Bernadette Nixon

So when I came in, I pegged the quotas, and I've only raised them ever so slightly since I came in.

And that's because I want my salespeople to be focused on doing the right thing for the customer.

and having a fair quota as well along the way.

So it's that balance.

I don't want them so aggressive that we get a customer experience that may be like some of the legacy providers.

And so I try to keep them pretty constant and make them fair.

I want my salespeople making good money and as a result of driving value for customers ultimately.

They're not direct reports.

I've got a management structure in place.

Per role.

There's different classifications of salespeople.

So per role.

The model that we have is users and core based.

But the way that we look at driving ultimately the revenue is by having really good launches of new products each year.

And one of the new things that we're going to be focused on is really making some great improvements to the overall developer evaluation experience.

Because a lot of our customers download the platform, play with it and say, you know what, I really want to bring these guys in because this is really interesting.

So we're going to be focusing on driving that developer experience and really improving it makes me great for them.

Yeah, we're best in class.

There's multiple different ways that you can look at this, net growth, all the rest of it.

But we're definitely best in class when it comes to it and we're expanding the business, which is great.