Alex Schutman

It's got the collaboration that's occurring.

It's got the task itself that you're trying to work on.

And then it does have the output of work, which is increasingly digital content.

And so most companies come at the problem from their native position.

If I'm a collaboration vendor, I have collaboration and I try to staple collaboration.

task and content to it as an example.

Workfront built the DNA of work into the product.

So you come in through the content, you see the task and the collaboration.

You come in through the task, you see the collaboration and the content.

And it's that integration of those three things that

that you would consider the DNA of work that allows us to be successful.

The average customer pays us about $40,000 to $45,000 a year.

But what we really see is a customer starts with a department, and then they actually start expanding that work to many departments.

So most of our larger companies are in

you know, 10, 12, 13 different departments with some pretty unique use cases that were not the way that we started.

What we know is that if we've actually gone through and used an analytical tool and we look through about 22 different attributes of customers that we had sold to, that might even be like their Alexa score or the number of job openings that they have in marketing or so all these different attributes.

And so what we know is if we sell to a customer that scores well in those set of attributes for us,

anywhere between $30,000, $40,000.

You know, within a couple of years, they're a customer that's over $100,000 for us.

We actually used a technology and we fed all the customers we had ever sold into, we fed it into that technology and then coming out of that