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After Hours Ecommerce with Shopware live from Shoptoberfest · Talk Commerce

• Brent Peterson (00:00.686) hard recall right there. going to it. Scott, I'm impressed because that's been a minute. We're going to add. We're going back in a hotel like six hours ago. No, no. We started recording six hours ago. Okay, so it was like eight hours ago? Yeah, was like eight hours ago. Okay. Please not bang down there tonight. I'm trying to my 50 minutes of thank you. Come on photographer. come on we got four mics for a reason damn it. Actually this is kind of a dream of mine. didn't know this was a dream of mine until right now. Jess is amazing. She is man I can't wait to see what she produces here as far as photography and videography and everything else. Brent Peterson (00:52.578) Yes, we've been talking about it all night. So if you hit the table, if you hit the table, just do it. See? Listen, you told me that you could bring your setup through a hurricane. I believed you. And you know what? I was... Not right, but I was close to right. You were not right, and I would also say you were wrong. I was wrong. Maybe like a category two. I wasn't right. You should be right, but you could be wrong. What's that song? You may be right, but you may be I may be crazy. Thank you very much. Let's start this program. Ready? tornadoes cannot hit a punch? We're recording it. Brent's never doing it. Open ever again. Here we go. Welcome to Shoptoberfest brought to you by Shopware. Thank you very much. Joining us in the program here Vance, Solution Vance. All I remember is he runs from Shopware. I literally, I joke about the 17th beer, but I could be on my 17th, I'm not really sure. you them in half, we'd be And I'm clicking the table. Sir, I'm going ask you to stop clicking the table with your beer. I appreciate that. Who else do we have? Please, let's our second guest here. Jessica? Jess? It doesn't matter. How do you... I call myself Jessica, but I like it when people give me a nickname. Okay, alright. Jessie. So Jessica... example, yeah. I wish that I had Jessie's girl Yeah, we were singing earlier Rick Springfield, legend Anyway, wait, that wasn't Rick Springfield? Yeah was was? Okay Anywho, our photographer, videographer What other odd-rapher are you? Cartographer Cartographer Choreographer, she did the dance do we have dance tonight? Yeah, yeah, it's coming out eventually Now, dance is Brent Peterson (02:55.278) Listener, you don't see this, but you might see it someday. If Brent gets through the 87,000 hours of video. He doesn't have access to internet. He's probably not going to see it. does it? Yeah, he's from Savage. What's the internet? that a thing? The internet? This is going to be a big I'm trying to describe your outstanding apparel decisions. Yes, please. At Oktoberfest. It turns out if you do a lot of Googling, a lot of chat-chip searching, and a lot of posting on random blog boards and random posts, you can eventually find a place that will make custom laterals. Wait, hold on This is custom? That's custom? Have you seen that computer There's a shopper logo here. Holy shit, There's a circuit board on my legs. What's on your crotch? I'm up here. Brent Peterson (04:03.392) Anyhoo. Moving on. So basically, that's kind of badass. I didn't understand the customization. That's real personalization as you say with the e-cabers. Better than TV. It's a lot better than TV. We had Rick Wilson, famous Rick Wilson. Watson on. Not Wilson, Watson. Have another beverage. Have another beverage, Scotty. Anyhoo. This is how it is. Jess, what's your thoughts on the evening? This is the audio portion of the video or photography as you might put it. I mean, it's interesting. What's your thoughts on the evening as you've seen it through your lens? I like that. Good Tell us about the visual you've seen in your audio. I haven't seen the audio yet, but I will see it later on in post-production. I have recognized that there's a lot of smiles. It's been remarkably easy to catch people smiling, which I find so, That's huge plus. Yeah, don't know if it's people like hamming it up for the camera, but I don't think so. Because sometimes I use like a telephoto lens, they can't always be looking at me. I lot Did you take any photography of this particular production today? yeah. I had no idea I was in the zone. Brent, his eyes are mesmerizing. Yeah, I could tell. I saw that you were mesmerized. I'm sorry, what were you saying Scott? I was lost in Brent's eyes. That was good news. Is that a thing? We have those mesmerized photos on camera. That's really good that you say, you've captured people's happiness tonight. Yeah, they've been having a really nice time. Have you been to events like this where it's been just like droning? Why am I here? I shall not name them by name. No, please don't. We want to do sponsors with