Jim, that is, to me, the most surprising thing, and the way you phrased that question was perfect. When I first started looking at Clear Skye, I thought, “Great. This is going to be a midmarket, slow-enterprise product. People who have been doing a greenfield, we’re going to be able to be a little faster, a little cheaper, a little better because we’re in the cloud, better workflow, etc.” What I’ve come to learn is that most of the attention we’re getting, thank goodness — it added a zero to our business plan from the large enterprise.
There are lots of different examples. Right now, we’re engaged with a very large healthcare system, and they have one of the legacy products. By legacy, I mean the old-school IBM, CA, Oracle, etc. They want us to take the entitlement catalog from that legacy system, move it up to the platform, and allow the users to be able to request entitlements on the new platform and leave that legacy system in place to provision to Epic, and we all know how complicated that is.
We have a very large bank that has one of — I don’t want to give away the bank if I say too much, but it has a very large Oracle implantation, huge. Oracle is doing all of the provisioning. They’re setting out now to tackle the governance aspect, and we’re doing that component. We just closed a very well-known hedge fund that had a very well-developed — I hate to mention the product, but the leading product that comes to mind, the on-premise version, which is incredibly flexible, and they say, “Look, we’re digitally transforming. We’ve got to move this to the cloud. The cloud product doesn’t meet our needs, and we want this on ServiceNow.”
So, yes, that’s really the most surprising, and I’ll be the first to admit that we have some gaps. For instance, we have 20 connectors available today, or 15 in 20 — competition has hundreds. We’re developing advanced functionality like segregation-of-duty rules, so we don’t have everything that you would expect, but I’m surprised with — or people are surprised with — how much we have, and that large enterprise looks at us and says, “I can live with your gaps, because this is a low-code, no-code platform, extremely flexible, so I can take the solution that you guys have built inside ServiceNow and build upon it.” It’s pretty cool.