Adam Sandman

A lot of it's also compliance, security, cyber, GDPR and privacy.

A lot of things just seem to be taking longer.

And it's hard to move those wheels of bureaucracy.

Also, we're dealing with these large regulated industries where it's much harder to exert pressure on them because they have a cadence for buying software and validating it and doing all the compliance stuff that you can't really accelerate.

So what does that mean for today?

Still serving about 5,000 customers or slightly more?

More than that.

I think it's about 10% more than that because obviously we've added a lot of existing deals and cross-selling into our other customers.

So what we've done, we've done two factors.

One is we have some older clients that were on older platforms.

pricing that we've been ratcheting up and that by natural attrition will do that the second thing is we found that we wanted clients that would have a longer ltv with us customers that are going to be with us for five to ten years because of the onboarding time takes time the training it's a wealthy complex suite and that we find that customers after the first year will stay with us for five to six years but if the first one or two years are rocky they'll leave

So we want to find customers that really align with the product and not just the product they might buy, but the product suites they can upgrade.

And what we found is if we look at the sectors and the types of customer,

It's customers that have a degree of compliance needs, but yet also need to be agile.

So we looked at the world in two lenses, which is the agile, DevOps, fast-paced technology companies.

We look at these industries that are very traditional with lots of compliance needs.

And we find the cases where the clients are trying to make a move for a digitized future, but they have these regulations.

These are our most qualified clients.

So think of a life science company that's got a relatively new medical device that

They wanted to deliver in a very agile way and take the market by storm, but they've got to get FDA approval in three years, five years, whatever it is.