Filed by Urgent.ly Inc.
Pursuant to Rule 425 under the Securities Act of 1933
and deemed filed pursuant to 14a-12
under the Securities Exchange Act of 1934
Subject Company: Otonomo Technologies Ltd.
Commission File No.: 001-40744
Date: August 10, 2023
Otonomo / Urgent.ly
Presentation delivered at the J.P. Morgan 2023 Auto Conference on Wednesday, August 09, 2023 at 4:35 PM
If you want to take your seats, we can get going with the next presentation. Once again, Im Ryan Brinkman, US Autos Analyst at J.P. Morgan. Were excited to get going with Otonomo and Urgently, which are in the process of merging together.
Here we have Matt Booth, CEO of Urgently, and Ben Volkow, CEO and co-founder of Otonomo. Im going to turn it over to them. Theyre going to walk us through a presentation, and then well sit down for some chat.
Hi, everyone. Thank you for the time today. Ryan, thank you for having us here. Before we start, I read a quick, safe harbor statement I was requested to read.
Todays discussion will include forward-looking statements related to Otonomo and Urgentlys current plans and expectations, which are subject to certain risks and uncertainties. Actual results may differ materially due to various important factors, including those described on slide two through four of our presentation and in the risk factor section of our most recent form S4 and form S1, and other SEC filings. Those forward-looking statements represent our views as of this meeting and should not be relied upon as representing our views as of any subsequent date. We undertake no obligation to publicly update this statement. Thank you for your patience.
I will talk a bit about Otonomo, and really why Otonomo and Urgently are merging, and then Matt will present Urgently in more detail, a very, very interesting company, and well leave time for Q&A.
Otonomo went public two years ago. We really built the biggest or the first and biggest mobility platform out there. What does mobility platform mean? It means that we are connecting to OEMs, to the car manufacturers databases, and getting all the connected cars data. Of course, based on privacy and consent, we use it in order to deliver value to the drivers.
Sharing this data with smart cities, or insurance companies, or dealerships, or fleet managers to create additional value. Cars are like a phone today. They come out of the dealership with a small modem and a tiny sim, and they all the time send a lot of data.
All this data could be used really to create new use cases, to offer value for drivers, to improve the environment, to drive safety. Things like usage-based insurance where you pay based on the actual miles you drove or your driving style based on the data from the vehicle, or predictive maintenance for fleets, so you can understand and find out problems before they happen and handle them. Or for rental companies, nobody wants to take a car, find out theres a problem, do a U-turn, and drive another 60 miles to bring it back to the office.
Otonomo understood that we need to grow faster. Part of it is really the reason that we are merging with the Urgently. We saw a lot of synergy with our technology and connected car data and expertise, and really the roadside business that Urgently have built. Ill keep it short and sweet, and Ill let Matt take the stage and present Urgently in more detail.
Thanks, Ben. As Ben said, were going to go through a quick presentation about Urgently and then some things about Otonomo. Were going to hold questions in the end, but if anyone has any questions as we go through it, feel free to jump in.
Urgently, its job is based on saving stranded drivers. If youre familiar with the roadside assistance space where youve driven a car and its broken down and someones coming out and gotten you. AAA is the largest subscription business in the US with 61 million customers, and then theres a handful of other legacy customers that do this on a B2B basis.
Were primarily focused on the B2B side of the business. The company was founded about 10 years ago. Typical story, a bunch of people in a coffee shop. They were looking at companies like Uber and said, Hey, all these companies are revolutionizing the customer experience around these digital apps. Lets build a digital app and lets do what Uber did for roadside assistance.
That turned into a pilot with a major OEM and that, of course like all good entrepreneurs at the time, they pivoted the business, eventually won 100 percent of that OEM business. Along the way, it started to build a pretty impressive portfolio of other customer wins.
On the cap table and in customers, Porsche is an investor, BMW is an investor, Jaguar Land Rover is an investor. One of the worlds largest rental car companies is an investor and a customer. Then, of course, American Tire Distributors and a handful of other smaller PE companies.
Its a strange business. As we look at the economy and theres talk about a recession, this business is somewhat anti-cyclical. The more that the economy starts to turn down, the more people put off repairs in their car. That means the more theyre going to break down. Again, when you buy a new car from, say, BMW or something like that, they all come with warranty.
