Ammon Curtis

And their biggest hurdles you can see shift over time.

It goes from then not having enough time to then being able to say, no, I need systems, I need structure, and I need to be able to actually get my teams built up into the place that I need.

And when we shifted our focus down market,

We saw a struggle.

We saw an uptick in the amount of customers, but they weren't sticking around.

They weren't able to invest the time that they needed, and they weren't getting the results that they were looking for.

So recently, we've shifted our target back to million-dollar businesses.

And in my view, the sophistication of customers actually come into play as to what type of onboarding experience is necessary for them.

And then in the case of what I would call universal reality, Sanjeev talked about it a little bit.

We heard it earlier today that there is power in simple,

or more point solutions that solve a very specific and discrete problem.

And then there's value in platform solutions that have a more robust or complex problem set that they're dealing with.

And in our case, when we stepped back and looked at it and said, hey, are we going after the low end of the market, those more simplistic customers, or the more sophisticated customers that have different sets and needs and challenges?

But what about our problem set?

Is our problem set more on the simple side of complexity or on the far side of complexity?

And so for us, when we recognized that, we realized that we needed to be able to support our customers in their onboarding and how they were getting in.

So if we take those two things and kind of put it together, you can see where I would say keep sits.

We sit in this top left quadrant.

So if we look at the high complexity problem to low complexity problem or the sophistication of customers, when we kind of broke down and said, what is it?

that different types of customers need.