you anticipate problems as well. What it will allow you to do is to look at your network and see design problems with your network. Like, well, we don't actually have redundancy on this path. So if this was to go out, there would be no fallback and we wouldn't be able to get them service in another direction because this is out. So you can anticipate problems by seeing your network and knowing the choke points through some of the reports that you can run on your system of record. They're by anticipating problems. So what does this really boil down to and how much can this save you by improving your SLA performance? Again, this is going to vary by operator to operator. But let's just use this as an example. Assuming your company pays SLA penalties and credits worth $200,000 a year. And with the operational benefits of the system of record, you can reduce these penalties by 20%, even just 20%, which seems, again, pretty conservative. You can be looking at a savings of $40,000 per year. Again, you might know these numbers better than I do. So I do encourage you to download the calculator that I've included here and put in your own numbers so you can see how much you would save in your own operations there. Preserving knowledge is our next point. Now, as mentioned earlier, I've been doing this for 16, 17 years now. And I remember getting started. One of my first tasks was to do training in our software. And I just remember the different kinds of people who come to our office for training in the software. And a lot of them were these fiber planners and engineers. And this is really what spurred the first wave of adoption of fiber optic system records, because a lot of these fibers and planners and engineers that were coming in were older. They were getting ready to retire. And these organizations realized that, hey, if Jim retires, all of that knowledge that he has is walking out the door with him. And what does that mean for our organization that all of that information is walking out the door? And even just forget retirement. I had a boss one time who I was the only one sort of managing the renewals in our customers at the time. And he said, well, what happens, Clark, if you get hit by a bus or die? I mean, forget retirement. I mean, I was still young at the time. Stuff like that can happen. And that's when he encouraged me to adopt a different system of record. It was a purpose-built system of record for managing our customers' relations. It's called HubSpot, if any of you have used HubSpot. And that was a life changer. And I was able to dump all of the information that I had into that system of record so that organization was protected if something ever happened to me. Now, it might not have been the best for my job security, but in the long run, the organization was in a much better place because the knowledge that I had was being preserved. And the same is very applicable for these engineers is there's just a vast, undocumented organizational knowledge within these groups of people that not only risk being lost, but is not being really efficiently leveraged now throughout your organization. So capturing this knowledge in a system of record consolidates that data in a single trusted place. And then again, protecting the business as we grow, as I said. You know, there are many situations where money can be saved based on this. But talking to customers, a lot of the biggest pain points that came up when I was talking to them were truck rolls. Truck rolls are things that happen all the time in this business. And so that's what we are going to use for our example in preserving knowledge. Let's just assume that your organization deploys 20 truck rolls a month and that costs $5,000 per truck roll. As organizational knowledge retires or leaves for other positions in your organization, 10% of those truck rolls could end up being wasted, like they would go to the wrong spot. So even with 10% that saves you $10,000 a month in just wasted truck rolls or $120,000 a year. Again, another bullet point for us to look at. It might not track the same in your organization, but that's why I say download the calculator and find out what the numbers mean for you. All right, let's go to our last example here before we talk about the fiber optic network maturity model. This point is a point that I am seeing more and more often. In my role, one of the things that I often do are these things called quarterly business reviews. You guys may have been involved in some of these quarterly business reviews. I remember sitting in the office early last year in a fiber operator that was fairly new, had only been around two or three years. And one of their focus was to grow their business, but not grow their business in perpetuity. They were planning on being acquired at some point. They were building a fiber optic network. They were building a successful business, happy customers. And then their plan was to sell that business to a bigger business at some point. Just standard business in America, right? And sitting down and talking with this customer in this quarterly business review, it became very apparent that they would not be able to do that and how the success of what their plan was built on having a system of record. Because if they weren't, if they didn't have a system of record, it was going to be very difficult for them to prove where their network was, what