When you break down in a car like that and you hit the button or you call their call center, many of those calls come to us and we run the service fleet to go out and do the repairs on the side of the road or do the towing. We dont own those vehicles. We have a partnership group of about 80,000 drivers that covers all of North America, so we can recover any vehicle 24, 7, 365.
Its really the OEMs that gave us the scale on this business. Had tremendous growth along the way. Last year, we did about $188 million. Were super focused on how do we drive the customer experience and make it exceptional. We obsess on that a lot to make sure that were doing a great job because its a small business. There is probably 50 key customers that really matter and its really a small world where if we do a good job, we get another customer. Its a really big pipeline. Well go through a little bit of that in a little while.
In terms of customer service and how we measure it, we run either NPS or we run CSAT. Customer service scores on every single job. We get a really good response rate. Average is about 4.5 out of 4.6 average customer rating, which if you think about it, youre breaking down, youre having a bad day. The fact that we can get someone to a place and theyre actually moderately happy is a big win.
Now, one of the reasons that we started this business is because we believed that this business is primarily run by legacy customers that started decades and decades ago. All of us come from the software world. We believe that with a data set thats proprietary, we could put machine learning and data analytics on top of it and drive real value.
Weve seen that in our margin expansion that Ill go through in a minute. Weve seen that in our improved customer service scores, and Ill go through that in a minute too.
Its really this adding technology to what were thinking about is a global services and support business, along with what Ben has already built with Otonomo and the Floow, is really synergistic and allows us to cross-sell across some different companies.
What youre looking at here is, this is a snapshot of a typical morning at Urgently. Every single one of those blue dots represents a live job thats in flight. All of our partners have a version of this. If you go to someone like BMW, as an example, they have a version of this in their office where they can go and they can click on any job for their customer. They can see in real-time whats happening to the customer, what the reason for the disablement is. If you drill into it, you can see superimposed in LA, Atlanta, and New York. You get down into a small geographic radius, you can actually see the truck moving to come out to service the customer. And really, the business is founded on this idea of radical transparency, which is well show everything.
This is a hard business. Not every job goes perfect every single time. Because its all based on really sophisticated data analytics and machine learning, it allows us to pay attention to the small amount of jobs that are not going well. We can redirect the customer service team to say, Hey, Ben has a problem. Their repair vehicle is caught in traffic, or, Tim, his fleet vehicle is down and needs to get back up and we need to help Amazon get the packages back up. It really allows us to manage the pieces of the business that are really pretty critical.
We believe, and we have shown in our margin improvement, this data asset that we have underneath it is actually pretty important for driving really substantially high customer service scores and improving the overall economics of the business.
Now, weve had a tremendous growth. Weve done about 4.5 million jobs since the inception. We did almost 1.3 million last year. In a strange way, this business has never had a problem with growth. Weve always had so many customers coming in that weve had to back off as weve gone through different fund raises. Now that were going to close this, we can start to put the gas back on the growth again.
In terms of our position in the market, we believe that we can manage and deliver real-world services that include the connected aspects of the vehicle. Ben talked about how signals are coming off the vehicle. If you go back and you look at Bens business from some years ago, one of the things that they originally believed is that out in the future, 25, 26, 27, there would be a decent preponderance of jobs that came from the services aspect of it. Its this joining of data coming off the vehicle and then theres matching of the service network to it, so we can algorithmically pinpoint problems with the cars before there are actually problems.
As an example, a lot of these cars will detect if you hit a pothole. We know the car is going to have a flat tire in 60 miles. We can actually send a service vehicle out to meet you at your work or your job or wherever youre going, so youre not inconvenienced.
Ultimately, thats the goal of the business is to completely reduce, if not eliminate, any of these reactive roadside pieces and really move into a software business where were predicting whats going to go, where its going to move, and how its going to change.
In terms of the vision, and the reason that we like this combination so much is, if you think about Urgently and where we sit, we sit at the end, on the reactive piece, which is your car is already broken down, you need help. The reason we like what Otonomo has is because it comes before the breakdown.
