Aaron Fulkerson

They've been with us for four or five years so far.

And we power both their success center, but it also powers the experience inside the CRM on their web in their products.

So, I mean, Zora's going to be with us for life.

We deliver so much value around lowering the effort for the customer, which improves their ability to upsell, renew, but also to build analytics and informs other aspects of their business.

Oh, we're tiny, man.

We're 100 people here.

What I like to track is for every dollar we spend in sales and marketing should generate a new dollar in annual recurring revenue.

Okay, that's fair.

Which we have historically done until we took our investment.

We started burning some cash.

We just returned to cash flow positivity right now.

So we keep it right at break even, right?

But what I track is, hey, if we're spending a dollar, we get back a dollar and that dollar should yield an upsell potential of 15 to 20% annually.

Oh, my favorite is, oh man, gosh, I'm supposed to, this is supposed to be like a speed round.

Normally these are like speed rounds.

I will not.

Okay.

My favorite business book, Challenger Sale.

Okay.

No, excuse me.