the assets they had to potential investors and the potential people who might want to buy the company. So this was sort of their proof of what they had was building up a system of record. Of course, your growth ambitions might not be to be acquired. Maybe it's just to build your organization and build your business bigger and bigger. And in that case, it's still a system of record allows you to have those growth ambitions. One example would be in sales and marketing. If your sales and marketing folks have access to a system of record, they're going to be able to respond to the different requests they have for service. You know, those sales and marketing folks don't know if they can provide service to a prospect. So instead of putting in like a request to a planner or designer or engineer to see if it would be feasible to get service to a customer, instead they could just swivel share to their system of record, see where the opportunity is at, make a couple clicks and get a high level estimate on if it would make sense to build to that customer. And then they would be able to respond more quickly to that customer on if they would be able to provide service to them. One of the things that we talk with customers a lot and very important and essential part of our business for over 25 years has been our professional services team. We've really seen the value of preventative maintenance because a lot of customers will come to us with bad data and we can see the effects of having bad or incomplete data for a professional service system. In fact, that's actually where I got my start in the system of record is customers would send us their data to be input into the system. But sometimes those data were really out of date and didn't make a lot of sense. And they had just waited too long to document that data. It was in some cases, you know, maybe even on napkins or paper drawings. And they had just waited too long to get that data. And we needed an audit to be able to make sure and know what they had out in the field. What this is all talking about is preventative maintenance, right? Like if you are proactive and start from the jump, I do want to emphasize that it's never too late. The best time to start documentation was yesterday. The next time is now. But if you start from the jump by documenting your fiber network, then it's just like any other sort of maintenance that you might do, say, on your car. Like, of course, you could put off changing the oil in your car. But the longer you go from changing the oil in your car, the more and more likely problems are to crop up. And the problems become worse and worse until it becomes catastrophic and very expensive. Same with, like, maybe changing the cars or the tires on your car, too. You could put that off, but it's going to become more and more expensive. It's the same with your system of record. You put that off for a long time, you're really delaying and kicking the problem down the road. And you're going to make things much more difficult for the future, your future self, if you do that. So just building that trust and having a reliable system and saving yourself time really brings a foundation for growth in your system. Because then you can act naturally and grow as at the speed that your system or that your business can grow. So definitely for growth prospects. And again, calling back to my point on if you plan on being acquired at some point, you need to have a system record to prove what you have. So let's go to, again, the numbers aspect, an important part of making a business case. Now let's just, in our example this time, let's say that you sign 400 new customers a month. This is a big telco example maybe. With an easy to use system of record, your sales team could improve and move faster than your competition. And let's just say that you sign an additional 5% more customers because you have a system of record. What that equates to is 20 more customers per month. Using the average revenue that we talked about on a previous slide of $1,200 per year, you're looking at an annualized profit growth that a system of record could bring you being $288,000 per year in profit growth just by having a system of record. And that's my last point on my case for building a system of record. My next slide here, let me move to it, sums everything up. And this actually predates a system of record. A couple of years ago, internally, we started this concept of a fiber operator maturity model as a sort of focus. Our conversations that we were having with prospects and customers. And it's been invaluable and building the bones and having those constructive conversations on where fiber operators are at in documenting their system. And I'm just realizing I don't have this ready for you to download. But in my next slide, I'll have my email listed on there. If you want me to send you this slide or this operator model, just send me an email and I will forward this slide on to you. But really, the purpose of this is to have conversations with our customers and potential customers on where they are at so we know their needs and where they could advance events. The goal is obviously to move from left to right, to move from zero to three and what that means. And of course, at the very bottom, you'll notice that we have fiber record entropy working against you, trying to push you back. So let me dive just a little bit