Before the car breaks down, theres a signal that comes off and says, Hey, fleet manager. Theres a problem with the vehicle. We need to get a service company out. Before that, Ben was very prescient, and he bought a company called the Floow in Sheffield. Sheffield has a lot of data analytics around Europe that will start to expand in other places. They measure every single road in Europe down to three-meter segments, and they measure driving behavior and driver scoring, so you can imagine a fleet use case. Hey, youre driving on roads that are not safe. Youre cornering too much. The vehicle sending signals that youre going to have a breakdown so we can start to eliminate and process with software all these breakdowns that are starting to transpire and start to group these together in something thats really a pretty good competitive moat that no one else we believe has.
Ben mentioned this previously. The cars today, theyre basically a mobile phone. They are sensors on wheels. All kinds of data come off. The weather comes off, the status of the vehicle, if theres a collision, whats wrong with it, the geo position.
Because a lot of our partners are investors, well be able to build new use cases that we believe will enable the subscription market to accelerate our growth. Youre probably all familiar with Stellantis, GM, Ford. Depending on the company youre talking about, they all have subscription targets for 2030, anywhere from a billion dollars in subscription revenue to $20 billion. Theres a piece that we hope to play in this as we start to open up the software and the model to some of these automakers and some of our partners.
In terms of the Floow that I mentioned, I already work with a lot of big insurance companies in the UK and also in the US. They already do driver scoring for fleets, so they can tell you your fleet driver is driving too fast. They can tell you that if you start to slow down and drive better, your insurance rates will drop so they do a lot of usage-based insurance. Then crash detection, which a lot of people do, were starting to meld these things together.
Again, a lot of people talk about this concept of AI and machine learning. Ill just be upfront. Im not a big believer in scraping the Web to do machine learning and artificial intelligence. It doesnt really do a lot. In these very specific use cases where companies have proprietary data sets, where you can apply very specific knowledge to improve the experience, theyll become very valuable. Over time, well start to exploit more and more and more of the specificity around algorithms and how we produce and create leverage in the business.
Now, in terms of the market, really big pipeline in the US. Its a really big market here. Its over $2 billion in B2B business. The global market opportunity is over $100 billion.
Then, on the piece that I mentioned before, this subscription business, and I spent some time at Interactive Corp a long, long time ago where we bought Match.com and a handful of other businesses. We love this idea of enabling partners and helping them build subscription businesses, great businesses, reoccurring revenue, great for valuations, all those kind of things.
Were going to start to explore more and more with this. Its one of those things where we start with partners in the typical roadside and then we move into other adjacent opportunities with them, some of which are subscription and others. Pretty big, robust pipeline to both expand the business and then expand the margin.
In terms of the company, we have focused a lot since last year, mid-July, on getting the business to what well call operational excellence and move it to profitability. Probably not a surprise to many people in this room. 15 years of zero interest rates means its pretty easy to go raise money. Those days are now gone.
This reminds me of a lot of back in 2000 when I was at City Search and Interactive Corp. Everyones super happy one day. The stocks really high. The next day, you come in and mascara is running down peoples faces and the markets imploded and all these companies are starting to have problems. Those days are coming back again.
Meaning that there is going to be a focus again on profitability and making sure that theres cash flow being produced in businesses. Now, thats great, because, with us, were on a trajectory to get there pretty soon. Theres going to be some pretty spectacular companies that are out there that, through no fault of their own, they raised money at pretty high valuations. Theyre not going to be able to get a series B or a series C. Well have the right capital structure where we can go out and say, Hey, are these bolt-on acquisitions? Do we want to acquire them? Do we want to move into more global markets? Were pretty bullish on that.
In terms of the performance of the business, improved 23 percent quarter over quarter, which was great. The real story is, I mentioned, machine learning. We spent a lot of time on data and data analytics. While revenue was up $10 million, we saw a 279 percent improvement in gross profits.
Were super focused on now that weve achieved scale in North America, how do we become more efficient, and how do we drive more profit to the business?
Gross margin went from 6% to 19% quarter over quarter, and operating loss went from $16 million to $10 million. Now, on the $10 million, if you pull our filings apart, what youll see is roughly half of the $10 million is in transaction costs so its actually better than what it looks like in terms of whats on this slide. Then the real story is cash burn. Weve reduced cash burn pretty substantially. Cash used in operating activities for quarter ending March 31, 2022 was $15 million, and Q1 2023 was $1 million. Were really starting to see now that weve done 3.5 million jobs, we did 1.3 million last year, were really starting to see the profitability catch up. We started to see the investment that we put into product and tech, start to pay off. Were pretty bullish on and excited about where were going. With that, Ill take any questions. Happy to answer anything.
