Art Papas

Yeah, that's exactly where we are.

Yeah.

You know, it's interesting.

Like we were all new logo sales for the first decade, maybe even 15 years.

And, you know, you get to a point where you realize like,

My customers buy other software products.

And so it takes a while for the organization to shift to say, OK, I'm going to go spend time with my existing customers and try and upsell them.

But once you do, you discover that there's this whole new gear for growth.

So part of the acquisition strategy is like the PeopleNet acquisition gave us two new product lines.

There were some acquisitions we did a couple of years ago.

that gave us two product lines.

And so those are really starting to take off in the customer base now.

There's a lot of work you have to do.

Like we had to do a lot of R and D to take a product that was standalone successful with a hundred customers and make it scale to, you know, how's it going to flow into 10,000 customers and how's it going to work.

We're in the low 90s gross and around 100% net.

Yeah.

And I would say the expansion number is the one that we think

in the next couple of years could go to, you know, we could be at 110, 115.

Yeah.

So, I mean, my quick answer to that is, like I said about the R&D, when we first bought our first add-on acquisitions, we did not sync the kind of R&D that we needed to into it.