Adam Sandman

Okay, why no quotas?

We found that team collaboration is the key.

We did try it years ago, and what we found is that if it's my deal or your deal, we're not going to work together.

And because the products are complicated and the industries are often interspersed, and we have...

multinational companies.

If you've got a sales team in EMEA who's working with a sales team in North America, sorry, a salesperson in North America, we want them to collaborate.

We don't want them fighting over who's going to get the target.

And that was the main reason.

Very interesting.

Last year, you were bootstrapped.

Are you still bootstrapped today?

We are.

We've had many offers.

And we've talked to companies.

We're not in the market yet.

There's ones that want to do probably less than that now because the evaluations are down a bit.

One is interested in one that wants us to be part of a manufacturing, very, very industry vertical approach.

Other ones want us to go very horizontal across all industries.

What was the highest offer you got though, Adam, that you rejected?

For a partner, it will be a firm that has a service offering, a consulting firm that wants to expand their business, that wants to be able to extend their range of services, and is willing to not just sell a product, but also build an offering at their company around that service.