Are your customers the people who are stranded on the side of the road, or is it the automakers that are looking to have? How is it brandas Urgently or as like Porsche Roadside Service?
Yes, so Porsche is an investor. Theyre not a customer yet, just to be clear. Coming soon, we hope. Since we run a B2B business, we view Ill use BMW as an example as an extension of their brand, and we take it very seriously. Its branded. It depends on the partner. Sometimes its co-branded with Urgently. The customer in terms of who pays us, BMW pays us for the service, but they will pay us for the service because we do a great job servicing their customers. If you go talk to our customers, thats what theyll say. They say that we do a fantastic job at that. We ask the end customer who had the disablement, What did you think? We report that up to our partners and we take that pretty seriously. Again, a lot of companies talk about customer service, but we live and die by how well we do on that because we know that theyll refer other people to us.
How do you get those really independent contractors and tow truck drivers? How do you ensure that they do a good job?
Its a good question. We work with about 12,000, 13,000 companies or so. Multiple people drive the vehicle, so theres not one driver per vehicle. It rounds up to about 80,000 drivers across North America.
When we got our first OEM partner, we called him up and said, Hey, we are selling such OEM partner. Were going to give you jobs in New York and were going to pay you $100 a job. They go, No, youre going to pay us $300 a job. Were like, Were going to pay you $300 a job.
Then as we achieve scale, we started to rationalize the economics of the business. We run everyone through a set of qualifications. They have to come through minimum insurance, the background check, and a whole bunch of other things that they have to do, and years of operating history in order to get in the platform.
Its a strange kind of business, where now that we have the demand, the supply comes along naturally with it. As an example, with the partners that we had, if we were to launch in, say, Germany, we would probably be number three or four in that market if all our partners came with us because of the latent demand we have in the market.
Its one of these things, like when I was at InterActive Corp, we bought this business called HomeAdvisor. Its like, if you have jobs coming in, you can get contractors to fulfill the business. This is the same thing. Theres jobs coming in and people need to stay busy. They need to have the trucks rolling or they dont make any money, so theyre happy to take these jobs from us and then from others.
My understanding was that Otonomo did a lot more than the preventative maintenance alerts, that they were trying to sell information back to the automakers. I think I was on a due diligence call at one time where you talked about, like, We find these people are not using the CD player, so you dont need to include the CD player, or whatever. Is that part of the business going to continue or is it just focused on the roadside assistance and whatnot?
We did some program, some projects with the summary and its really helping them to understand how the customers are using the cars internally and externally. For example, whether customers like to drive or to shop, etc.
With some OEMs that the Urgently and Otonomo are very close to the discussions about doing some very interesting projects with data. Itll be things that are more related to roadside assistance and I think in maintenance. I guess that hopefully soon well be able to share some more information about it.
I think thats right. The interesting thing about this business is that theres no end to the opportunities, I think, we just have to focus on some things immediately. I think its this combination of the service network and then the connected car, and how do we bring these use cases to life and create revenue. There is a place for those like city data businesses, but today the revenue and the focus needs to be on where the scale is.
One of the interesting things around data that is starting to happen is also that until now, data was flowing outside of the car and we were using it. We start to see the OEMs implementing technology, also that you can send signals or commands to the car. You can remotely lock the car, remotely open the fuel hatch. Those things could be used in very interesting use cases also, in my opinion, around roadside assistance. Think about a world where youre waiting for someone to rescue you. You can make sure that the car is locked so its safe, or if there was an accident, to unlock the car so they can come and rescue you remotely. Not only data is flowing out and of course becoming richer and richer, we start to see a world where you can also send back information or requests to the vehicles. I think those things could be really changing, also be used and change the roadside assistance market.
We do a lot of what you call lockout jobs, so someone loses their key and they cant get in, right? What Bens talking about is its the perfect use case, which is youre a fleet manager. You need to turn on the car on and off the car because you need to get cleaning services. Or in our case, if someones broken down, we call rideshare all the time to move people. Well get you in a car and get you somewhere safe. Just leave the vehicle. If we can do remote commands, like Bens talking about, to unlock the vehicle, you can just leave your car and its fine. Then we can take care of it and have it delivered to the dealer or wherever you want. Thats really the customer experience that it should be. You shouldnt have to wait with your car for an hour or two hours. You should just get in an Uber and you should get back to where youre going or take your kids to school or go to work or whatever you need to do, and the rest can be handled algorithmically with software. Those use cases are pretty important.
