Colin Earle

You need to build the balance sheet.

But if you want to be comfortable doing it, you also need to pull in enough secondary so that your retirement is taken care of.

And that is how I think about it or thought about it and how I recommend others think about it as well.

That is certainly our goal, yes.

Right.

But one of the things that happens is when you get to a certain point, you become well-known in the market.

And we achieved that with both the number of customers and the Gartner Magic Quadrant.

And then it begins to build on itself pretty rapidly.

Getting to that point is a lot tougher than exploiting it once you get there.

Yeah.

Less than, I was going to say less than half that time, but yeah, right about that.

Yeah.

I'd say, you know, there was the other factor of course, was that we transitioned from being a,

consulting organization to a product organization.

And as a product organization, you can grow so much faster.

Agiloft was focused on the platforms.

Because it's a no-code platform.

It allows you to build any enterprise application.

And one of the first applications we focused on was Service Desk support, which is a large market but heavily saturated.

And it's much, much harder to grow in that market than a relatively greenfield market like CLM.