Alex Raymond

That accounts for something like a billion dollars or more in terms of total revenue that's being tracked inside the application today.

Yeah, it's a number that we track.

So how valuable are our customers' customers?

So right now it's well over a billion dollars.

Exactly.

So that's one of the things that we track as well.

Well, you know, we've got their contracts.

We've got their opportunities.

We can see where stuff is happening or not happening.

But, you know, there's so many tools out there that do the lagging indicators, right?

The KPIs and the metrics and so on.

And what we focused on instead is what are the leading indicators?

So if I am an account manager or in the lingo of today, if I'm all about account based marketing or account based everything.

What are the actions and behaviors that I need to exhibit in order to get the best results?

It's typically some combination of a CRM plus in some cases reports or data from their financial systems.

It could be anything from Oracle to SAP to QuickBooks to Homegrown.

Yeah.

So it really varies.

You know, when you get to these large enterprises, it tends to be a lot of legacy applications.

So people are trying to standardize maybe in a CRM or in some type of, you know, web financial tool.