Creating Internal Localization Services to Guide Your Organization's Global Success

Bryan Montpetit 00:00 Hey everyone, welcome back, I hope that your break was refreshing you had chance to to get your coffee or tea or water or whatever you are drinking at this point in time. We probably have some people from the West Coast Joining us now, given the time. You know, we're looking at just 10 After right over there. So if you are just waking up and joining us from the West Coast, welcome. Happy to have you with us. Again, a very big thank you to everyone that's attending. Again, this is this events only possible because you guys are here. And you've enabled us to attract, you know, obviously great people like our next speaker, who will be joining us in just a moment. We have Marina Garson Farrell, who is going to be speaking to us about creating internal localization services to guide your organization's global success. So she's going to be joining us momentarily. I think she's coming in now. Are the marina. Marina Gracen-Farrell 01:00 Hello. Bryan Montpetit 01:02 Nice to Nice to meet you. Nice to have you here with us. Thank you. Marina Gracen-Farrell 01:05 Oh, my gosh. Thank you. Bryan Montpetit 01:08 Great. So from what I understand you're in San Diego, one of my favorite cities. Marina Gracen-Farrell 01:12 Oh, yes. And you all should come and visit, although it's cloudy today. But the beach is waiting for you when the sun comes back. Bryan Montpetit 01:23 Isn't it always cloudy for like an hour in the morning? And then it just burns off? Isn't that like the magic of San Diego? Marina Gracen-Farrell 01:27 Oh, but you don't know about May great. And June, Bryan Montpetit 01:31 gloom. I do. Marina Gracen-Farrell 01:34 Like San Francisco, but only for two months. And then it's glorious. Bryan Montpetit 01:40 In transparency. My brother lives in San Diego, which is why I've grown to love it. So it's it's absolutely fantastic. So I won't take up more of your time. I know everybody wants to hear you speak not me. So I'm going to turn it over to you. And again, like I've done with all the other presenters, I'm going to hop in about a time. So you'll see me turn on my camera. And that's the cue that will move to q&a. All right. So everyone, please don't be shy. Ask your questions. And remember, we do have live questions during the q&a session. So again, I encourage you to build up your courage and turn on that camera and get in here. So please, I guess Take it away, Marina, thank you very much. Marina Gracen-Farrell 02:22 Oh, thank you so much, Brian. And I've been watching look from home for quite a while. And it's really kept us going over the pandemic. And everybody that's watching, I've been telling people if you can't make it so early, go and sign up anyway and get the recordings because there's so many great presentations. So I'm really honored to be here. And I'm really excited to talk about something that I hope will be helpful to people I know. It's not an easy thing being on buyer side and starting out. And so Brian, I'm going to start up a slide presentation. This is my first time using this incredible Remo. So you'll need to go down, I'm going to start it from the after I do a little bit of an introduction, I'm going to turn on the slide presentation. And hopefully you can get that turned on for me. So it's wonderful to be here. Because the incredible value of luck from home being free is a way for everybody to see all these great presentations. And you know, for those of us that don't have a budget to use for conferences, the value is immense. But there's a lot of things you can do. And especially if you want to go from absolutely nothing and build something of value. That's what I'm going to talk about today and building it some of the concepts we've been hearing empathy hobby, you empathize with the client. So everybody that's on buyer side that's on Vendor site. I think there's something there for you today. So I'm going to start my presentation, and I'm going to do the let's see. So I'm going to do the Bryan Montpetit 04:11 new guidance to get you through. Marina Gracen-Farrell 04:14 Yeah, I'm going to share my screen. Perfect. Got it. Alright. So this presentation, very simple, creating internal localization services. And I advise everybody to go back to look from home in previous years. I see there was a great presentation. I think in February, a young man was talking about corporate building Corporate Services going from zero to hero. That's exactly what I'm talking about. So I'm going to talk about in similar terms, but I'm going to talk about the importance of creating empathy, becoming an advocate and trying to champion these kinds of Sir uses throughout your organization a little bit about me. My name is Marina Grayson Farrell, Brian, you had it almost right. But so I work with Pearson, I've been here 13 years on the buyer side, but I've been on the vendor side. And I got started back in the late 90s. And I worked for Isley and which became