you. Tonight is brought to you by... Shopwear. Fresh. Thank you very much. Solution Vance. What does that mean? Jess is leaving. You're leaving? Wow. She's actually going to a real I to go take photos. Brent Peterson (06:20.526) okay. Goodbye everyone, I love you. Hey, thanks for coming in. Cheers joining. Cheers, Shopboard Jess. Bye, Shopboard Jess. Okay, solutions, what does that mean? I don't understand solutions. I mean, I got problems, you got solutions? I mean, across the board? Basically. What does that mean? The job, is like, have to think about it, like every... Just hit your elbow harder. So, every system... Hit something on the table now. That's what I'm hearing. Yeah, go for it. Yeah. If you like, give me actually a sick drum beat. Yeah. No, do it, really. Vance won't stop, so you should do it. Yes. There we go. Finally. My name is Vance and I'd like to do solutions for all of you. More jingles. More jingles. Okay, we've gone overboard, let's... Brent Peterson (07:25.589) trying to ask, I asked a serious podcasting question. Your advance, your charge of solutions, I was told earlier today. What the hell does that mean? Basically, so every system, there's no one party system. Every time you need to buy anything online, there is a whole multitude of products. and services and systems involved and so those don't all just talk to each other by default. There needs to be some level of communication and infrastructure and architecture about how system A talks to system B, talks to system C, so your e-comm system needs to talk to your PIN, needs to talk to your ERP, needs to talk to your CRM, like all these things need to talk together. Thanks Brent, appreciate But why don't you just iPass it? We had Rob Brand. had Rob Brand. Rob Brand. Yeah, just, know, absolutely. I Ipass it. I mean, I got a button for that. that's your own one. Wait a minute. That was easy. Is there a unit short for that? Ipass? That was easy. China. So, that's great. That was easy. It was great. Like, Ipass is theoretically an easy button. But it's going to be designed, what is going to actually be the end-all, be-all. So are you like an engineer? So think about it this way, right? you're building the beautiful, erratic-ass beer hall, which we're in. yeah, that's right. You're in this beautiful building. You don't just start saying, OK, we got some brick layers over here. They're just going to lay some bricks and we're going be good. You say, no, you start with, OK, here's the blueprint of what we want the thing to look like. This is what we want. We want this room over here. We want this room here. We want this room here. We want the bar over here, we want the bar in the middle of room, we want the kitchen here. That is very rudimentary, but that's the illusion, right? Where it's like, great. I-Pass will help you build everything. I-Pass will be your bricklayers and it'll help you build everything up and build it in the most phenomenal way. It'll be scalable and structural and structurally sound and all that good stuff. But you need to have a vision of what you want them to build. Brent Peterson (09:41.293) Brent, did you have a question? I have to defend Bantz here, yes. He is completely correct that in this situation or in any situation for any commerce merchant, you need an architect or a solution specialist that's going to help you put all those pieces together. Jesus, it's our 27th podcast. Can't you get into the mic a better? I'm really sorry. Yes. you go. Thank you. So, defending Vance, new movie coming out. it shouldn't be defending, but he is giving out a very good... My last name is Ryan, so you can call it Save a Private Ryan or Save a Solution's Ryan. My other question is, so when I was giving Vance shit that he was pumping that he was going to come on the podcast, had enough walking by to see what all the hubbub was. You were in, and I walked by this table, and you were talking to a gentleman, and let me tell you, this gentleman... was believing at a high level. He was extraordinarily passionate. He was leaned over the table, into your grill. What in the God's green earth was that conversation? So it's one of the best things ever as a platform provider. Passionate people that care about your success. And so this gentleman happened to be for a, he's a system integrator for us. And he is so passionate about making sure that we are successful, that he was trying to lean in and tell me and our Chief Product Officer exactly what his pain points are so they can be fixed. He could fix them himself because it's an open source platform. But the fact that he is so passionate that he fundamentally thinks these are things we need to lean in on, he was expousing his beliefs to our Chief Product Officer. I'm telling you people. Unreal. I thought he was talking about Valley Fair. Beast mode. Hey, I grew up going to that amusement park. I don't think you ever