hello everyone I'm shooting from Tegel marketing manager closed thank you for joining us in our cloaks monthly webinar today we will be discussing software asset management on the ServiceNow platform here's the agenda I am going to take a couple of minutes to go through housekeeping talk about clothes followed by a presentation and find a bit Q&A this webinar will be recorded and you will be able to access it later for any questions and answers you're on mute if you have any questions please use the Q&A section in your zone control panel and our panelists will address them if you have any questions that are not directly related to the webinar please email me at Shruti at closing comm or sales at closing comm our social media channels are listed here and you can access our previous webinars at a close YouTube channel next slide please a little about clubs we are a service now partners since 2011 they are based out of Santa Clara very close to the ServiceNow headquarters we are a full-service no shop with 250 plus customers about 400 plus implementations for purpose consultants and 15 executing projects globally in terms of services we provide end-to-end services our focus has been on customer service management HR ST and user portals and we have been doing a lot of work on software and asset management as well next likely a panelist today is Larry Herman Larry thank you so much and I'm really looking forward to this webinar and you can go ahead now thanks everyone and thanks Ruth great setup thanks for spending some time with us to talk about this very important topic just some quick information about why I'm here I've had over 25 years of IT experience I hate to admit that because it basically means I'm old been working on multiple ServiceNow implementations beginning with some of one of their very first in 2005 I've also been on the customer side as a product owner in several global enterprises my first ITIL based project was before there was a service now back in 2003 I am currently certified through ServiceNow for the Sam Pro implementations and I've had multiple Sam Hardware inventory and other implementations both as ServiceNow customer as well as consultant so I've felt the pain from the customer side when the CIO where the CFO comes in and starts asking about license costs and its licenses that we can't find I've been in those shoes always like to start off with a quick quote one of my heroes is Deming you probably know him from plan-do-check-act lean and Kaizen supposedly and that's why this little tilde is here without data you're just another person with an opinion so oftentimes if you walk into the CEOs office and say well I think we're good on our true ups that's an opinion and that's part of the problem so let's take a look at the problem a little bit basically our publishers are not always our friends frequently changing licensing schemes if you've been in IT long enough you know how Microsoft has handled that even service now is changing licensing schemes as they grow and go forward there's a lack of accountability for renewals or negotiations you don't want to find out that something has gone out of renewal the subscription has ended when you call for support and you're asked to produce a credit card that's not good so many SAS and other online solutions make it easy to have other departments besides IT go around the purchasing process and just sign up for something and oftentimes then IT doesn't learn about it until two things happen either it gets time to pay for renewals and they want IT to pay for it or it's time for support in some form and they want IT to support it something that people don't realize now are also BYOD and bring-your-own-device can present not only problems of managing the software on their devices but you'll get requests for downloading corporate software on to mobile devices and managing that in conjunction with your mobile asset management can be a major pain we know about expanding regulatory controls and audits we've probably all had one of those dreaded letters from major publisher that says we think you may be out of compliance lack of authoritative policies we'll be talking a lot about the tool that we have to manage all of this but one of the first things you really want to look at are there are Thorat ativ policies on acceptable use on how you are going to manage your software licensing on purchasing is finance gonna just pay for somebody who expenses a software subscription there are a lot of authoritative policies that may come into play some background it's expensive it's this last Gartner survey that I was able to dig up organizations spend 332 billion or more on software and that was in 2016 a frequently quoted Gartner statistic is that about 20% of eyeties budget is devoted to software and according to one of their senior research analysts at the Gartner group cost savings between 5% and 35% by implementing software asset management and the average Falls pretty much in the middle and that widespread is based on the maturity of your software asset management processes but even if you just get started you could realize a 5% savings so when we talk about this as well as overall IT asset management it's one of those processes that is truly a life cycle process you'll see some parts of the components of that life cycle in green that's often where our software asset management stops we have a plan for it we figure out how to request and get our users to request software there's probably going to be some kind of approval and possibly a chargeback for that software and then we work with finance to get our approved sources for that software and then we forget about all those other things the allocations the management of those entitlements or licenses the ongoing support the sunsetting of software what happens when you get the the end-of-life notice for a piece of software and so the four components in the middle are really the components of the asset management tool discover what you have out there normalize your data so you can make sense of it reconcile your data so you know where you're compliant and not compliant and then take steps to remediate it so it really is that entire life cycle that we want to talk about and we want to keep on the roadmap and not just stop at well we sourced it we installed it