Lyon bridge, and I got to know things hands on, I was a desktop publishing publisher, and then got the manager of that and, and I kind of went around the different LSPs at the time, and also got involved in web development, I think it's important to get involved in different processes, I think you get a really well rounded education. Speaking of education, I do have certifications, certified localization professional and localization project manager. And where that comes in. Those are low cost certifications from localization Institute, which I highly recommend. And it helps give you process that you can't otherwise get when you get hands on, you get a certain kind of process. But when you get certifications, or any kind of university type of education that really helps build your information. And also, I have a pet project that I call localization explained. And that's conversations explanations about localization. And that's the really fun part of what I do. It's not associated with the work I do for the company I'm at now, of course, my views are my own. But this is sort of like, I can't prevent myself from talking about localization and explaining it, I think I've found myself to be an explainer. And we're going to see why I think that is very important. Any information you have, it's really important to convey to those who don't have non localization people. And I find my mission is to be a guide and navigate open the eyes open empathy to this incredible potential in global markets. Here's the situation. Now, I don't mean to refer to any of my dear LSP friends. But when you put yourself out there with a title, localization manager, whatever, you get hit by hundreds and hundreds and hundreds of helpful suggestions, hey, can we do your service and take can we do your services. And this is what happens. And this is the situation I came upon. When I started at the company I've had now, there were so many, you know, processes that were just ad hoc, there were so many random this and that. And when you fractionalize things when you silo when you just take, you know, all of this bringing in all these different LSPs individuals, goodness, Google Translate, it's out of control, there's no coordination of oversight. And spend, who knows. And when you investigate some of these, I wanted to make sure I knew what I was dealing with. I went and I saw not industry standard pricing, not industry, use of technology, no TLS in some of these. And the point is, what is important is to find out what is the company doing. When I set up an internal localization service, the very first thing I wanted to do is to see what's doing analysis and find out and this is what I found. Now the solution is to gather everything together. It's called a centralization type of solution. This is not an easy prospect. But this is sort of like the big goal, full localization services coordinating connected. And so every part of the company can be getting great use of reused assets, as we know in translation, memory savings, we have consistency. Hopefully there's a terminology that's being used and rolled out. And for all parts of the corporation. There's something to be gained. And again, this is not an easy prospect. It takes time to build in time to push it out. And what I'm going to talk to you about is not so much a An internal department that's fully developed and everything in house. I am very well aware that many corporations do that. So well. What I propose on what I've done is a very lightweight solution where we work with the vendors, as the external provider, they maintain the TIA, they we don't have to pay for, per se studio, cerrado studio in house. And having this lightweight solution has been really helpful. Because as these the person driving this as the SMI, and manager, I'm able to get what I need through these external vendors. So how do you get started with this, say that you're out accompany. And you're aware, there needs to be some kind of control some kind of way of pulling all this together. And I've talked to people in various corporations. And when I've been in conferences, it seems to be pretty commonplace. What I found is really, really helpful to get started is to get the information out quickly. And effectively. Many companies have an intranet, as ours does. That's a place that to set up an Information Portal, put the contact information, how do they get ahold of you request forms, create helpful articles that help to teach how localization works, and then write in processes and policies. And then while you're going through this work, always keep your success myth metrics, and make sure that you can prove as you go along, you're doing cost savings. And that's the beauty, of course of using a really well established LSP language service provider. And they're the ones where you can request, okay, I want to pull TM savings, for q1, and then all the way through the business year, find out at the end, how much have you saved, and then write articles about it, and push that