Antti Navala

So it's spread across our regions.

We consider North America, Western Europe, and Nordics our

primary sales regions, and then rest of the world through partners only.

Yeah, right now I feel we have, let's say, enough capacity in our sales teams that we don't want to just go and hire new sales reps.

I think for our company, the challenge is to keep improving the efficiency or productivity of the sales team.

I think over time, our sales reps can close more ARR per sales rep.

So let's say we are very focused in figuring out how to best do that.

should we invest more in marketing how to be smarter in how we sell and should we just increase our brand awareness in the us market to to help sales but it's it's not so much about scaling the team size currently it's about getting to larger deals and making sure that the time uh the team spends with the prospects is like well well spent

Yeah, well, a little bit bigger than that.

We're just above 90 million in ARR.

So kind of like our next focus, obviously, crossing that nice 100 million mark.

Not quite there yet, but getting close.

We're just at the plan, which I think is good given everything that's happened this year.

We could always want to exceed the plan, but being at the plan this year, I think it's impressive.

Yeah, yeah.

We've never been kind of a super growth company, that I have to admit.

So it's been more of this 25%, 30% growth in the past years.

But sustaining that and doing it in an efficient manner, not really burning cash, I think that's kind of the profile of who we are.

Well, we were close to zero at that point.

There's quite a lot of history there that maybe we don't have time to discuss today.