into this operator maturity model to sum up our conversations here. And then we'll get into the Q&A section. So the natural state of all fiber operator maturity is record chaos, right? Fortunately, I've seen a move through the years in my 16, 17 years of doing this, where we had a lot of people start in record chaos. But most people are coming to us with at least some form of documentation in most cases. Now, that documentation could be rudimentary, but I would say that 95 plus percentage of customers come to us at least in level one. But it is important to talk about level zero to start because record chaos is just the natural state of things, where literally if you do nothing for your fiber records, this is where you're going to be. This is where you're going to have a mentality, well, I hope nothing bad happens. And that is your strategy. Employee productivity is low. You can read what it says on there. You're not going to be able to respond to things quickly. You know, fiber record entropy is going to push you to the state. And it's just like the second law of thermodynamics. If you're not actively working on your records, this is where you'll end up. It's another way to put it is I like to use the example of my son's, he's nine years old, his room. The natural state of his room is chaos, right? If I don't intervene and help him or remind him or push him or incentivize him to clean his room, the natural state is just chaos. There's nothing in between. It's going to be chaos unless I take action on that. And that's what it's going to be for your records as well. Moving up to disconnected applications, as I've explained in this, this is not, this is where most people are coming in. They usually have some sort of process that's not purpose built. And you can get data a little bit better here. But a lot of times these are sometimes even homegrown. But it's not purpose built, meaning you're not going to get the data you need or at least get it easily. But if you move to a system of record level two, this is where you're often starting to get a lot of the benefits that we talked about earlier in my presentation. Now you're starting to see things like fiber capacity. You're able to put a heat map on top of your fiber footprint so you can see what is the usage of your fiber at different locations just by looking at that heat map. You have that rapid outage response that I've been talking about. And you have those centralized fiber records. So now you're in a pretty good spot. And this is where most of our customers strive to get to first is this level two system of record. The ultimate goal, though, is to get to a fully integrated platform. And this is where you're starting to use API to tie into the different systems. And whether that's an alarm system that I talked about earlier or whether that's like Salesforce or Netcracker or other sorts of systems that you have. Now you are sharing the data that you have in your system of records to your other systems and vice versa. Data is coming into your system of record from these other systems. You have a mobile connected workforce. They can go out into the field and they can trust even if they don't have Internet connectivity. They can pull up their records and they can see right when they're working what's going on and where the network is at, even if it's underground. You have that data driven fiber planning and design. One interesting point about that is, again, I can't get into this, is talking about a whole network lifecycle. One of the things that IQgeo recently announced in August of last year is the acquisition of Comsoft. Comsoft is an automated planning and design tool. It's amazing. It's like magic. But now you have the ability, if you have a system of record, to take those automated planning and designs that you get and push it directly into your system of record. And it's amazing to have that workflow where you can save time not only in that planning and design, but they integrate it right into your system of record. Ultimately, the last thing listed on here is just trusted private records. Because that's what we're looking at, is that a system of record, just adopting a system of record is not the end of it. You need to have the processes in place to make sure that it's up to date. And you're striving for that trust for the fiber records. And that's ultimately what you're looking for. And a level three integrated platform operator has absolute trust in their system of record. So, all right. And again, just last thing, just remember fiber record entropy is working against you. So it's never something that you can stop. You're on that treadmill. You need to work to keep the system up to date. So with that being said, I hope I've made the case for a fiber system of record to you. If I have not, please email me and let me know why. Here's my email. Clark.Stevenson at IQGO.com. You can send me an email again if you wanted that fiber operator maturity slide. I'll send you that slide. But now let's go into questions. Crawford, have you picked out a few questions for us? Yeah, thanks, Clark. This is Crawford Frazier. I'm a colleague of Clark's at IQGO. I'm going to give him a hand with some of the questions that have come in. Just as a reminder, there is a question function in the GoToWebinar. So we encourage any of you to ask anything that's on your mind. But we will start with what