Allan Thygesen

Unless you were buying the absolute most simple bundle we offered, you were basically told to talk to a seller.

And so we had sellers that had hundreds of accounts, sellers that had a smaller number of larger accounts, but basically everybody was assigned to a salesperson.

85% of the company's revenue was managed by the direct sales team.

And when I came in, my first observation was, wait a minute, we're a digital contracting product.

You should be able to digitally transact with us in a more robust way.

And so we worked on that and we made a lot of progress on that.

So now you can order all the products and upgrade as you see fit.

But the second part is,

As our product roadmap changed from this point solution that everybody understood well and that many people were able to implement by themselves without any external help to this broader agreement management solution, what we needed both on the sales front and on the post-sales side changed, right?

Because we're now selling a

a solution a platform that others can even add on top of and that's just a very different kettle of fish and so we've been uh doing a lot of enablement which is a fancy word for for training your sales team as well as upgrading in select places to get people who are more familiar with that motion we're leaning much more heavily on partners now so historically there wasn't a need for a partner to be involved in selling signing but with this new platform we need the

you know deloitte's of the world and their counterparts regionally and in specific industries to uh to do more work with us and they're very interested but we have to learn to dance with them and do a do a better job of that right and so those are some of the changes on the sales side then the support side of course again sign was a simple singular product and it was um you know a fairly transactional support model like people would call or email it's a problem and we could usually solve it over the phone or

that way.

Now it's a much richer set of processes.

You got to consult with people on how to use the AI, how to get their data in the right place, and how they might want to change their workflows.

Those are all more robust things.

Some of those are things that a classic enterprise software brand that would have done before, and some of it is specific to AI.

This notion of building models with customers that didn't really happen before, that's new.

Let me say a couple of things.

First of all, I think you will absolutely see automation of some lower level legal work activity today.