Interesting. Otonomo only has access to data in the car when you work with the automakers, whether they turned it on. Urgently is basically hoping to get outsourced. The automakers call center or something is receiving a call and then they forward it to you basically, or how does that work?
It depends. Some OEMs run their own call centers that they do for a whole bunch of reasons and some, we do for them. We can get a call or someone could hit the B call button in the car and increasingly what well start to see is the car will call for help. This is the piece thats probably the most critical if you think about this business in the future, which is it really is a software problem. Youd have to be able to digest and diagnose signals off a vehicle at basically a search speed, which is 100 milliseconds or less. You have to be really quick to figure out whats going on with something.
This is what Bens team in Israel has excelled at as theyve built these connections. Were in the early innings of this, but you can imagine this really is a software play where its like the software becomes the key because you have to do super fast diagnostics like you would do on a search result.
Today, if you take your car in to the mechanic and they plug something into the OBD2 port, those things that they take 10 or 15 minutes to run the diagnostics depending on what it is or how complex. In the future, whats going to come is, what Bens team has largely been working on is these super fast 100-millisecond returns for how do you process data at scale. That fundamentally is a software problem, and over time, when you mention the call center, the call center becomes less important and its more important to do things optimally online.
Interesting. Urgently is really improving the satisfaction of the consumers of a brand that either have encountered a problem or now via Otonomo can prevent from having that problem in the first place.
Heres the way Id phrase that, which is, if you think about any business, not this business. Think about the search business or the ad tech business as an example. The companies that sit in front of the consumer eyeballs that get the consumer to do the search first or go to the search page or whatever is the one to sit in front, like the first signal, those are the ones that control the downstream economics of almost everyone that comes after them. Like Google, they can decide what hotel aggregators get traffic. They can decide if TripAdvisor gets traffic. Its really important to think about that in terms of the automotive business because whats starting to happen is it used to be... Ill use collision as an example. You get in an accident, your car will get impounded, you call your insurance company, and they would be the first ones to hear about it. Today, whats starting to happen is the automotive company knows, the OEM knows, that the signals came off the car that there was an accident.
That may not sound like much, but it totally changes the paradigm of everything in the business because where it used to be a global insurance market would get the signal first and they could say go to this person and get a repair here. Now the OEM sits in front and they can say, Well, Im going to start selling insurance. Tesla has something like an $800 million insurance business or something like that, and then all these other OEMs are going to roll out insurance companies. The reason theyre going to do that is because they are now sitting in the pole position to get the signal off the vehicle before anybody else. Thats why a lot of people talk about this. Its like this race to get help with the vehicle data.
The reason that weve been successful is because we have a use case on the other end, which is its great to process something, but in the end, we have something where we can match a real-world service with it too.
Thats why, unlike just being a software company doing data processing, we can match what Ben has done with the service network and create real-world services around it.
When you think about this business and where its going, it really is like, Whos going to get the first signal, and whats going to happen with it afterwards? How is that person that gets it going to control the downstream economics of everyone else that comes behind them?
We did a dinner last night with CEO and CFO of LKQ. They were saying that they have a disagreement with the manufacturers. That the manufacturers believe that they own this data coming off the vehicle, whereas LKQ believes that its the owner of the vehicle. Maybe theyve got some incentive because they say, Why should the manufacturer be saying this is how the vehicle ought to be repaired? Theyre selling the repair parts and whatnot. Im curious, who owns the data? Is it the manufacturer or the owner of the vehicle, etc.?
As people are probably aware, there are right-to-repair laws that have passed in some states. Massachusetts. I think the OEMs have said we shouldnt give the access to peoples cars because theres security issues with it. In the end, whats going to happen is if your car is under warranty and you have a car thats under warranty, its fine to let the OEM process it. In the end, the signal is going to start to get out to other places and its going to start to leak out. I think the OEMs will say they own the processing of it and they own the pipe. The consumers will say, Its my vehicle and Im driving it, so Im going to tell you that is my data. Then the fleet companies will say, We have the driver and we own the vehicle, so its our data. I think its a pretty greenfield now.