on somebody's computer now we can forget about it Sam maturity has been broken down into four tears these tears are from ISO and their Sam of specifications ISO 1977 for which was just updated in 2017 and ServiceNow has also adopted this in their implementation scheme for Sam so that you know the base of it really is that trustworthy data many times and I've I've had this happen in my IT life where you get a letter we have a CCM or we have bigfix or we have some other discovery tool but somebody says I just don't trust the data so we're gonna have to go to a third party to see if we're compliant or not that costs a lot of money so that trustworthy data is where we really want to start looking both at our process and our tools so you know what you have and then you can manage it then you move into practical management these are the routines and Sam procedures to keep this an ongoing process any asset management is not a one and done it really is something that is a life cycle of itself so you have to have that practical management of keeping Sam active keeping the data trustworthy then you can jump up to tier 3 which is the operational integration this is now where you're reaching into related processes so you can relate this to the Service Catalog or your request fulfillment processes you can reach out to legal and relate it to contracts and contract renewals and use your contract module within ServiceNow to help guide that process finally you want to reach up to tier 4 where you can take the big view and that's where you're aligning with Corp goals and objectives you're aligning with cost savings on your showing a proactive way of managing all of these but what happens is people get a notification either from the c-suite or from the CIO or from someone else that says we've got to do this and so they want to do it in a big bank foundation rather than just okay let's let's make sure we have trustworthy data and go on from there so when we do jump over and take a look at the tool that's something that really is built into the tool as well who's going to manage all of this there are various roles in the process and and I'm not talking about service now security roles these are the process roles so the overall process owner and something I've said for a long long time is if you don't have a process owner don't have a process you have to have that high level point of accountability someone to make it a strategic reality keep it on the roadmap then you have the asset manager or managers that are working out the day-to-day details looking at the dashboards really kind of going through and making sure that your ongoing processes and procedures are working the administrator this is probably the point where you are looking at your entitlement records at your software models at your reconciliation results all of that and then you need to reach out to the Service Catalog manager because now with Sam Pro in service now there's a new way of populating the software products that will show procurement again if you are looking at Sam Pro to help in the procurement process you're going to want to be able to take that Service Catalog request look and see if there are existing entitlements for that title being requested if not then you want to make sure that you're tracking the purchase of it the receipt of it and making sure that those titles being received are added into your entitlement records so you have an ongoing accurate count of your licenses entitlements and software usage and then your contract manager again this may be outside contract management is often handled through legal but at some point you want access to the latest version of the approved contracts so you can manage those contracts and the renewal dates and going forward with that making sure that you can take a look at that because oftentimes legal may see a software contract especially from a SAS provider or a cloud provider that has going let's say from marketing up to legal legal did it approved it redlined it got it edited and approved and I t's been out of the whole loop so you need to reach out and make sure that you're at least documenting all of the software contracts that are in your environment and we talked about authoritative policies one of the things we're talking about within those guidelines again you want a single process this may be modifiable for local procedures but you want people to be able to go to a single policy and and you want your team to be able to use a single process doesn't necessarily mean a single tool especially in Discovery but you want that single process and you need to define acceptable use of software if your environment says everybody can download what they want that's going to be on security not on you but chances are you're not in an environment that allows that so you need that acceptable use as part of your policy need to have some controls so people when they ask why are you reclaiming this I used it 91 days ago that you can put those controls and and show them the policy again that can also include that approved software or the blacklisted software again it this is all backing up your operations within Sam the purchasing and approval process and a matrix so you know if it's going to be a chargeback or if a department has to approve costs you have that documented that it doesn't just all fall on i.t that RACI chart is very important as well the whole licensing contract approval and maintenance reaching out to legal and making sure they have a say in how you're managing that as well as calling out usage and removal criteria so you may want to memorialize if you decide you're going to remove software that has been unused for 60 days or more then put it in the policy so that people can easily refer to that and and not have that back and forth and finally the key metrics the metrics that are going to drive Sam and compliance and the one thing I will say is that if you're looking at metrics that you can't take action upon don't have that metric metrics and report should be actionable and part of that is from the tool and the dashboards where you can take kind of real-time look at things and part of that is going to be what actions you're going to take when you see something what are the triggers that you're going to set and make sure that your reports and