Hi. I am really excited to announce our first customer for our sustainable print services business at GreenMonk. This is really good news for us, and hopefully really good news in terms of environmental outcomes. As we like to do, we have a representative of a company called StreamServe, but if you could introduce yourself. Sure. Hi. I'm Mike Balin, and I work at StreamServe. I focus on strategic marketing and sustainability initiatives here. Great. Okay. So we basically started a conversation with StreamServe just a few months back. One of the things that I found particularly interesting is their use of Twitter. They're all over it. If I say something about them or in the kind of area, they will be retweeting it. It's always nice to have someone that's Twitter savvy, and I think that may have helped to close the deal. But the really important thing, we do like to make a new client introduction at GreenMonk and RedMonk, and I think that's what this specifically is for. So the key questions are really great. StreamServe, what is your business? Yeah. What we do is we take virtually any document format out there, convert from one to the other, and then reformat it, and then be able to shoot it out, very high volume print, email, fax, SMS, and so on. So utility bills, financial statements that you get, for example, from your bank. Okay. And so what's green about that? Well, what's kind of cool about this is while we do very high volume print production, so paper, we at the same time have the ability to convert documents from print to electronic very easily. We can also simplify and consolidate the documents. So a lot of times you get those marketing inserts, for example, with your bill. Those messages can end up on the bills themselves. And all of this, we can actually use to save not just paper, but also to help change customer behavior. So an example, we have here in the utility space, which is right next door where we are, we have targeted messages that say, what was your usage, for example, in terms of electricity as a customer compared to people
2:02in your town? And then say, well, gee, you did 50 kilowatt hours more than people all around you. Here are some specific things you can do to reduce your consumption. So driving behavioral change is a big part of what you're trying to do? Very much so. And along the way, we've started developing calculations to quantify some of that and really tie the eco impact, but also to the return on investment. And so you'll see some of that with the demos. And is it just in utilities or are there other businesses that can benefit from this? And how responsive are customers to this or enterprises to this idea that they need to use less paper? I mean, do they care? Oh, absolutely. We focus at the moment specifically on utilities, financial services, so banking and insurance, as well as supply chain, so manufacturing distribution. In those areas, we see an awful lot of momentum going on here in the utilities driven by legislative change and just customer awareness. So there's a lot of demand-side pull for these kinds of things. And so it's been very, very good. Are there any clients that you can mention? What kinds of companies? Any names we might know that are investing in your kind of technology? Well, for example, we do here in the U.S., Oklahoma Gas and Electric is a large one that we've done. EON in Europe, so speaking of utilities, companies, China Light and Power and so on. But then in other industries as well. So McKesson, for example, in distribution is a very large customer. So what about sort of partners? Do you have partners or is it all a direct sale? How does that all work? No, we have a combination of direct sale and partnerships. We work very closely with SAP. We're, in fact, an endorsed business solution, which is a very prestigious, somewhat difficult-to-attain designation. So we have that for banking, insurance, and utilities. We also have relationships with other companies as well, notably Adobe as well as Lawson. Great. Okay. Well, we wanted to keep it short, keep it sweet, and do the introduction of the new client.
4:02Thank you so much, Mike. Appreciate it. Great to have you as a client. - Thank you, James. - Okay.