If you're thinking about technology only 
and you're only looking at what might be   in front of you from a licensing perspective or 
specific components of any particular technology,   you may miss pieces of that particular 
application or even other applications   that might be a holistic and better fit for your 
organization to get where you really want to go.   I've heard a couple of customers say that they 
have had implementation in spite of strategy,   or in the place of strategy where they may have 
done many different pieces of work, but they   didn't really get anywhere with it. They just kind 
of checked a box and said, “Well, we bought this,   we should implement it.” But, they didn't really 
think about, why they were implementing it or   how they could optimize their business, or maybe 
streamline processes, or reduce processing time,   or reduce swivel chairs, or any number of things 
that we see customers really striving to achieve   from a business perspective and understanding 
why it matters to their organization. You know,   what the business case is for actually wanting 
to do those specific things in a holistic kind   of overview-type approach rather than just, “Oh, 
well, today we're going to do, you know, incident   management and next year we're gonna do HR.” How 
do all those pieces fit together and why should   you care about that? And hopefully you're getting 
organizational buy-in around the importance   of these different projects so that everyone 
understands why - not only why they're important,   but how it could impact their work and their, 
kind of their day-to-day lives in a positive   capacity rather than just being like, “Oh, this 
is another thing that we have to do,” right? And   sometimes that bogs people down from their day 
jobs, right? This really is their day job. Making   their business excellent, and how can we help them 
get there. That’s really kind of the crux of it.