Adam Sandman

I get to know your problems, hand you off to product person two, hand you off to customer success.

So we've gone to an account management model by industry and by regions.

So if you're in North America and in aerospace, you'll get one person.

If you're in North America and healthcare, you get someone else.

If in Europe, you get someone else.

That's right.

Now, obviously, we do have pre-sales engineers who can augment their knowledge.

But yes, they have to know all the products and they have to know at least two or three industries.

We're not big enough to have one person per industry as we get bigger.

you would expect to be of an industry knowledge as well.

So our salespeople have to be technically smart, know sales, and also understand the industries they serve, which is quite a big ask.

uh, we've most of the latter, uh, and then we find the industries that they will fit best with.

Um, and, and that seems to work best.

Okay.

So just be clear.

You find great sales reps.

Yes.

Correct.

More about the industry.

Yeah.