Alex Schutman

to getting to $100,000 in those customers.

That's what we're really focused on right now.

And the other thing that we're focused on is, you know, I'm a big believer in, everybody talks about the customer journey.

We started doing that with Eloqua in 2008.

At the time, I had stolen it from a book called Moments of Truth by Jan Carlson, where he wrote about turning around SAS Airlines many years ago.

And so a lot of what we're focused on in this customer journey is from the customer end, right?

What have been these incredible, magical moments that they've had

where they've had success with Workfront.

And then how do we kind of replicate that?

Because ultimately you're not going to grow at a customer, especially Land and Expand, you're not going to grow at a customer unless you've got people inside that customer that are looking at the department next to them saying, hey, have you ever seen this software before?

It's super cool.

So that's really what we're focused on is how do we create these really great moments of truth for the customer in their onboarding journey?

No, I mean, what we really focus on is the CAC ratio, right?

Because I, you know, we're still in such a high growth mode.

The CAC ratio, you know, like that, that number I gave you earlier, which is, you know, okay.

If you look at sales and marketing expense to acquire a customer, um,

you know, how many months until we get back that money.

So that's the kind of metric that I'm

more focused on than anything else right now.

Yeah, great, great answer.