your dashboards reflect those actionable metrics so like I said I'm an old guy I've been in it for twenty five years I can tell you that software asset management is not easy it's not easy to introduce into an environment it's not really easy to maintain because it has its real kind of fingers in so many different pies to use an old expression and you really want to make sure that you do have your fingers in all those different pies but again you want to focus on the value of Sam and not necessarily the cost of those licenses for either Sam pro or a discovery tool or any of the other costs that may be involved you want to focus on the value of this especially initially and then when you have your first couple of quick wins through Sam you also then want to jump into and make sure that you can show ongoing value of the process so you've got the potential risks of being audited and being out of compliance and those fines are not cheap opportunities for reuse of licenses how many times does someone leave an organization their PC gets harvested it gets wiped it gets reimaged but nobody updates software counts or licensed entitlements or that PC just sits in an empty cubicle waiting for a replacement employee so there's some real opportunity for reuse of licenses rather than always buying single licenses when it comes up that means that you can work with the Service Catalog and purchasing to make that process so that you can look at entitlements available through the service catalog not just necessarily buy something and then if you're looking at licensing contract renewals you have the potential really looking for potential savings maybe you don't need as many Cal's as you have right now or maybe this drives to a better discount because you have more usage coming up so the value of Sam it really spreads out and again Sam is a business and a finance proposition with a technology-based solution that's enough slides right now so I'm gonna take just a moment switch my screen around and we'll jump into the service now Sam pro tool give me just one so there are many tools for the inventory everything from ServiceNow zone discovery tool SCCM IBM's big fix there are any number of discovery tools inventory tools that are compatible what ServiceNow has done is especially with SCCM built some integrations already into the tool because of the market share that SCCM has I've also seen Jam Casper tool for Mac there's both a standalone version of that and a plug-in for SCCM we've made it work with bigfix so really most of that inventory is tool independent and one of the beauties of service now is through one protocol or another you're going to be able to bring that data in there are some dependencies on SCCM for your reclamation but otherwise it's tool independent anything else at all solution for discovery no and and there's a reason for that we can work with you if and we have worked with clients that have had that question many of those clients then have something already in place and it may not be working so we've I just got finished with a group that basically did not get rid of SCCM but just basically rebuilt it and we started the data inventories from scratch so we can work with you on that but a lot of that will come from especially your infrastructure teams within IT yes so that tool we really do recommend and even personally I recommend the the new Sam Pro that came out as a separate application in Jakarta I used the Sam that is part of the regular ITSM tool within service now I've used products from BMC and some others but what I found was once they came out with Sam Pro it really is because it's now on a single platform and I can use that data in change management I can use that data in on-boarding and off-boarding I really stress that service now with the Sam pro tool is among the bigger players in the Sam marketplace still lots of other tools out there but I really think if you're already on a ServiceNow platform for especially for ITSM it makes sense to really then look at Sand Pro which is what we're about to do great so hopefully now you can see my screen and apologize for that hiccup and what I've got up is an out of the box this is a development instance this is on London if there are features that we talked about that are here in London but not in Kingston or Jakarta I will call those out and I have not done any modification to the out of the box this is just the out of the box the out of the box demo data so this has not been customized for this webinar which is often a question I as a customer would ask is how much tweaking have you done and if you've ever gone into a stereo store and listened to some really nice speakers that's one of the questions you ask is how much tweaking have you done on the receiver of the amplifier so just for full disclosure this is all out of the box and one of the nice things I really like is their use of these dashboards these dashboards are as you can see like our old list views they are drilled down but they give you those really quick position looks where you are and even with some trending so Sam Pro another reason I like it over the original Sam which is now Sam foundations it has some plugins to performance analytics that are part of the Sam Pro license so you get some of these trending without having to set up performance analytics or customize everything you notice the other thing that really helps is that Sam Pro comes with publisher packs and as I said in London that includes Citrix and Adobe but from Kingston and Jakarta you get Microsoft Oracle IBM and VMware so you can drill down specifically into your licensing and entitlement positions based on that and again when you activate those publisher packs as part of Sam Pro these are what you did as well as potential integrations into these publishers licensing portals so really nice you notice here even though I said in London there's Adobe because they've built in those those links to the Adobe cloud and the office 365 cloud I can pull out my subscriptions based on that and just as proof that I haven't modified this for some reason I've got something going on in the background but again here's where I'm pulling in those cloud subscriptions from my Adobe from my Microsoft right in into a dashboard really like that but enough of the bells and whistles really what