out to the company. Here's an example of Portal I've created. And I've masked the name of the vendors just as a just for their protection. And the way that you can put together this portal, you can have a place for the articles guidance, I did a lot of work working with the people in the regions to create guidelines for languages. French, French, Canadian, traditional Chinese simplified Chinese. And it's important to have guidelines. And then you can create terminology lists of the best keywords. And then you can go to each of the region and get sign off from all that. And you'll see on this I have articles about how to get ready for global markets, and even making a statement, why do we translate. And you can take advantage of so much information out in the internet and through very amazing companies. That for example, you can Google the can't read won't by Common Sense Advisory did an incredible comparison of languages and why certain languages, all languages, if you can't read it, you most likely won't buy it. And that's a really good gem of wisdom to educate your peers at your company. Of course, you're always going to want to write articles about how to save money, and how to save the company's prestige. And just the basics about what you need to know. And when you do this kind of information and habit in a centralized place for all the company to see. You're creating resources and you're creating trust. And they get to know what the value is. Like I said, when you do this kind of presentation, when you create this kind of portal, and then you putting everything into it, think of it in terms of steps to creating a program. When you start off, it's going to be the initial program. When you seek out your vendors you want to find the preferred vendors you can get definitely recommendations from many different places. Put together an RFP work with your global pick Government departments and they're the best ones. And then put all of the, say, top five, top 10, put them all through an RFP and find out what are the best prices, best practices, make sure that they have adequate technology, you'd be surprised to see, even in this day, there are maybe one or two LSPs that do not use TMS, translation management systems. So it's really, really important to find out and the RFP process is a great way to find out best in class. And in that initial program, important a creek a terminology list, I went around to all the different regions, because there's so many words for different terms. And so I wanted to make sure that the word in simplified Chinese for Brave is exactly the word that we want to convey instead of the opposite of fearless. And then you can go on to the advanced program, bring in a translation quality process. And you can bring in influencers outside the organization and get to know the really key personnel need to hear this message. Finally, optimal. This is the pie in the sky, the internal localization department. I know many corporations do this. But this is not always as easy as that seems. I think this is a good goal. What do you need to get there? Well, the first thing, like I said a little bit ago, you need to identify what the situation is. And now at this point, you want to identify where the gaps of the localization information, are there. Some managers that have the wrong idea. I often kind of joke with my my colleagues, in my networking groups that Google Translate is an amazing tool, but it's done a bigness service, where a lot of people think it's just that simple. And to be honest, that's been sort of my blockage through the years is that so many of the higher placed individuals that don't really understand how this stuff works, they just assume we'll just use some kind of tool. It's automatic, isn't it? Truth is it's not. And it takes constant, tweaking, and adjusting and getting better. So identify the gaps, find out those people can need to know some more and then offer to them the information and you're going to have a lot of fun doing it. I absolutely enjoyed. And I really liked the feedback I get people really enjoy to hear this, especially if they've never heard these terms before. You can do presentations, lunch and learns. And then finally, keep explaining every single quote I do I make sure that everybody knows you've got leverage and 100%. And some of these are fuzzy matches. And then if something is wrong with that estimate from that LSP I go back and I make sure why is that. So you can keep improving that process. And now keep going. I don't think we ever stop. Publish your success metrics. Show the before and after success stories, publicize the return on investment, get sea level to see what you're doing. Will they respond favorably? Hopefully, maybe not. This is where it's very important to keep building with partners and allies, identify these champions, find the advocates, some will come and go. There's no guarantee and especially with the way corporations are shifting, you move on to the next, build partnerships with