Ashley Rose

Correct.

So we have five account executives that carry quotas and then we have a BDR team.

So really heavily kind of outbound driven right now.

And so kind of building up that, that business development function.

Well, so the BDRs have a quota for meetings.

But let's say we've got five account executives, we've got six BDRs.

And then our CSM team also carries a quota from a growth and install-based upsell perspective.

And we've got four CSMs that carry quotas right now.

So we are actually really big around like two main goals for our CSMs, one being empowerment and one being growth.

And so what we kind of drive home is from a partnership perspective, you know, if we're giving them the tools that they need to be successful and we have like the best solution on the industry, like why wouldn't they wanna do more with us?

And so we go in first as a trusted partner

And then we set expectations around how do we want to grow and mature your program.

And then they are partnering with us to help grow our business so we can continue to innovate and provide more solutions.

So today it's been working really well.

And I think it's leading with empathy and value and then being able to drive growth on the back end.

So last year's numbers were about 150% net revenue retention.

Yeah.

So from a software perspective, we lost one customer on our software last year.

So our churn was extremely low.

And then we did a really great job last year growing our install base with our CSM.