Speaking at Stanford University about Salesforce careers

On March 7, 2019, I spoke at Stanford University about Salesforce careers.

How did I land that gig? Let me tell you.

In mid-January 2018, I connected with Linda, a Career and Affiliate Services Officer at Stanford University, on LinkedIn and spoke with her later in the month via Skype. Linda and I had a good conversation about careers and career coaching, and we agreed to meet in person later to discuss a potential talk at Stanford.

Linda and I met in downtown San Francisco in April 2018 while I was in town, delivering Salesforce CPQ training, and discussed a number of speech topics:

• networking in the tech industry
• soft skills like empathy and active listening
• confidence and how to build it
• making tough calls and strategic decisions

I did not pick a topic that day because I wanted to think everything over and pick the best idea. I wanted to talk about everything but knew I had to pick one thing.

Not sure what to do, I asked Linda what she thought.

“What about Salesforce careers?” she asked.

Could she have made a better suggestion? It seemed too obvious, but I had to make a decision. So I went with Linda’s suggestion and chose Salesforce careers.

For the next several months, I procrastinated, like I usually do. I waited and waited for brilliant ideas to come to me. But they never came.

Before I knew it, it was February 11, a week away from when I was supposed to give my talk at Stanford. I had no presentation, no biography, nothing but a few notes I took over the previous 13 months. Given the circumstances, Linda asked if I would be okay with kicking the can down the road for two more weeks. I calmly and quietly–but in my head excitedly and loudly–said that would be fine.

I bought myself two more weeks.

Creativity is a curious beast. It seems that when you have thought about something for a long time and your back is against a wall your creative brain turns up the heat and spits out something incredible, or at least not horrible.

Feeling the pressure mounting, I sat on the floor of my hotel room one night with a stack of index cards and drew my slide presentation by hand, spending an hour or two afterward moving the cards around trying to find the right slide order.

The next night, I hurriedly built a slide presentation, using the cards I created the previous night.

“Okay,” I thought. “This isn’t total garbage.”

I poked at the presentation a few times over the course of the next week, not paying it much attention and not realizing until last night that my talk was today. Needless to say, I stayed awake until 1:30 AM creating my finishing my presentation.

It worked.

By the time I went to bed, I had my presentation fully baked aside from the bit of polish I put on it this afternoon with the help of my coworker Jessica.

After work on the night of the talk, I made my way from my client’s office to Stanford University’s Jen-Hsun Huang Engineering Center to give my talk.

Shortly before my talk, I met Linda at her office, and we walked across Stanford’s serene campus to the engineering center and gave my talk on Salesforce careers.

But there is a fun twist to this story and several lessons to be learned from it.

It is cool to say, “Three weeks ago, I spoke at Stanford University about Salesforce careers.”

It is less cool to say, “Three weeks ago, I spoke at Stanford University about Salesforce careers, to two people”

What happened?

Twenty or so students registered for the event. None of those students attended the event. In fact, Linda and her assistant were the only other people in the room. Not to be dissuaded, I gave my talk anyway.

“I got this far,” I thought. “Why not finish?”

After all, 80% of the work was already done.

• I already networked my way into a speaking opportunity at Stanford.
• I already thought deeply about what I wanted to say about Salesforce careers.
• I already organized my thoughts in a PowerPoint presentation.
• I already arrived on campus and set up my gear.

All I had to do was deliver my talk, and my goal of speaking at Stanford would be complete.

So I spoke.

I spoke for about 45 minutes, answering a couple of questions from Linda and her assistant at the end.

When I was done, Linda divided the pizza, left over from the event because no one was there to eat it, into three boxes–one for each of us. Linda and I chatted a bit as we walked out of the building. We talked about my speech and the lack of attendance among other things then we parted ways. I ordered a ride back to my hotel, reheated my pizza, and ate dinner, thinking about everything that happened–and didn’t happen.

After mulling it over for a while, I decided I still won.

• I still networked my way into a speaking opportunity at a prestigious university despite majoring in music performance, getting average grades, and dropping out of grad school–twice.
• I still clarified and refined my thoughts on Salesforce careers: how to start them and how to grow them.
• I still had a PowerPoint presentation that could be reused–and has already been reused for a talk I gave during a Salesforce Trailhead Bootcamp event at Illinois State University, my alma mater. (That event had 25 to 30 students in attendance by the way. Go Birds!)
• I still have a 45-minute audio recording of my talk that I can transcribe and repurpose into blog posts and email newsletters.
• I still have two pages on the Stanford website: my event page and my event recap page.