If I can add, I think legally-wise, its very clear that the data belongs to the vehicle owner or the driver, depending on the continent or the country, thats GDPR, CCPA, etc. But the OEMs are going to a big effort to get this data out of the vehicles. In my view, its a bit like our banks. Its our money, but they are the custodians of our money. They invest it for us, they keep it safe for us, they create value out of it, and also take something in return. In my view, the OEMs have the same role because someone needs to pay AT&T for the SIM. Someone needs to pay Aptiv to put a modem inside. Someone needs to pay AWS to put the cloud to store the data. Its our data, but they are an important part of the value chain.
You spoke a little bit about operational efficiency and the focus on the profitability. I have to imagine that variability of the job is an area that you would like to control, meaning you get a signal to go out to some place, youve got a dispatch, whether its tow truck, something happened with that vehicle. Where are you guys now with that? How does it feel in terms of your ability to diagnose that in order to have higher throughput, higher efficiencies in the business?
The piece that youre talking about actually has the disablement reason. It has more to do with where the service fleet is at. Weve spent the last probably 24 months building pretty sophisticated analytics around to predict, Its Super Bowl Sunday in a city. Theres a bad weather pattern. Theres really bad weather. What is it going to take to get someone out there to do it? There is variability in this too. Again, I think you have to step back for a second. Our goal is to provide exceptional service. Sometimes we have to pay more to get someone out there and sometimes we have to pay less.
For the most part, letting the machine decide what the pricing should be in real-time is really efficient. Its like airline pricing. You could imagine if instead of having a computer decide what your airline ticket would cost, some person in a call center would say, Youre flying to New York? Its going to be $450 for you today. Its just not efficient and you cant do it in scale.
We run hundreds of thousands of jobs and theyre all dynamically priced basically in real-time based on all the analytics that weve run before, based on weather patterns, based on all kinds of things, to say, In order to get someone to digitally accept this job at this price and provide this customer service score, this is exactly the price that we need to provide for it.
Were stunned actually at how efficient its been and how well its worked, and theres more to come. Its not only doing it for two years. Theres a lot more were going to do with it.
Whats next for Urgently? Is it to forge partnerships with OEMs primarily?
Yeah, I think were going to have partnerships with OEMs and insurance companies. Theres a lot of good cross-selling opportunity for things that Ben has already built and the Floow has already built. Theres going to be some synergistic things that well start to announce in the next couple of quarters that were excited about.
The merger vote is coming up in a few weeks and then we close late September, mid-September. Then we have to start the planning process for next year. We want to start moving into more of these like Bens example of remote lock-unlock. Its a great use case. Theres probably 12 of those that were thinking about that well start to unveil. Some interesting things that are going to change how this service is delivered. Thats the next piece in terms of sales. Its all about volume. All big OEMs, they all have roadside assistance businesses. Its a small group of competitors out there in the US, small group globally. Were out there talking to everybody, trying to sign up more and more and more of them.
The interesting thing about this business is, were at that point now where weve achieved enough scale and weve proven ourselves. It used to be some of these big automotive companies were like, Youre too small. We need to wait till you prove it. Now, were at a point where people are like, We know you can do it because weve seen you do it for these other big companies so now were willing to take a shot with you. Were pretty excited about whats coming.
Is the competition using software and its automated services or is it more just a person at a call center calling up individuals?
Its a little both. A lot of it is call center. We started with technology first. We believe that were pretty far ahead. I think theyll all start to say that they have software and theyre moving into that.
The difference was having a team that understands geospatial search and ad targeting. That business of how you optimize your ad spend across geolocations is very similar to this business. That is a pretty rare group of software people that can take that problem and say, Heres how you have algorithms and build geospatial targeting against it. Its very similar to this business. We believe were pretty far ahead of everyone else. In fact, when we start to put the data sets together between these companies, we believe that well pull farther ahead. Its a pretty big competitive moat.
After the merger is completed and then you start filing SCC filings as the new entity, then the world will basically learn more about Urgently at that point. You shared some things today but learn much more about the business versus whats available in the public domain today.
Thats right. We expect to have our first earnings call mid-November. We already have SEC filings, so feel free if youre bored on the weekend to go pore through them and start to pull them apart, if you dont do that enough. Then more filings coming.
Great. Thank you very much. Please join me in thanking Matt and Ben.
Thank you, very much.
Thank you.
[applause]
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