went to Valley Fair. Probably not. It was recently flooded. And now That's just how feel. We used to go to the Sun... It was always called Valley Fair. Yeah, we went to some amusement park in Minneapolis. Really? Yes. Wow. Seriously. I'm dead serious. Was it in... was it Mall of America or was it actually Well, Mall of America wasn't around at that time. That was a thousand You don't remember he's old. I'm fifty... Brent Peterson (12:04.205) five years old Jesus it was probably like some carney circus that I traveling to it was Valley Fair I sort of got I threw up like eight times on the roller coaster yeah all right well I'm a puker was that like the simple up and down one that they're like they set the side I'm a puker by nature sorry I took everybody off course here wow fans not knowing you know what Valley Fair is see I'm a midwesterner You don't think I know these things. I know Yonkers Department Store went over that. Yonkers, that's not even in Minnesota. That's like an Iowa thing. It is. I grew up in Iowa. There you go. My cousin used to work for Yonkers. Did they? See? There you go. It just won't stop. Small world. It's never ending. It's your pants. Shoptoberfest. This is inaugural flight, right? This is first time, right? Yeah, first time, first time. So what's your, you know, what's the postmortem? What's the call going to be on Monday when you always, get back and you're like, you know, we're going over things. What's the call? I mean, I think generally speaking, success. The number of merchants that have shown up, the number of partners that have shown up and been super involved, incredible, absolutely incredible vibes. Great feeling in the hall, people excited to be here. people excited about shop or people and again I should not say that people excited about the event not even excited about community this is not a shop or event it's a community event so I think it's important to this this distinguishing yeah distinction distinction yeah I know what you meant sorry it's important to the distinction there is like in the Midwest we know what he had hey cop on you got a free mic come around watch your step my god! Gretchen! this live or is this like recording? We're recording. recording. Come on in. Mitch, he's gotta get in the photo. Yeah, I said why? Hold on. What am doing in a podcast? Gretchen, this is... I met you earlier. We are gonna come back to this, but can you go get in the photo? Everyone's literally waiting. okay. Hold on, yeah, get off. This is great for Speaking of vibes for ShopFocus, we go be in a photo. Wait, both of you have to go? Yeah. Okay, this is outstanding live podcasting. Brent Peterson (14:22.113) Don't you agree? We're losing the guess. I'm leaving my beard here. Okay. They're coming back apparently. We need to ramp our rift. seconds. Alright, we need to pause I guess? No, my pause. We're gonna keep going. Let's pause. Okay, we're gonna pause. We'll be back right after this digital break. Back here, I'm hit record. Back here we got Vance, Solution Vance. Uh-oh. Hold on, I got you. Hold on, hold on. There you go, you back? You with us? yep. Okay, Brent Peterson, our host of Talk Commerce coming back here. We got a new kid, we had Jess, Jess gone there. Hold on, ooh, ooh, I moved that. New to the program, ladies and gentlemen, boys and girls, joining us along with shop wear, Solution Vance, it's Mitchie the Kid, it's Mitch, don't you run sale, what do you do? Mitchie the Kid. I run sales, solutions. Yeah, get back in there, get in there. Get right in there. Get in there. I gotta turn you up, Mitch. So, what do I do if I go to market? I run sales, solutions, and customer success. shit, are you the big one? Do you have like a, are we C-suite-ing right now? We are, we got access, I'll tell you that much. And Are we in the suite right now, Brent Peterson? Very sweet. Damn! Wait, hold on, I got a sound effect for that. Mitch, tell us what you do. We just learned about Solutions, that was riveting. Dang! But we learned about Valley Faire. We did learn about Valley Faire, one of the entertainment and music parks in the Midwest. Wow, how do you follow that? That is tough, I'm granting you, that's But seriously, what the hell do you do for a day job? I would like to say that I spend most of my time talking to merchants, but the reality is I spend most of my time trying to get merchants live and happy, and that's how it is, man. We're bringing a new product to a new market, and the only thing that matters is happy, referenceable customers. Brent Peterson (16:41.805) And so it doesn't matter how many you sign, it's in the app. It matters how many you get in one week. And so where should anyone spend their time? You know, I should have asked this like, I don't know, eight hours ago. Shopper is a shopping platform. This isn't what you're asking. Shopper is an e-commerce platform. Is that the