And I can still leverage this speaking opportunity to get more speaking opportunities. That is how opportunities work: You use to get to another.

Over time, those opportunities compound, getting bigger and coming at you faster. At that point, you have a new problem: figuring out which opportunities to pursue. But I am not there yet, as far as speaking is concerned. I am just getting started.

Hopefully, you got something out of this tale of mine. I would love to know your biggest takeaway from it. Leave a comment and let me know your thoughts. I read them all.

Transcript: Starting Your Salesforce Career

Good evening. Welcome to my talk about Salesforce careers. My name is John Garvens. I’m a CRM strategist and Salesforce career coach. And I’ll be here to talk to you for the next hour or probably less, probably only 30 minutes or so about Salesforce careers.

Here’s what we’re going to discuss today. I’ll give a brief introduction, and then talk a little bit about what Salesforce is, what you can do in the Salesforce ecosystem, the types of places and locations where you can work, and also where to start if you’re interested in pursuing a Salesforce career or learning more about the ecosystem.

Salesforce is a software platform, specifically, it is a CRM tool. CRM stands for customer relationship management. It’s how businesses maintain relationships with their customers. You go to a website, you download a form where you put in your information. You’re now a lead in the system.

And then later you decide I would like to purchase something from this company. So there’s now an opportunity to generate some generated a sale. And then from there, once you’ve, we’ve closed the deal, and you now have the product.

From that point, maybe you have an issue with the product, something breaks and you want to get it fixed. So you would submit a case. So anytime you call in for a help desk sort of item that might be logged in a Salesforce system somewhere in the world.

Here’s a little bit about the Salesforce economy and job outlook. The IDC predicts that there will be 3.3 million Salesforce-related jobs created by 2020. Personally, I think that’s a little bit of a marketing ploy. But you know, whenever. It was a Salesforce-sponsored thing, but it got a lot of press. And Salesforce is really good at getting a lot of press.

Two of the 10 best jobs in 2017, according to Indeed with a Salesforce administrator job and a Salesforce developer job. So Salesforce administrators run the day-to-day operations at the system, they’ll set up new users, reset passwords, create fields and automation, and things like that, and generally maintain the database. And Salesforce developers will often create custom applications specific to a business.

So in the ed space, for example, you may create some sort of way to track student performance versus some sort of measure or test that you’re trying to do. And you can create all the different things and create custom applications based on the Salesforce platform.

Currently, this was as of last night I went on Indeed, and I took a look at how many Salesforce job postings appeared on Indeed in the past 15 days and there are over 900 Salesforce jobs right now. 600 of those have salaries estimated at $100,000 or more. And the world needs 270,000, Salesforce consultants, but it only has 80,000. So there is plenty of opportunity on the table in the Salesforce ecosystem, if you’re interested. It’s a career where you can do well financially but also do good at the same time.

Salesforce itself operates on what they call their 1-1-1 model where 1% of equity, 1% of employee time, and 1% of product, so software licenses, go to nonprofits free of charge. So they’re constantly giving back to their communities every year. And as Salesforce grows and becomes more valuable, they’re able to give more and more and more to the world around them. And a lot of the partners in the Salesforce ecosystem do the exact same thing. So there’s a lot of good in the Salesforce world as well. It’s not just about money, and that’s one of the things that I love most about it.

It was founded by Marc Benioff and Parker Harris, Dave Moellenhoff, and Frank Domingues back in 1999. It was started in the cloud. Now to put a little history behind it, you’ll have other pieces of software, when you’re a kid, you probably had those giant stacks of Microsoft Office CDs, and you had to go through one by one, and install office and then you had or Word and then Excel and all these things, or at least I did.

Salesforce started in the cloud, much like Dropbox would be, or these other tools that exist in the cloud. And that was all the way back in 1999. And nobody was doing this at the time. If you want to learn more about it, the book behind the cloud is really good. It’s how Mark it’s written by Marc Benioff is essentially his different tactics and strategies for how he grew the company from just an idea in his head that he had sitting on a beach in Hawaii, after he had this sort of midlife or quarter-life crisis, realizing what am I doing? Am I just making money? Is that all there is to this thing? And that’s where he came up with the idea for Salesforce. Some people say he was meditating, some people say he was sitting on a beach, and just thought, “Why can I work like this?” Who the hell knows? It’s, it’s, it’s all the stuff of legend. But that said, let’s talk about what you can actually do in the Salesforce ecosystem.