suppliers, I have to tell you the most success I've had is my LSPs. I consider them to be partners. And then this is a very, very important metric that really kind of shows it to even the higher level. Colleagues show value with the localization maturity model. Here's an example you can do ranking. Let's say your company started at zero and when I say localization maturity levels I mean zero is nothing one getting some steps to more efficiency, three centralized operations for mandated by the CEO and all the sila Oh, and five, wow, fully optimized. So this way, if you do this kind of ranking and showing where you are, where they are, I think this really is a powerful way to show what, where we need to go. And of course, as you know, Facebook, Google, they're way up there with their localization maturity level. And not because they've done it for so long. The reason is, they've done everything with increasing efficiency centralizing and keep getting better, to the point where sea level has mandated these operations and they can get to be fully optimized. A driver of for global success are going to be little bits of, of issues throughout the company that you're going to want to pay attention to. And you're going to provide solutions with your program. Guidance products and services are not globally designed. There's errors in product failure with testing, a lot of cases there is no testing, you missing out and savings in quality, perhaps because you're not using tn. And the TM savings, the use of the best practices, and we keep looking to see where can we improve, maybe you're not doing analysis, maybe your development or releases are always at risk for global audiences. You have no coordination, you're redundant. You're wasting time and money. And, of course, you're not leveraging to get those TM savings. If you're not reusing assets, not to keep going in this, you're going to need some help from the outside. So one way is to build your network. And this is good for everyone. Anyway, you want to be getting to know people on the outside, bring in the information and the half kind of support group. What's the best way to do networking? I'm going to tell you Look, lunch is one of my favorites. I'm Ambassador, co ambassador of local lunch, San Diego. So you all can come to San Diego. We meet every month. And it is very informal, but we share information. And then when you get into conferences, like from home, Gala, look world, you can learn things there. Education. Of course, there's wonderful places to get certifications, the universities, moderate miss, keep getting yourself education. So I want to thank you, I wish you your organization. Great success. And it might be time is it time, Brian for q&a. Bryan Montpetit 22:54 It definitely is. So thank you so much for being basically spot on on the time. It's fantastic. And we do have a lot of questions that came in. And a lot of people have been uploading those questions. So we'll get right to them, so we won't keep them waiting. This is an interesting one, is being creative enough to become a good localization project manager or expert, or are there other skills that are crucial to succeed? Do you think there's a golden rule? Marina Gracen-Farrell 23:21 Oh, my gosh, yeah. Well, this is really interesting. Because back in the day, nobody ever said, You can be creative, it was always you have to be heads down, you have to get through everything, because there's so much work to do. And I think in a lot of the jobs I've had, and part of the reason why I've gone from, you know, from starting as a desktop publisher, and getting into web development, so forth, I have a degree in graphic design. I've always wanted to be creative, but somehow I found myself leading products. Wow. So I think, be creative and find ways. And that's gonna I tell you what, I think that's gonna make you more successful than the hundreds and 1000s of people that are heads down, heads down, they burn themselves out, there's no joy in their work. I think you can do a great job. I think you need to be aware and learn as much as you can. I don't think you need to be a rocket scientist to do this work. But I think being aware of the things you love to do, and maybe if you started as a PM, and you're not liking it, maybe that's telling you something you need to do otherwise. Does that answer your question? Bryan Montpetit 24:38 I think it definitely does. I think that was a fantastic answer. So thank you for that. And you know what they say if you love what you do, you never work a day in your life. So I mean, I think that was perfectly in relation to that. What are the other questions we have? Oh, and just incidentally, we will be picking the best question to receive a book. So there is a giveaway. I just wanted to kind Put that in. So keep asking your questions, please. And again, if you have a live question or you want to ask a question live, please let us know just ping it. And we'll get you to be able to turn on your camera. So the next question, what