question? Yeah. No, my... think it is. That's funny. You're finally funny, Brent. Finally. I knew it. You had it in you. My question is, is there a contractual obligation when you shine on to shopwear? there a contractual obligation? Of course. Is there a contractual obligation to be a Seattle Mariners? No. Well, there is, but I've broken that contract many times. Thanks for asking. what, is that Mariners? Is that a semi-pro soccer team? It's hurtful by the way. Hurtful. Anywho. No seriously. Now you have to when you sign on with these things. I'm not disparaging it. I'm not saying it's a... I don't know it's not a con. Pros and cons of these things. You got to do this. This is a serious commitment. I mean there's no there's no wet agree here but you got to sign up don't you? It's an e-commerce platform. Five year deals. Yeah, is it really? Yeah, it is and it's one of the rarest things I've seen in my career that like We do five years and I mean I love it and hate it all at same time to be true At the end of the day if you can give predictability to the CFO in this kind of climate Then all of a sudden you have a very different That's true. That's My friend Brent actually knows more about shopware than I do Brent Peterson (18:41.069) patent pending trademark. I want to kind of jump in here to say that it's not all up to shop where it is all also up to the partner that's going to implement shop where in fact it could be more up to the partner than it is the shop where Sorry, we had to pause for a picture. Gosh. was a big smile pause. Are you podcasting if you don't have a picture? I agree. You were supposed to be in charge of that. Yes. I think that a lot of it is up to the solution integrator. Wait, do you need a solution? This is dead serious. So if I am Joe Schmo, business to business, whatever you want to call it, I got an e-commerce, okay? So this Invenus is having conversation. Vance, you want to take this one? He's got his bear Brian hat on. No, I don't have a hat on. I should put my hat on over the headphones. My question is, this train is like teetering off the edge. My question is, I'm going to sign up for shopwear. I'm in the market, OK? I've been using whatever, WooCommerce. don't know, whatever I've been WooCommerce. X-Commerce. Woo-Commerce. And I'm like, you know X-Commerce. I'm gonna sign up for this shit. I gotta sign a five-year frickin' deal. You don't have to sign a five-year deal, but if you're on WooCommerce, you're probably someone off the street that can just download a community. Okay, okay, that was a bad example. apologize. Strict that from the record. Why don't you give us some context about who you are as I am a big goddamn deal. I do a lot of GMB, and I'm looking to move my e-commerce platform. Yeah, same model that everyone goes through, right? You reach out to five e-commerce platforms, you get to the inbound BDO. Brent Peterson (20:37.237) and then you finally get to a position where you get to meet Vance and I. And then you finally start to have a conversation where it's like, let's do some discovery. Let's figure out if you're a good fit for us. Or send out the RFP. Or send out the RFP. We've already learned about RFPs. I think a good way to look at this is that a merchant is looking for a platform. Maybe they're looking for a certain amount of features, but they're also looking for a way to make sure that the solution they want in the future is also going to grow in the future. If you choose a SaaS platform of any kind, you're stuck in guardrails on that SaaS, right? If you go to a legacy platform, that may start with an that... you are going to be stuck in whatever that's never going to happen again. If you go with something like Chopper, you are going to go with a platform that is assured to grow into the future. I think that's a super good point, right? We were talking about SaaS in general. It's like, when you sign up for a SaaS platform, no question they're going to grow. going to innovate. going to add new features, whatever. but they dictate what those features are, those features don't necessarily meet what your needs are. So you can try and submit your input whatever, but you are a drop in the bucket. You are not the defining characteristic for their business. And so the odds of them developing exactly what you're looking for, you're way down in the prior list. This is an open source platform where you can innovate fiercely, quickly. and get the products that you want exactly what you want. The system can inform exactly what you want. Whatever makes you special as a merchant, you get exactly that feature when you need it. Because the SI, to your point, Brent, what's important is a great SI to set up the system. Solutions integrator, is that what that SI? System integrator. System. System. Okay, I have an SI joint that we were talking about earlier. We go off to have. There you go. That I'm working on. Brent