we're talking about again going back to those four tiers you really want to take a look at establishing that trustworthy data and we do that in San Pro through software entitlements software models these two are new to London where if you are transitioning let's say you were on snow and you have a lot of your entitlement data that you've exported from snow but you want to bring it in now there's some import capability here as well as some pre-built reports on any of the errors from that import the key to our data in the older Sam foundation the key was the entitlement records and building counters and doing a lot of manual the key to our our initial trustworthy data foundation is the new software model and software models are basically going to tell you what you need to know about that specific software title so I have a model here that is Adobe Acrobat DC professional it's normalized to the Adobe systems because of that publisher pack so somebody doesn't go in and just write Adobe or Adobe Inc and then you get all kinds of different reports on your reconciliation its normalized on the product you could add normalization on the type and the classification here's the discovery mapping so when you do that inventory as part of the software and the publisher pack you will have some of this discovery mapping already which is also a part of the normalization process and then you can customize that and when it finds something that isn't already mapped it will automatically create a discovery map and then you can go into that discovery map and start normalizing it through the discovery tool you can then build some conditions and here's what I really really like is I can certify this and say yes this is an official title or I can blacklist it and say nope we're not using this anymore there still may be some older installations of this out there but it is now considered blacklisted which means that when I do my reconciliation it's going to show it as a blacklisted title and we'll talk about what that can do for you if it's part of a suite and it's part of a suite from one of those publisher packs that information is going to be here but you can then build in the information if you're bundling a sweet and take that information on how much of the components how many of the components in a percentage are required to call it a part of that suite and then what the components are from that suite or if you're talking about an individual package you can relate it up to a parent suite and here's the part I really really like so in the I shouldn't say in previous versions before Sam Pro you still had to work on a separate product catalog here I can go in and build my product catalog right from within the software model so you notice because this came as part of the profile or publisher pack it has that information built in but I can go in and edit it make it look however I want it to look in the software catalog add the picture and we're all pretty familiar with service now service catalogs and how they present pictures of the items as well so I can do that all within here and it links over into the product catalog which is a really nice tool also new in London I can associate this with a life cycle which is especially important if we're we're discovering older software and we know end-of-life date or end of support date what phase is it in the life cycle all of that can be managed through here some of these others if there are related knowledge articles you can build a software model around all of that the nice thing is that when you do your discovery and when you activate your publisher packs a lot of this information is going to get pulled in but as part of that software discovery phase and trustworthy data phase for your tier 1 they're still going to be some oversight to make sure that it's reporting the way you want it looks the way you want so it's not to say that you can just turn this on automate it and never think about Sam again the second key component to this are your entitlements which are we used to call rights or licenses so basically our entitlements are here's what we have here's the kind of metric it's a device Cal it's a full license we have active rights right now of 600 we've purchased 600 there's our cost so if we wanted to look at the record itself here's where we can go in you can assign it an asset tag and and many of the companies we work with are just doing this for internal tracking there may be again publisher part number that comes through from that publisher pack the metrics are how it's going to be counted so for instance this one's device Cal you may have license metrics that are based on core virtual cores device procs users all of this information is available and again in the publisher packs that information is put down for you what type of agreement do you have over this licensing is it a generic just kind of here's our agreement or does it relate to an enterprise license agreement here's again and you see it it's great because this is coming from somewhere else a license type if it's owned by anybody outside of IT you can add that information in if you're doing chargebacks or show backs which are basically here's how much your department cost IT and software you can pull in all of this information this will also become handy when it's time to renew and here's where you can relate it to those contracts and relate it to what groups are supporting it you may be familiar with this in in configuration management and the CMDB now you can also in software assign those support groups are who it's supported by so it's really handy to get this in as I said there are new tools in London to import that information if you've already captured it or as a lot of places do manage the entitlement information in a spreadsheet in this import there's a spreadsheet template that you can use to get that information in without having to do a lot of some of you may be used to transformation mapping importing coalescing they've tried to take some of that pain away so these two areas modeling and entitlements are gonna form the key to your trustworthy data and in the time we have I'm not going to go into the discovery or the inventory set up it is not I do want to clear up it is not dependent on service now's discovery tool if you already have SCCM if you