There are all sorts of roles that you can have, and different things that you can do. But they boiled down into two basic areas. There are functional paths, and there are technical paths. And the functional path. These are more business oriented. So these are business analysts and functional leads, functional architects, that’s your progression of sorts. And this is focused more on the business aspect of the technology. How does the business run? What a current operations? Or, in the case of a nonprofit, how does this nonprofit operate? How do they? How do they run their organization? How does Red Cross operate? Well, they use Salesforce and all of their operations are baked into that platform.

Then you have the technical path. These are the people who are creating the stuff. The developers writing the code, the administrators creating the fields and the automation and things like that, and changing the way the pages look, setting up new users. They’re the tactical hands-on people.

Within that there are a number of different job titles: account executives, these are your salespeople, you know, they’re out there selling the software. The administrators are running the systems. The analysts are understanding what the actual business does, or nonprofit does. You have your architects, they’re the masterminds behind the whole thing, orchestrating how all the different systems play together. And you have a consultant, somebody like me, who’s on a client. I’m working at Google Cloud right now helping them set up some Salesforce software. And then you have developers. You could start your own business and become a Salesforce partner. Or perhaps you start a nonprofit organization, and you want to use Salesforce as a part of that to run your nonprofit. They do have a nonprofit starter pack, and the first 10 licenses to a nonprofit are absolutely free. Everything after that, I think is an 80% discount or something like that. So they make it affordable for nonprofits to use it. Product managers are people who will manage the Salesforce product or manage products for their own companies. Program managers. They’re sort of like large-scale project managers. They’re managing multiple project managers. Solution engineers will give demonstrations of the software to potential customers. And then you have trainers, which is another hat that I wear in my current job where I’ll go, and I’ll teach a week-long class on how Salesforce or specific tool works.

Salary ranges, you can do all right. They range anywhere from 60k to 145. But if you get certain levels of certifications and expertise, I know there are people making 200,000, 250. And some even higher, obviously, those are the rare ones. But you can do very well financially in Salesforce. But you also get a number of other perks.

You can work remotely in a lot of jobs, this is a big thing that I hear about more and more. More people are wanting to work remote, or at least have some flexibility where they can work from home, work from like our we have a lawyer on staff at our at my consulting firm, and he went on vacation with his family to I think was Ireland, no, France. So they toured around France during the day. And then at night, he would work so he didn’t actually have to take time off and burn time off. But he still was able to go on vacation at the same time. So he’s having his cake and eating it, too. Higher pay than average. If you’re somebody who’s financially motivated, tech tends to pay higher. And it has to because people in tech will just bounce around from job to job. People are fun, smart, and cool. Except me. I’m not one of those people. I’m a curmudgeon. And that’s how that goes.

But and as I mentioned earlier, you can do well and do good. It’s possible Some people think, Oh, I’m not in it for the money. I want to do good in the world. And some people are saying, I just want to make money. I don’t care about doing good. But you can do both. They’re totally separate things.

Where can I work? I’m glad you asked. You can work in a number of different places. The Salesforce ecosystem is comprised of Salesforce itself, customers who buy the software, and partners who implement the software. And there are two types of partners. Even within that, there are software vendors who will make other tools. Salesforce doesn’t do everything. So there are other companies that start and create software that does the things that Salesforce can’t do on its own or isn’t willing to invest in. And then you have consulting firms, and solution implementation partners, which is what I do. So a company buys Salesforce, they go, we don’t know what we’re doing, we need help setting it up, they’ll call somebody like us. We will come in, we’ll talk to them about their business, and get it all set up and ready to go. And then they’re off and running.

But narrowing your job search to figure out what kind of company you want to work for is difficult. And this applies to any job. One of the biggest mistakes people make when they’re applying for jobs is it’s too general. You ask them, What do you want to do? Well, I just want a job, what kind of job, anything, I can’t help that. But if you tell me I want a Salesforce administrator role in Salt Lake City, Utah, that at a small business, that’s much easier to help find. So even if you’re not going to pursue Salesforce, a focused resume is a good resume. you remember that.

