Alan Trefler

So being able to be selective about ideas like that, I think is very important and a little hard because they are sexy.

So part of a big change we implemented three or four years ago was we decided to open the aperture on our clients.

We historically only dealt in certain industries to the Fortune, really the Fortune 300 clients.

Now, today, through the use of the cloud, but also through the simplification of our software itself, we've now made it much easier for the software to be used.

And we have areas like government, for instance, where we have massive use cases as they're trying to modernize themselves, because most government systems around the world are actually pretty ugly.

Or whole new markets that we're going into with recent customers like Google, for instance.

Well, I think that the so a couple of things.

One, I think we've

gotten a reputation over the years as being a prudent company.

So if we did have to go and really hit something hard, I'd like to believe that we get some credit.

You have some buffer here for your decades of experience.

Decades of experience and hopefully a good rational persona.

The thing that we are investing in is growth.

We think that our sales force needs to be meaningfully larger.

We think we need to do a better job at how we market.

We're not a company that historically

was very visible.

And we have been, and I expect we'll continue to invest in that, even though the payback on those things typically takes a little while to come.

Well, in our business, given we're selling mission critical capabilities in a lot of cases, it can take double that.

Well, there's lots of capabilities around things like natural language processing that, for example, we've both bought and built in conjunction.