Alfonso De La Nuez

Keep in mind that most of our business is high end, high value, high touch.

So what we discovered is that the CSM is more like an account manager.

and work and should work together with the account executive that sells the deal and should be kind of like in the same team.

I felt like what we needed there is a consultant.

We call them research partners to come in and help them in the more about domain expertise and advisory work.

So we call this two in a box, the sales guys and the experts.

And that's how we set up the accounts now.

We used to have a separate and it didn't work.

Now we have it.

Everybody's reporting to the CRO.

There's account managers that have a quota and they have a book of business and they're responsible for that.

They work together with the account executive

And, you know, obviously their account managers are quota caring and the account executive is responsible for the expansion dollars.

But they work under the same leader and same culture, same everything.

They're not separate teams.

I can hear you now.

One of the things that we did in these last few months since we spoke to you is actually generate more profit and more EBITDA than we needed or we wanted.

The reason why is because it's hard to hire, you know, and it's hard to hire at the speed that we want.

So we actually have more cash than we need, or not that we need, but that we expected, you know, and we foresee not needing any additional rounds.

Yeah, I know we talked about it a little bit.