success metrics? Would you recommend? How can you make sure success was achieved through quality localization strategy? Not through quality SEO brand ads or content strategy? Wow, that's a fantastic one. Marina Gracen-Farrell 25:25 Now, that's pretty good, because that person's actually kind of explaining or just kind of like explaining with the question. Because there's different ways of measuring metrics. So yeah, SEO is one way and so forth. There's traditional metrics. I think, in context of what I'm talking about, I'm dealing with people that know nothing about localization. They, I'm serious, and I'm talking about brilliant people who are excellent at what they do and amazing. But the problem is, they've never been around languages, and they don't they assume a lot of things work the way it does in English. Okay, that assumption gets them in trouble. So metrics make it as simple as possible. So the traditional way, I like TM savings, because you can run it on any TMS. And you can generate these reports and you have direct result. Anything else is something that you see, okay, we're going to tweak liscio. And next year, we have this amount. And I know there's dashboards that get that kind of direct kind of thing. But I look to see immediate success, ways graphing, and that's why I like LM, LM LM localization maturity model, even though it's a concept you show you versus the others. Does that explain? Bryan Montpetit 26:52 I think it does. It definitely shows the what you've just explained, provides the perspective between you and the competitors or other companies. So I think that definitely is clear. And I think that, that definitely addresses the question, Amelia, if there's something else that you wanted to know, if it wasn't clear, just just let us know. And we'll try and clarify. Moving on to the next one. Marina, you're locked lunch is probably the most influential in the world. So fantastic. What's next for the community that you have built? Marina Gracen-Farrell 27:24 Oh, my gosh. What are we seeing? Bryan Montpetit 27:27 I think you ever said? Yes. Marina Gracen-Farrell 27:29 Well, it's evolving. And what we tried to do, and I don't know if Phil, my wonderful co ambassador is in this and then Brancheau to otherwise? Well, the thing is, it's ever evolving. And we're trying to, you know, find out what does everybody want? And what can we do, and we just keep getting new people. And I guarantee when we go back to the world, you know, brave new world without COVID. And we're going to be in restaurants, I promise you, we will have a laptop there. And keeping plugged in with the zoom, because all of our precious global people that members that keep coming into these with us, they have been just amazing. And I can't even tell you how many countries, dozens and dozens and dozens of countries and the most wonderful people and I think they like the idea of being connected to California. So and they have a good time. So what's next lots? All right, Bryan Montpetit 28:33 can you still keep it up on your hat? But I understand it's ever evolving? So that's, that's been Marina Gracen-Farrell 28:38 we don't know yet is the answer actually happen as it happens. And then with the interviews with local localization explained, we've got some great people lined up that are gonna be coming in, and we're gonna be talking to them. And then also, we're gonna do some interesting, really short videos of, you know, what does it mean to do this? And what does it mean to do that? How does a website get localized? Well, you have to put the strings in, you have to do all that. We can do it super simple and show people. Awesome. Thank you. Bryan Montpetit 29:13 So we have hi from MIS, while creating a localization strategy. How do you make sure that the rest of the languages that you don't speak are being high quality? Marina Gracen-Farrell 29:24 Oh, well, you know, that's an interesting thing. I kind of have a battle with colleagues sometimes because they will this kind of ties into that, that question, we'll have somebody said, Well, you know, my brother speaks Spanish, and he didn't think that language translations were good. The problem is, and you'll see translated, I love them dearly. I could not do work without them. But you'll see kind of a pride about well, I have the best. This and I have the best set when we have our translators who work with us. have, we have an understanding with them? People on the outside who are not translators do not understand that we have certain words that we use terminology. And the source has to be really good if your source text is has idioms, or has some things difficult to translate, who knows how that's gonna turn out. So to get translation quality, you have to start with something good. And then you have to have good practice practices. And then you have to provide guidelines, do I want a certain kind of style for this? Maybe I have a conversational style versus medical terminology versus legal. So there's a lot of factors that go in