already have some other tool in place we can integrate with that as well once we get all that data now this is also very handy is our reconciliation this is where we're going to start seeing our compliance position something new to London is also the license position report this is a quick look especially if you're integrating with change management and let's say they're going to expand the use of something so they need new licensing you can go in and take a quick look at the biz in report and see where you are so you notice it's it's set up almost like the SLA s where you can see where your compliant not compliant right off the bat and get some of that information especially as it relates to any trip costs based on your licensing and and those but overall what happens is reconciliation is one of those jobs that will be defined on when you run it and how you run it and then you'll get a reconciliation result record so you can see exactly when that reconciliation was run and any of the other conditions that ran on that particular reconciliation and so very specifically on the 28th we ran on a reconciliation job and here's what it found and then I can look at the product result look at the product itself start looking at what this is all going to cost me and then I can also very quickly start setting up some of the reconciliation constraints if I want to add conditions I can say I'd really like to just run it on Microsoft I want to run it based on cost center I don't really worry about a subgroup if I continue it will run a reconciliation based on this so if I get a letter from Microsoft or I'm about to go into negotiations for my true up I can now start looking very specifically without having to do a whole lot of backend scripting to run a reconciliation another feature of Sam Pro that's very handy is both usage and reclamation so at the end if we still have time we'll take a look at some of the admin tools to set up these usage and reclamation rules but this is now really handy so I've looked at things I know I've set up some usage rules and now it's automatically said okay these Removal candidates have been identified and what's happening so when you see a state of a waiting user reclamation can happen in a couple of ways you can automatically reclaim something and just say we found something let's say on the blacklist we're gonna pull it or we can say we're gonna send a notification five days beforehand and send a reminder day beforehand and maybe then they say okay we'll go ahead and pay the money or go ahead and pull this I needed it only for a project when it's ready that means it's waiting for that reclamation job to run and then you can go through some titles may have been set up for approvals so there's lots of ways of reclaiming the titles that you you find either based on usage based on the blacklist and so you can see those are the overall reclamation candidates but here are candidates we found these instances of Age of Empires they're blacklisted that's why we're going to reclaim them and you see there's no awaiting approval or a waiting user it's just awaiting that revocation job so a really nice feature of going through even if it's blacklist did you build the software model for it you could you check that box for blacklisting when it runs it's reconciliation it's going to set up that reclamation job and just wipe them out so here you're worried about blacklist you're not worried about license counts or compliance you just want that software out as I said you can set up discovery and here are those discovery models and some of the normalization that you can use in the discovery models themselves so again these models are either from the publisher pack or when your discovery tool find something software that doesn't have a discovery model already it will just create one of these it's status would be not normalized and then you can want to report see those that are not normalized and go in and see what's what's going on with those again you're gonna find in my last corporate position when we did our first discovery run we found about 1200 titles that we did not have on anybody's spreadsheet so we did some normalization that brought it down to under a thousand based on various versions and other data normalization but again it's another handy way of going in and saying okay we found it we want to keep looking for it but we want to normalize this data so you may get some normalization suggestions this again is part of London and is based on the ServiceNow content services that were just about to talk about so under admin now we're getting into really your practical ongoing management as well as some of your integration with other processes so you can build custom products custom metrics let's say you've built software I just saw this in the construction industry where a group has built software and license it out so they're building a custom metric for that a custom product record for that here's where you can set your nation rules based on usage take a look at your job results make sure your jobs are running properly any errors from those and here's the content service that I did want to cover and I know we're getting close to our question and answer time but this is a big thing that we get a lot of questions about the content management service is really service now and it's work with with its customers and with its partners have a lot of that publisher content already so once a month they will push down anything new as far as patterns anything new as far as product or anything else and to be a part of that so that you're pushing up some of your information you can opt into it so out of the box you are not a part of the content service but you will get the content pushed down to you monthly if you opt in it's going to tell you to what degree of information you're going to share back up and you can see that you can turn this on and off so any of the new discovery models that you keep and normalize from your environment you can share any of the new software life cycles that you're applying to your software models and it will look and say okay this model is this life cycle model is not already in service now so we're gonna send it up for them to review and maybe it's something they add in their content sharing the various part numbers and discovery