Brandon Bruce

And then Ryan has a great background as a Salesforce consultant.

So he had built a lot of the top apps on the Salesforce AppExchange already.

And we saw this opportunity to serve an unserved market, which were those that were using Salesforce, but more and more companies were moving toward Google Apps.

And thankfully, we've seen that trend continue over the last four years.

I mean, the algorithm, I think...

has changed slightly over time but one of the things that helps us the most is that we are an end user based application so you don't install serious insight just once for your org instead if you've got a thousand sales people they will all use serious insight and we benefit from that because those thousand people can come in and write nice reviews about the app tell the world how they use it why it was valuable in their daily workflow and that's been really really good for us so we've got you know over 1100 reviews

on the AppExchange, which puts us behind some pretty famous apps like DocuSign and EchoSign.

Yeah, I think the reviews and also the volume of installs.

So there's so many people using Google for work, Google Apps now.

And then also our new app for Outlook, which we launched six months ago or so, is also marching up the AppExchange.

So we benefit from the volume of users as well as the volume of reviews.

Yeah, pretty much all of the above.

I mean, we certainly track number of available users in a company's Salesforce org, the number of users on trial with us when we're talking with the decision maker.

at an organization which is frequently a sales ops manager, sales enablement, sales effectiveness, Salesforce admin, VP of sales.

We're looking for customer facing roles.

So we serve not only sales people, but also folks that work in customer support and customer success.

Anyone that's in the inbox and the calendar a lot working with customers,

benefits from our app.

It's a big time saver.

And it helps organizations actually adopt Salesforce, which is one of the big challenges of any CRM platform, is that it's hard to get people to go in and update manually a database.