Andy McMillian

They're just get in there and make sure that every dollar a customer spends with us, they're getting incredible value from.

Then I have my sales team and their job is to manage the contracts and growth and expansion and everything like that.

So I pay the sales team for net new logos.

I pay them for growth.

I pay them for upsell.

I pay them for cross-sell.

And I have my customer success team solely focused on gross dollar retention and

as a metric, but mostly focused on just CSAT, customer success, adoption.

I view gross dollar retention as really an outcome metric from doing those things right.

We're definitely leaning into growth, mostly because what we're seeing is our customers saying to us in this time, we need this help, right?

We need to use your product to talk to customers.

We need to understand their preferences and how they want to be communicated with.

And so us building out our field capacity and kind of leaning into that, I think only makes sense for us in the market.

And it's probably the healthiest thing to do for the company.

So we're going to continue to grow.

We are seeing a lot of interest in international expansion as well.

We opened our first office overseas.

last April, so what now, 11 months ago.

Hired our first employee.

We're already at 42 people in Edinburgh, Scotland.