Adam Sandman

So you'll see it's in an evolving state, but really trying to hone down what is our ideal customer, what is our USP at a much more deep level, not just the technology that sells quality software, but

What is our client trying to do?

Which clients do we find resonate the most?

And then putting our resources into those clients rather than chasing everyone under the sun.

So I think when it comes to the new sales, really honing down, obviously we'll be opportunistic if someone comes to us, but not expending resources and not prospecting and not focusing outside of that core as much as we might have done 18 months ago.

It's been about a period of a period about 25%.

So we would hope to be actually higher about, I think, 30, 35%, I may have said.

So it's been a little bit lower than we'd hoped.

But the reason for that, the number one reason has been- Well, just to be clear, Adam, sorry, just to give everyone a number.

That's right.

That's right.

So we were hoping for a little bit higher, but I think what we found is that the sales cycles this year, particularly a little bit less than last year, have extended.

Typically our sales cycle is 60 to 90 days.

A lot of deals are taking 30 to 60 days longer than that.

And mostly it's not in the buyers, it's the procurement, it's the legal and the compliance.

A lot of those stages are taking just incredible amounts of time.

The client says, yes, we want to buy the tool.

The CTO, the CIO, the VP of engineering, whoever the stakeholder is, has said yes.

All the bureaucracy now takes another 60 days longer than it did a year ago.

A lot of it's budget.