And you can help focus it by taking a look at these five categories here. What are the company size, industry, and location? What title do you want to have? And what is your timeline for starting at this company? When it comes to the size, how big is your ideal company? Some people want to work in a massive company, some people want to work at a very small startup, and some people want to work at something in between.

But the interesting thing, from my perspective, I was shocked when I read that 99.9% of companies have 500 or fewer employees. This is a country of small businesses. So even though, you hear these stories, these massive companies. And sure that 0.1% of companies employ 33% of the population, 66% of the population is employed by these smaller companies. So the lion’s share of all the job opportunities is also going to be in that group.

When it comes to figuring out what industries you want to work in, rather than say, what do you want to do? I like to ask what makes you curious, what do you read about when you don’t have to read about it? What do you spend your Saturday afternoons doing? You know, perhaps you’re reading about education technology, and you’re reading about the position and you’re reading about all these things, yes, because you have a class but also did you have a genuine interest in that thing? So in your for your, in your particular case, you might be interested in nonprofits.

You can work pretty much anywhere there are Salesforce jobs all over the country. And because of the whole remote possibility, you can work pretty much anywhere in the world, which is really nice. So in Phoenix, next week, I’m going to go there to teach a class for four days. And that Friday, I’m going to work on my project that’s out here. But I’m going to do it from my buddy’s kitchen table. Or I might go and hang out with two buddies of mine who live in New York and hang out with them and their dogs and just work from their apartment on Friday, and then spend the weekend hanging out in New York crashing at their pad. So you can work from anywhere. I’ve even heard stories of people who didn’t tell anyone that they were going anywhere and they just left, they got their work done. They were online during normal work hours here. But they might actually be somewhere in another part of the world doing their job, which is pretty sweet. I may or may not be one of those people.

What title do you want to have? This is important when you’re looking for a job. Knowing what the title is, is sometimes the hardest thing, you know directionally, I want to do something that’s kind of like this, or I enjoy doing these types of tasks. But if you don’t know what the title is that corresponds with those tasks. That’s tricky. Once you do, you can whittle it down. And these, again, are the same titles that I had earlier.

And when you put it all together, the wrong slide. I’m looking at the next one. And then when do you want to start, this is something that people don’t think about, as much as they should. I always suggest you start looking for six months before you actually want the job. That gives you plenty of runways and plenty of time to think and consider and be patient about which opportunity you want to pursue. Because the things my real career to real career didn’t start until I was 28. Had I taken this approach much earlier in my life and really been thinking about what I was doing and what I wanted to where I wanted to go, it would have, it would have been much more helpful.

It can often be a lot of pressure to say, what do you want to do? So by adding one word to that question it can make, I think, a little less pressure is what do you want to do next? You’re going to do a bunch of things in your career. So being okay with, it doesn’t have to be the final thing. And just saying what I want to do next, can be helpful, or at least helpful for me. As far as timelines are less than three months, that’s not enough time not to find a really good job, sometimes you’re in a pinch. But if you really want to take the time to find the right role for you right now, three months is too tight three to six months, not quite there yet, almost a little bit more. Six to 12 is just the right amount of time. And then 12 months, don’t even bother looking for something because you’re not even ready to look at work look anyway.

So for me, I’m thinking, based on where I am right now at my current company, I got this project that’s going to go through the end of the year. So I’m probably on that last bullet. I mean, I’m basically I don’t work for Google. But I’m there every week, I’m getting to eat in the cafeterias, and use the nap pods. It’s ridiculous all the stuff they have there, and the game rooms and this and that it’s kind of stupid, really. But you know, once I get to about June or July, I might start being more open to calls when people reach out and say, Hey, we want to talk to you about this job or this job. The nice thing is when you have a job, you have the luxury of being picky, it’s when you don’t have a job that you run into problems. And then I always suggest that you stay someplace for two years unless you hate it. If you hate it, it’s your life, you only get one, and then it’s done. So if you really hate it, move on.

Putting it all together now if we think about the size, industry location, title, and timeline, you can string it together in the sentence. Now this sentence is helpful in really focusing your job search. This is your elevator pitch. It’s how you quickly tell somebody, everything you’re looking for. And the example I have here is essentially the sentence I had in my head. This was my elevator pitch a couple of years ago, when I was looking for a job, I want to work for a small Salesforce consulting company in Chicago as a Salesforce consultant, starting in May 2017.