Maps and what's really interesting is processor names because so many especially enterprise licensing are related to processors whether it's virtual processors or physical processors or cores you can share that information up as well and then again it's like any other shared resource the more information that ServiceNow gets the more information they can evaluate and push back down if you decide to turn this on you can always opt out and come in and say okay I just heard from my security folks they're really ratcheting down on the information we're sharing I'm going to opt out and you're just back to this so it gets really painless also if you opt in you can go in by product I go back to discovery see if I've got one that shows that that one didn't because it's on the blacklist sorry don't know why but there's an an area here in the discovery models where you probably saw that pop really quickly it would say exclude from content services so in that instance where you have some self-developed or a third-party develop software that's proprietary or exclusively for you individually without having to opt out of the content service you can opt out of that title and that discovery map from ever being shared up to ServiceNow so it really adds some flexibility if you choose to take part in the content services again you can go through software install migration if you are using some of the older ServiceNow tools you there's a path to migrate some of that information up what we're seeing is a lot of people just want to start fresh and then again like any other application you get some of your various administration tools that you can do and contract procurement your integrations kind of out of the box they're more configuration rather than customization in San Pro so again contract module isn't a requirement for software administration or software asset management but it's oftentimes added in because you're finding all of those contracts to get your in your current entitlements anyway and there is that software model contract in the contract application so we often say just go ahead and use it and that I've reached the point where we've got enough time I think for some question and answers so is there any integration or service now with other systems like SVP so some information could be integrated from a city like company user or vendor information yes absolutely so there's a new tool called the integration hub that simplifies that that came out in Kingston I believe and I've seen that integration with just about everything except there are some proprietary financial systems that require some more in-depth scripting to integrate but absolutely especially for the approved vendor list and information anything out of you know workday financials ASAP Oracle pretty easy integration path I'm sorry could you repeat that sure do the recent I'll report you usage from F ppm or our tool out of the box it uses the usage reporting from SCCM and that's where we often work with SCCM teams to to tweak that make sure there are they're pulling through SCCM the right information to do that but out of the box it does pull it from SCCM can you show an example of a sound report that would go to sea level except the things of picture of the company's overall sure do it right here remember these are almost always built as reports and and then shared up but if I look at my analytics dashboard here's my overall software summary so I can either take a screenshot of this or as it stopped sharing sorry because I was switching over to PowerPoint but anyway no can you see it now yes I can see the PowerPoint okay let me switch over to okay sorry about that so basically from this license summary under the dashboard this is that information that I would provide and depending on how they want to see it I would then kind of just either take a screenshot of this or go into the route and find the report that's driving it but it's all available the next question is to use the blacklist or removal option just acquired orchestration yes so the that's a great question the removal the blacklisting does not the removal is a semi set of orchestration that comes as part of Sam Pro and it is set to work with SCCM so if you have SCCM then it's pretty much an out-of-the-box matching it to SCCM and driving those jobs to remove the software thank you attendees if you have any questions please go ahead and we do have at this point I would like to finish up with a couple things in the last couple of minutes one thing about implementation the key word here is define a reasonable project as you can see it's not all fully automated there is some work from your Sam team that's going to be involved we again recommend following those four tiers of maturity you want to make sure you have that top-down commitment throughout the project especially when you start doing reclamation the phone calls are going to start coming in make sure you have those process rules and people understand what roles they have and bring in the people from those related processes so it's it's really a good idea what we see often is at the very beginning we'll bring in every stakeholder and then as we go through the phases we'll bring in bring back those stakeholders as we need them so it's not that somebody's going to have to be involved 100% for 12 weeks they may come in for two weeks - to work out how the Service Catalog is going to be driven from Sam so a lot of that really helps getting them involved keeping them updated on your progress of that implementation and as we said earlier it is a lot of work focus on the value don't just focus on the cost that's easy to do remember your reduced risk your trustworthy data reduce costs through the REC lemon reclamation all of those play a part in your ongoing values so you're gonna have some quick wins and see your true up costs and be able to address those but you're gonna have some ongoing value as well and remember I'm paid to say this but I really believe this we can help we've done a lot of this and here's some of that contact information that Sheree was talking about and so I'll turn it back over to her Thank You Larry and thank you everybody for attending our webinar we hope this was helpful to you and we'll see you next month for our next closed thank you have a nice day thanks everyone