Across the revenue base you had visibility on, what percentage of customers had financials on top of HCM?

It is very much an HCM sale. Most people go there, and maybe 20% buy financials. Then they try to push to sell financials in the customer base. An example is oil and gas, where they couldn't really sell financials into because there were product gaps. When you have a company like SAP or Oracle who have been around 80 years, they can do joint venture accounting in aerospace, and they can do every edge case for oil and gas financials, which is very complicated. There are certain industries they can sell very well into for financials, but in other industries their product isn't really ready.

What is the most differentiated module or product on the core human capital software side of things?

Based on my high-level experience being in the field, it was the user experience. Truly having an HR administrator being able to not have to pay someone from Deloitte who has extremely detailed SAP experience and only understands how to do extremely detailed coding and connections. The differentiation with Workday is that you could have an HR administrator build workflows with clicks, not code, all in Workday's core system of record. You save a ton of money by being able to do things yourself and not having to hire specialized consultants.