You know, hindsight is 2020, which is why that’s exactly what happened. But you know, that ballpark? It’ll help. So where do you start, if you are interested in pursuing this, once again, I’m glad you asked. The first thing you need to do is come up with a career strategy because so many people will just tactically they’ll Oh, I gotta update my resume, and then they’ll go update their resume. And then they’ll start applying for jobs, update your resume for what you don’t even know what you want to do yet. So until you want to know until you know what you want to do next, just wait on the resume. Everybody makes the resume too soon. I did the same thing for years, and I had horrible results. Hundreds of job applications, not even a single call. So if you like that, applying and never hearing anything, go for it. But if you want to be more effective, and maybe apply for 10 jobs and get five calls, then create your strategy first. And the strategy is simply ways, ends, and means. How to get what you want with what you have. What are the resources I have at my disposal? You have your hard work, dedication, alumni networks, you have a great education that you’re getting here. You have all of these things at your disposal, figuring out what exactly you want and what’s on the other side of that bridge. And then how do I build that bridge and get across it?

So if you think about you could just start to inventory yourself What are your ways, ends, and means? What is it that you want to do next? What is standing in your way? What are the obstacles? What tools do you have at your disposal that you can leverage? So an example here is if you wanted to become a Salesforce administrator, perhaps you can say I will use Trailhead, which I’ll talk about later. Trailhead is a free online learning platform to learn Salesforce. You can get certified and then apply and get your first Salesforce job. And I’ve helped several people do that.

I’m a coach with a program called Vetforce, which helps military veterans get Salesforce jobs. Ultimately, you need to become a businessperson, even if you’re working for a nonprofit, because nonprofits still have processes. They still have operations. They still have things that need to get done. So if we strip away just the financial piece, think about how complicated something like the Red Cross or United Way is. These are extraordinarily complicated companies, in a sense. They have a process. They have operations. They have systems. They have all these tools to help them help other people. And always remember that technology exists to support the business. It’s not the other way around. It’s like I spent 12 years in the Army Band as a trombone player. It’s an Army Band, it’s not a band army. One of my coworkers there never quite got that, and she was always frustrated that she didn’t get to do more music. And I just told her, “It’s an Army Band. It’s not a band army. You signed up to be in the army, not to be in the band.” Or to be in the army first rather.

As far as hard skills, obviously, you need to learn Salesforce. And there are a couple of different UIs, which is why user interfaces, which is why I pointed out Salesforce classic, which is going away. It looks a little clunky and old compared to what we have now. I mean, it started in 1999. Websites look different then. and now it’s Salesforce Lightning. So it’s more of that flat sort of cool, responsive design. That’s all fancy. And everything looks like a cartoon. Microsoft Excel, I think generally a good life skill to have. It goes beyond creating some sort of schedule, which is why so many people know how to use Excel. Okay, what do you do with it? I make a schedule. So you just type words into this? Yep. Okay. Being able to do things with data is going to become more and more important regardless. I mean, analyzing all the different results of the students, trying to figure out okay, what is how are these two groups interacting and analyzing that data, breaking it down? PowerPoint, obviously, I need to work at this because all my slides are like playing white with black text on them. Not very exciting. But some speeches don’t even have PowerPoints. But you should still know a little bit.

Apex and Visualforce and JavaScript and SQL and all that stuff. That’s all developer stuff that I don’t even know. So the nice thing is you don’t have to know how to code to do Salesforce. I don’t know how to code. If you wanted me to code something in Salesforce right now, I would tell you just fire me now because I will not be able to do it. But it’s getting more and more if you think in terms of websites more like a Wix where you can drag and drop and you can pull things around or Squarespace.

How do you learn Salesforce? The same way you learn anything. You have different resources available. There are things like Trailhead, which is an online learning platform. It’s a learning management system that is 100% free, not a dime. And you can learn all sorts of things. Some people take it to an extreme though, and they just get obsessed with getting more and more badges on Trailhead. It’s like a park ranger theme and bears and animals and whatnot, which is silly, but it makes it a little fun. And they gamified you get points for badges and all this. It’s a great tool I wish I had when I started. But some people go to extremes, and you wonder, do you have a life outside of this? Or is this the only thing you do? Some people play Call of Duty. Some people are on Trailhead as if it’s the only game in town. Books and blogs, mentors, groups, projects, online courses, offline forums, communities, and volunteering.