we've received so far. So, Clark, addressing the system of record, the first question is, does this work on the ESRI platform? And would they integrate with the ISPs, OSS, and BSS systems? So, to answer this, I can speak to our system of record, which is OSP Insight, and also to Network Manager. These systems of record are what we consider... They're not tied into one particular system. They're what we consider agnostic with these purpose-built GIS systems. What that means is that we can integrate with ESRI if you wanted to use ESRI. You can use ESRI as your GIS and seamlessly connect to your... In the case of OSP Insight, which is where I have my expertise, you can connect to your OSP Insight database, which is just a SQL Server database, with your GIS system, and see all of your network data right in your GIS system. So, the answer is yes. You can do ESRI. You can do MapInfo. You can do QGIS. We've really emphasized a lot of the APIs, too, so that you need to integrate with other systems. Usually, we kind of take those on a case-by-case basis. You can talk to us. But we've been able to help integrate with a lot of different types of systems. All right. Thanks. The second question is asking if you can speak to fiber to OLT network design. Yeah. I covered this a little bit in the webinar about network design. And you can certainly design in OSP Insight manually. You can use the drawing tools. You can draw your fibers. You can set the stages to be a design stage. And you can then change the stage of those GIS elements as you draw them, where they go to planning, design, to construction, to as built. You can change the stage of those objects. So you can certainly design all the way to the terminal in OSP Insight. But then if you wanted to even better use a specific design tool, a system like ComSoft, to automatically design your system, I mentioned that, too. We can take those outputs from those systems and just put it right into your system of record. We have the workflows to do that. So I hope that answers that question. If we need some more clarification on that, we can certainly get on a call and talk about your specific use case there. Great. Thanks. Next, we have the most important problem of Internet providers is the integration of their existing systems into your system. Can you explain? Yeah. Again, this is a little bit similar to the question I just had, but your existing systems, and I covered this. Using the open API, we've been able to integrate with most systems. It really is just a matter of making sure that we understand where the data needs to come from and where it needs to go to. And you can use API calls to pull data in both directions. And, I mean, an example of this that we recently did were, like, building locations. There was a customer who had a spreadsheet of building locations, and they wanted to take the data in that spreadsheet and bring them in as building customer objects in OSP Insight. And we helped them with an API call that would look at that data set. And then it would go in and geocode those locations and put them in their OSP Insight database. We just needed to know where to line up the data, like which fields in their one data set would match to the OSP Insight fields. And we were able to draw those lines directly. So I would say, again, let's talk. We have solutions engineers. If you are looking to adopt a system of record, they can answer those specific questions for you on which systems that you're looking to integrate with. Okay. And then one last one. I'll note that we do have a few others that are very specific to our solutions, so we can follow up with any of you individually. But one more that might be interesting for the group is how this solution fits with special circuits. Special circuits. Are we talking about – you might not know this, Crawford, but I'm guessing that we're talking about like maybe wavelengths and that kind of tracking. If you can track it down to the different wavelengths, like we're talking about DWDM-type systems. And the answer is yes, you can track that. The system gets all the way down to not just the fiber level, so you can know where the individual fibers and circuits are in your network and who's being served on those. But you can get down to the wavelength level where you can visualize where the different wavelengths are at, like where all of the endpoints for those wavelengths are, where the filters are at for those wavelengths in there as well. And you can document all different kinds of circuits. So with this question here, again, I would say that let's get you on a call if you want to talk to us directly about a specific kind of circuit, and we can show you how it would be documented in OSB Insight with our solutions engineer. All right, thanks. It looks like that's all for today for these more group questions. So, Trish, we will hand it back over to you, and thanks, as always, for hosting us. Of course. Thank you, Clark. Great presentation. We always – FBA always loves to partner with IQgeo, and thanks, Crawford, for facilitating everything. We'd like to thank our audience for tuning in. Please, again, join us for Fiber for Breakfast tomorrow morning at 10 a.m. Eastern. And if you're interested in going to our Raleigh Regional Fiber Connect, get your registration in now, or it may be too late. Thanks, everybody. We'll see you next time. Bye-bye. Thank you.