to get in quality, translation. Bryan Montpetit 30:47 Okay, I think that if I interpret your answer, just to put it into layman's terms, providing guidelines to the translators, effectively is what's going to enable you to get back what you want. Marina Gracen-Farrell 31:00 I think yeah, having guidelines and then also make sure your source content, spend some time with, I think you can spend some time with the translation team to determine if that source content is, you know, plain English enough, or whatever you got to start with good to get the best result. Bryan Montpetit 31:22 Yeah, it definitely is not easy to translate the bee's knees. So it's, it's definitely, yeah. All right. So moving on, we have another another question. Any advice on how to successfully translate relevant localization concepts and jargon for your company, internal stakeholders? Marina Gracen-Farrell 31:41 And I'm not sure if I understand the question. So you're saying, What's the best way for? You're saying how do you explain localization terms? Bryan Montpetit 31:51 Is that the terms and concepts to those who are probably not familiar with, with these concepts? Marina Gracen-Farrell 31:57 Absolutely. And that's a mountain. That's a big, actually, that's a wonderful undertaking. And I do that all the time. So the articles I've written like, dozens of articles where I just take one concept at a time, and I kind of dig in and dig in and dig it. So the classic one, and I'm going to be publishing this probably on LinkedIn at some point, what's the difference between G Lebanon, l 10? N, IH in there, I think there was an explanation in this conference, every conference does it every LSP does it everybody talks about, and what I see are a lot of words, this that everything else, I like to show examples. So a colorful graphic that shows this is where it started. This is where it ended. Wow, it really got messed up. And that really helps. So I think explaining these terms, you can say there's 13 characters between nine you can do that, but then show exactly what goes wrong. And I think that is universal. It really helps, especially with non localization people. Bryan Montpetit 33:07 Perfect. I'm sure a lot of people will benefit if you get that on on LinkedIn. So so fun. Oh, look forward to that. We have another one that's come in. Can you share for which companies you worked at on the vendor side? Marina Gracen-Farrell 33:23 Oh, golly. Well, back in, let's see. Well, so I was at cork. That was vendor side. That No, no, how many people know that company? Oh, which was sort of like InDesign, the early precursor of InDesign. So let's see. Porque and I did a layout for Celestial Seasonings in Boulder in the 90s. That was my very, very first I can French Canadian and Spanish, have a herbal tea label. And then I designed a German tea label cogitate. And then, Cali. So then for vendors, Isley Lionbridge. Sykes, came STL Delta translations are one of my favorites. I can't think of their name anymore. It's been so many years, it's so many of these companies went out of business and became acquired. So anyway, so that's a smattering of oh, those companies. Bryan Montpetit 34:36 Thank you very much for that. What's the what's the best way in your opinion to integrate Junior translators? Marina Gracen-Farrell 34:43 Okay, you know, I think there's a place for everybody and I think Junior translators and I don't like that word, Junior, you know, beginning people starting from someplace I know people who are, you know, middle aged people who were Teaching teaching languages, I want to become a translator, that kind of thing. I think the best thing is to do networking to learn everything you can. I know there's some amazing translators out there who do a lot of branding and marketing these days to get jobs, probably, you have to really put yourself out there, get yourself known, get an in for interviews, and really talk about things. It's hard to do that when you're brand new, though. And I understand that. So surround yourself with supportive peers, and then find a niche, find something that you do that's different than everybody else, and then learn as much as you can join a ta go to those conferences. I think just kind of immerse yourself. I hope that answers the question. Bryan Montpetit 35:51 I think I think that's it, even if it doesn't, it's great advice. So I think that's, that's fantastic. Thank you for that. We actually have another question from Amelia, who asked the question earlier. And this is this is a one I very much like, Are there any international brands whose overall localize strategy or localization results or strategy you admire? And get inspired by? Marina Gracen-Farrell 36:13 Oh, my gosh, are you kidding? There's so many of them? Well, and I guess in thinking in terms of, you know, the biggies and and they seem to do their work so effortlessly. And the truth is, they've been doing a long time, and they invest a lot of money. So of course, they're successful. And they take localization