Aaron Newman

So it's really designed to image or mirror what a cloud deployment looks like.

You start small and you grow.

And previous companies, we had enterprise sales cycles where it would take a year and you'd finally land a million-dollar deal to sell them software.

That doesn't exist anymore.

It does.

It's just much harder.

Now it's sign up tomorrow, put it on your credit card for a couple hundred bucks a month, and then grow with it.

And by the time a year into it, our sales cycle is really that first year where they're using the product.

At the end of it, they got a big deployment.

And now they have to decide whether this has been valuable or not.

How do you track that, though, Aaron?

How do you track how big their cloud spend is?

Well, I mean, part of what we're doing is cloud is cost optimization and allocation.

So we have visibility into their spend.

So we can tell them.

And it's interesting because people wonder, is it counterproductive for us?

We're trying to keep your bill down.

We're trying to help you run it efficiently.

But we never see a customer's actual spend go down.

What happens is they run things so much more efficiently in the cloud that they move more workloads in.