Bernadette Nixon

I only started counting at the 45.

That's when you joined, right?

Yeah, it was just before I joined.

I don't know that it was that direct of a correlation, but they knew that they needed to bring in.

I came in as the chief revenue officer.

And so they knew they needed to bring somebody in to grow the company and take it through the next phase of growth.

We look at three different numbers, but to keep it simple, you're looking at, depending upon which ways you actually calculate that, is it the magic number?

Is it, you know, is it Bessemer?

Is it the way that Salesforce does it?

So you're looking at anywhere between sort of 1.6 and two, just over two.

Well, I think the interesting thing to look at with us is we're a platform company.

And the beauty of the platform is it can do many different things for our customers.

And so from that point of view, we get engaged in a wide variety of use cases that we can solve.

So there are multiple different sales plays that we run at any one moment in time.

So I think we try not to get overly obsessed on one of those numbers.

We know where we stand.

and there's a path forward that we map.

I'm not going to get into specifics, but there's an improvement path forward that we map out.

There are going to be periods in your history where you drive the spend up and ultimately over time you drive it back down.

So we're growing the sales force right now.