Peterson (22:52.045) There you go. I just SI joint came to mind. So system integrator, you have a system integrator that's going to develop exactly the feature to exactly your specs. My SI joint solution provider? Your SI joint will be rolled exactly, I guess, how you want it to be rolled. man, that's so good. mean, think about that. If you wanted to do an SI joint, you probably can't do it on a of the major SaaS platforms. Because none of that is going to allow you to sell an SI joint. exactly. Boom! See what we do here? You see the magic? I gotta say, man, let's not forget that these platforms are pretty amazing. are. A SaaS platform is, in a lot of ways, they've built this thing up so anybody off the street can use it, which means it's user-friendly and user-use is something that merchants are just crazy. We've spent so many decades in this life where everything is a customization. And now customization is a dirty word. Flexibility is a dirty word. It really is. And so if you really want to be able to cut through that noise, some folks, some merchants are going to be a really good fit for SaaS. They're tired. They want their marketing team to be enabled. They want to be able to just say, hey, let's set and forget this thing. And I don't want to develop and cycle on every single change I have to make. But what's happened here when we've pushed everyone to SaaS over the last 10 years, is we've forgotten about these CTOs and the CIOs who have true complexity in their business and who say, well, I can't fit into that. I actually need all of the ability to customize. And also, we've forgotten about the developer. The developer wants to do fun shit. They want to build fun shit. And so you tell them, now you're on a SaaS platform, and it's like a UI where you're like kind of tweaking some stuff. No, let's let them code, let's let them build innovative stuff, but the flexibility has gone out of their job description. And we're now starting to see this power shift go back to them, which is a really interesting part around why we're coming into the mid-market, why we're trying to solve this problem for folks that really have unique requirements that we're not trying to fit them into a box. We're saying, you are unique. Brent Peterson (25:17.345) Why not be able to custom? Let's celebrate your uniqueness, Brent. Yeah, I mean, think it brings up a really good point. Any mid-market merchant doesn't have to settle for guardrails. something like shopwear is going to allow. is not a shopwear commercial. It is not. It's not a shop or commercial. But you're special. I'm just going to say that something like a open source e-commerce platform is going to allow them to do whatever they want to do within the guard rail. They don't choose to go outside of the guard rails. God, he's getting heated. They can do anything they want, but if they want to venture outside that fence, they can always venture outside the fence. But what do you consult? Take who you work for out of it, which is actually stupid because that's impossible. We're human and we have If a merchant's out there and they're like in a quandary, they're in a conundrum. I say go more to Shopify than I say go to shop where in Minnesota's vans. whoa, wait, holy sh- You're Batman. What did just happen? my god! We do. do. Advance is one of the best solutions. is, here's what I think is interesting. I'm 7,000 beers in. What questions should these people be asking to actually find the right place for them if it's shop for super, deep, or duper? Because we're presented by them. Shop for super, deep, Want to start? Yeah, yeah. I'll start. The main questions you should be asking is. how unique are they? What complexity do Everybody thinks they're unique. No, Hold on, Scott. Let me finish. What complexity do we have in our business? Because if you think you're super complex, and you go to Shopify, and literally all of your requirements fit into the box that they offer you. Spoiler alert, you're not that complex. You're not unique. Well, that's I was getting to. But the point is, is that they... Brent Peterson (27:34.413) Shopify has done a phenomenal job building a product that serves a subset of the market. 