very, very seriously. So of course, my favorites, of course, Apple, you know, I can get my phone and I can work with so many languages, and, and they seem to really get it. And then the really fun types of companies. The problem is, there's so many of them. And that's not a problem. That's an exciting proposal that there's so much and it's kind of a good thing to say to that any company that's not investing in localization, look and see what everybody else is doing. Great, well, I want to say real quick look at the international side of American American businesses, and forced your browser to go to those places, go to amazon.amazon.ca. And look at what they're doing. And go to all those outside companies and find the beautiful products that exist outside of the US. It's a really eye opening thing to do. Bryan Montpetit 37:35 Great, great advice. We have two more questions. And we're I think we're just about Okay, on time. So we'll try and get through the quickly. What are the top three, four skills in your opinion needed today versus when you started to build a localization program? Thinking about new tools, work processes, soft skills, etc? Marina Gracen-Farrell 37:53 Oh, my gosh, that is such a good question. You know, nobody ever asked that before. I think, Gosh, how do you how do you pare it down, I think empathy for yourself, and for your peers. I think if you ever get into a space where you're feeling like I gotta be competitive, because I've got to do more, be collaborative, develop those soft skills of listening. In fact, these days, when you want to succeed, you're going to succeed best by supporting everybody, and having something where everybody can work together. So soft skills of listening, you know, you we know you're passionate. Otherwise, you wouldn't be on this call right now. And taking that all of that drive and putting it into the most productive way supporting each other, keeping your eyes open, and lift the world with this incredible global information. Besides, learn everything you can, because it's going to come in handy. Bryan Montpetit 38:54 Perfect, thank you for that. And one more popped in. So we're really going to try and get through these. Do you have any principles you can share regarding your communication style when connecting with LSPs? Marina Gracen-Farrell 39:06 Oh, okay. Well, principals, I don't know. I think LSP is it kind of depends on who it is. I think if you make sure that they you're on the same playing field that they think of you as colleagues, partners, and we all kind of work together. And I think the skills of asking them to listen to what you need. And if you don't get that go back to them and say you need to listen to what I need. I think sometimes you have to be very direct and get everything you know, if you see something wrong in DTP delivery, tell them right away and work with them to get things if if you're saving your team savings aren't quite right. Go back to them. So it's an open ended exchange. Bryan Montpetit 40:00 Perfect. We are at time. So unfortunately, I think there was a couple of questions left that we didn't get to, but I would love for you to be able to browse them and select your favorite question. Because we are giving away that book. Marina Gracen-Farrell 40:13 Oh, it's a wonderful book. I am so excited for whoever gets that book. Okay. Do I tell you? How do I know you Bryan Montpetit 40:24 can answer it right now if you like That's, Marina Gracen-Farrell 40:28 oh, this is so okay. You gave me the hardest task of all. Okay, how much time? Do I have to figure this out? A Bryan Montpetit 40:37 couple seconds. So I can I'll tell a joke while you while you kind of browse through. So. So why do hummingbirds hum? Because they do not know the words. That's all I had that that was my material. So if you have an answer for us, that'd be fantastic. Marina Gracen-Farrell 41:01 Okay, so I really like let's see. And some of these are statements and not so much questions. I don't know if people understood, like Remy oxen funds, how to know which areas of localization you should specialize in the various stages of the localization career, because that's something I didn't get a chance to really explain. What are the areas? So in the beginning, you have to initialize and find out what you don't know. And then as you go in the years change, the company changes, and so all of that changes. So that's my answer. Do you see that gentleman? Bryan Montpetit 41:42 I do not. But if you can say his name one more time, that would be fantastic. Marina Gracen-Farrell 41:47 Okay, put it in the chat checked. Bryan Montpetit 41:50 Great. Thank you very much. And Marina. Wow, thank you for being here with us. Obviously, you had a lot of interest. There was a lot of questions, a lot of interaction. So thank you so much for your presentation. It was great. Marina Gracen-Farrell 42:04 Thank you so much. It's been a true honor and great to talk to you all. Take care, peace out. Bryan Montpetit 42:11 Thank you. Thank you