Volunteering is a big theme in the Salesforce ecosystem. And that’s a great way to get experienced because you have nonprofit organizations that always need help, right? So that’s a great way to get experience and to learn Salesforce in a real-world scenario.

As far as getting certifications, there are practice exams that you can take. I trust only the ones from Salesforce itself. There are a bunch of other tools out there where people go, Hey, it’s a practice exam. But then you look at it, and the answers are either not quite accurate or whatever. And then there are different certifications you can get if you’re interested. Those are the first three I always recommend to people.

And then soft skills. Soft skills are the hardest to teach, and in my opinion, are the most important. I can teach somebody Salesforce, but I can’t teach someone as easily leadership and networking, and empathy. How do you work to better understand the needs of another person or your customer or the students that you’re trying to impact? communication, teamwork, etc.

And then this paradox that we have. How do I get a job without experience? And then how do I get experience without a job? It’s the constant struggle of the person. Once you get the first job, it’s the first job after college that’s the hardest one, I think. But once you get that, or your first job in any new industry, then things open up. But you can get there via other means you could do some freelance work. If you find out a friend of yours has a small company and they’re using Salesforce, maybe you can help them set it up. Or you can create your own projects and just invent something. Perhaps you design your own education management tool on the Salesforce platform. There are internships available as well. And of course, volunteering shows up again.

How do you find them? For jobs in general, personally, I hate Monster and CareerBuilder. Anytime I’ve ever put a resume on Monster and CareerBuilder, I just get spam from State Farm, Farmers, and every life insurance company in the world and they all send you the same email, hey, we read your resume and thought you’re a perfect fit for this new and exciting opportunity to become an agent. And is no I don’t want to sell insurance thanks but no thanks. But Indeed, and LinkedIn, especially Indeed, in my opinion, is probably the best tool for finding jobs. Networking building is really building meaningful relationships with people that you know. This could be other Salesforce professionals, your fellow Stanford, Stanford alumni, and your fellow classmates, don’t overlook the other brilliant people who are here who are trying to do similar things to you.

And then, as far as navigating your Salesforce career or any career, you have to understand where you want to go, if you think of this as some sort of map. If you don’t know where you are, even if you know where you want to go, you’re not going to get there. I could say I want to get to New York, but if I start in Sao Paulo, Madrid, and Los Angeles, how I get there will be very different, right? So knowing that deciding where you want to go making a plan, and walking there,

Here’s a little graphic I created. Expertise is essentially the combination of formal training certifications and verification and then years of experience, years of slogging it out working on real projects, and solving real-world problems. And you got to remember, everybody starts in that bottom left-hand corner, everybody. You can control your effort, you can control how hard you work, and you can control the time you’re willing to put in to study, but you can’t control time itself. Time ticks away at its own pace. Ultimately, the goal in Salesforce or any career is going to be to become an expert, to get both that theoretical and practical knowledge that is what forms expertise. And remember that, whatever fancy credentials you end up getting, the real-world experience ultimately wins. And then make plans start walking, figure out what you want to do for the next 30, 60, and 90 days and make sure you’re incorporating some of that theory, reading about stuff, finding that theoretical stuff, the practice, you mentioned, working directly with students versus the theoretical thing. Right. So and also from what you like to do, which do you enjoy more? Did you enjoy the theory more? Did you enjoy working with the students more? If I had to guess it’s probably working with the students directly. Is what you would prefer? That’s my guess. Am I right? Yeah, you lit up a little bit more about that in the theory part.

And then relationships, you know, building your Salesforce or any network, it’s the same principles, just take the word Salesforce out, and it becomes a general career.

And then your priorities. The number one priority is always a real-world experience. Get out there. Do things with people in the real world. The theory is great. We need theory, too. But at the end of the day, it’s when the rubber meets the road that you actually go someplace. Simulated experience, is inventing your own projects, trying things out on your own, and experimenting in the laboratory. Then comes your certifications. And then in the Salesforce world, at least you have these super badges and badges, which are these little essentially like stickers that you get. Yes, it shows how much time you put into this Trailhead platform and learning. But it still doesn’t tell me what you actually know from real experience. And at the end of the day, I’m not paying you to get fancy badges on Trailhead, I’m paying you to fix a real problem with this for-profit or nonprofit organization. And with that, that’s pretty much all I have.