100%. As Mitch's point earlier, we direct a bunch of people to Shopify all the time and say, hey, look, you're not that complex. You would fit really great into Shopify. obviously, you'd be best served by Shopify. They're a phenomenal product. Don't, why bother? Or a SaaS product. Or a SaaS Like you've got a big phone that has, yeah. But if all of a sudden you start evaluating and you say, I have these seven requirements, they're three-fifth, really just sweetly in the Shopify. But all of a sudden, that fourth, fifth, sixth, and seventh. Okay, well, fourth, fifth, and sixth, they kind of stretch Shopify a little bit. seventh is just out of bounds, right? It's out of bounds? That is where... You need to start evaluating what platform you're looking at and why you're looking at that platform. And so I can't tell you the number of deals we've been in, quite frankly, with it is us, Shopify, and like the commerce teams. Right? Just as an example. You get the whole spectrum of SaaS to fully 100 % composable, build your own system. The fact that we are all in that same room is wrong. The merchant doesn't have a good understanding of what they're looking for because... Shit. Well, I guess what I meant to say before I got booed off stage is like, shouldn't all be in the same room. There's no reason for us to all be in same room. That was good shit. That's a juicy nugget right there. Someone's in the wrong room. Someone's in right grass. who identifies it first. Yeah, they don't ask themselves the right questions in order to find the right solution. Yeah, we do. We do this and we're able to realize, and I think our secret sauce, man, and like we're not everything to everyone. We know this right now. And we've brought a lot of talent into our room to say we've all had e-commerce experiences and we've all worked at platforms before. worked at 3 myself. Brent Peterson (29:58.733) Is this a good deal for us and is this a good deal for the merchant? And you have to ask yourself that every single time. That's why I think B2B is your like habit because there's complex shit going on in industrial and all kinds of just intricacies and Distributor networks and all that kind of stuff. Yes, Brent Peterson, most of.com's. I was going to rewind before our break that. If we were to look at those specific merchants in that room, they don't necessarily know what they want and it's up to both the platform and the SI to determine where they should be, right? Like I think there's a fundamental flaw in how people are looking at what platform they'd like to be in before they even choose what platform they're on. Yeah. Let me catch there. I get back to my own thing. A lot of organizations are siloed. They don't have the understanding. Not everybody's in a room making a decision, especially in legacy, if you want to call it, an old school B2B situation. Everybody drink. Every time we hit the table, everybody drink. There you go. Absolutely. If I can, have a hot tequila quick. All right. Sure. Okay, hot take wait hold on let me get the pot. let me get this. Let me hot take I Got more So, yes! My hot take is, shopped by... Brent Peterson (32:01.133) The shop pie is the right version of Roy Lockney pie. Wait, have gotten to the hot take? That was the take. hold on, hold on, hold on. No one, no CFO, no CIO ever got fired for picking Shopify. I would disagree with that, okay. That's a hot take. that a take? That's a really good observation. Yeah, I like that. No one gets fired for choosing the safe choice. I agree. That's a good take But it's a short-sighted view of what you need to do. I want to correct you because nobody gets fired in the short term for choosing. Yeah, Brent's been fired for much less. Yeah, I've definitely been fired over the long term for choosing the wrong choice. I'd also like to say something. Yeah, go ahead. used to throw myself on that sword. I've been fired a hundred times. I'm just saying, like, generally speaking, like, to your point, I'll amend it. No one's fired in the short term for choosing Shopify because it is the safe industry standard choice. Listener, we have someone raising their hand. We we have something to get off. their sleeve. Well, I joined six years ago at Shopify Plus when the only merchants that were doing over 25 million were the ones that were homegrown. to go after merchants doing 25 million above. And so now put yourself in a different situation where Harley doesn't even know what an EMP is. And now look at what he's doing. And now look at... And then the other element of this was Forrester and Gartner were always pay to play, and we don't pay to play. Think about that mentality and how that shifted over the years. Brent Peterson (33:55.211) And now all of a sudden, and I'm not saying that you can't change your opinion, and I'm not saying that you can't evolve, but I lived it. I lived being the first mover in this company, right? Like trying to do this. And they didn't care. And Toby, to his credit, has always been obsessed with the entrepreneur. And that's why the core of this platform is so good. will always be good because that's his obsession. this idea that they're ready for it and they have built a platform for it is very different to what the missions has always been. So let's revert back to what it have been like. Business to business. It's very different man. It is different. It is. And you're not trying to fit someone into a box. You're trying to create something that gives a merchant something that says, are unique. Because they are. Yeah. The catalogs are different. logistics are different. so