Alfonso De La Nuez

We need to do both, by the way.

Yes, but it's what it takes to scale.

We want to go public next year, by the way.

So that's our target, right?

And if you want to go public, you need to show that you're able to grow in both expansion dollars as well as new bookings or new logos.

So what we have as a strategy right now, go-to-market strategy, that up until now, we've been focusing quite a bit on really expanding our current accounts.

I mean, we're seeing some

Our NRR, for instance, I think last time we spoke was 120.

We're looking at 125 right now.

So we're doing even better in that sense.

But we also want to see more companies come in kind of in the starting point or the low end, 12,000 or below per year to come in and start working, maybe doing some basic testing and then upgrade them in the future as kind of a land and expand strategy.

So we want to see we want to see both of those growing, you know, like right away today.

Well, so it's a different go-to-market strategy, right?

And so what we did is we have the pricing models, and then we have the different products.

In our case, we actually have even different products.

So if you go to our site, you'll see there's a users in Go.

which is the former Validately that we acquired two years ago.

This was a very simplified, kind of like a light version of our enterprise solution.

And it's cheaper, it's more affordable, it's easier to use, and it's less feature-rich.

All those things are there.