that extends to B2C too. mean, there's B2C merchants that have a lot of complexity that Shopify can't handle. I mean, I have to be Anyway, we're on this track of just one platform. BigCommerce have done a great job of this too. They're a good platform, man. It's good software. The APIs are open. They've always been open. And it's okay to say that there's other platforms out there that do really good jobs. I like how you roll. You're just like, you know what? We're going to tell you what we do, how we do it. If it's a good fit, it's a good fit. If we can solve your problems super, but if not, that's okay too. We add everything to everyone, man, and every other platform is trying to do that. Yeah, exactly. Yeah, and I think I want to just interject here that I do, that Shopify does not do B2B well at all. I agree, and I have experience at a small scale. And I multi-store is the thing that's overlooked the most, and there's only a few like Shopwear and other ones. Brent Peterson (35:56.983) gentle would be enough. I'm sorry, but I'm very passionate about this. love it. And they're going to tell you, the salespeople are zealous about it. going to tell you it doesn't, it As someone who cares deeply about a merchant experience and like old, like selfishly, all my brand is, is meeting merchants every single time and adding value to them every time I have a conversation. I'm never like a good fit for every butcher. It never is. It's not. But like, let's have a conversation. What are you up to right now? What is your challenges and everything else? Our industry is just gotten so far to the point It's just like everybody's obsessed with like what's next, to re-platform and everyone forgot that the most riskiest thing that any merchant can do is re-platform their e-commerce. you kidding? Let's respect that again. Yeah, absolutely. think we have a few minutes left. Do we have a few minutes left? Because we're entering the zone. If we were to look at The idea of replatforming, I think that D to C, the idea of replatforming could be every other year, right? But B to B, like the idea of replatforming is a major hurdle that you still have to do. Why? Because it's very complex. Why? Because everybody's solution is incredibly different. Your idea for a solution for D to C is very streamlined. Brent Peterson (37:50.315) but every other solution is incredibly complex and you have so many variables that have to be taken into that you cannot do that replat from year over year. If I could just speak that really quick. I think it's a crucial point you just brought up about B2C versus B2B. And I think there's been a... a misnomer in the world of B2B around how consumerization of B2B is going to be the next big thing. It's been around for so many years. We've been talking about consumerization of B2B for literally a decade. And no platform out there that I've seen has actually contributed to make it so that that B2B transition is easy. To your point... great, we have a new website that also supports the same features from DB. So sales agents that we rely on for 90 % of our revenue, you just need to point them from site A to site B. That doesn't mean anything to those sales reps. Because those sales reps are making their number, they're making your number as a business. on the relationships, on the time they spend with the customer, and on the attention they spend. So they're traveling to these people, they're visiting them, they're taking them out to dinner, all those things. There hasn't been any innovation. in the VD space in a long time. Vance, I think this is a good point, right? What you're saying is the D2C platforms are perpetuating the lie to say, hey, come to us. We're not building a platform to come to you. Brent Peterson (39:35.821) in terms of B2B roadchats. It's like, hey, we have this one and B2B should look like D2C. Come over here. And we are not catering to the B2B unique use cases that they have, which is incredibly unique. I'd like to raise a glass to finish this bad boy off. You guys have been incredible hosts. Hold me talk about how Shoutboy does it. Whoa. OK, fine. We've actually innovated in the direction of doing B2B. than twice as big in all of our Yeah, what the fuck? Yeah, because I asked for the big boy glasses. I just want to say, okay, I guess I may cut off, but I just want to say I think it's important to note that like we are actually We're actually, we've focused on doing that. Yes, I was gonna basically make a cheer. Focus on. Thanks a lot, Solution Man. You're welcome, Scott. I would like to have a cheers as we just shared. To be to freakin' and finding a solution that fits for you. And this is gonna sign off our last episode from Shoptober presented by Shopware. Thanks for listening. B-b-b-bye. Brent Peterson (41:02.535) going so I had the rap it was really good thank you Scott. was good rap. Thanks for having us on man.