David Dunne

So, for example, for some of our large customers, we

We work with them very closely to create things that are unique to them, to help them be more sticky with their customers.

Again, going back to what's their customer lifetime value, if it's good for them, it'll be good for us.

How we're evolving now is we're innovating at a much faster pace in our own product and bringing that to our customers every quarter so that they're literally tapping into a stream of innovation and the, for example, upcoming release of artificial intelligence

which we release next month and we have a series of then rolling releases that are occurring those innovations are geared all geared based on customer insight what do the customers want from these types of products versus to your point everybody's using the word AI but what does that actually mean and so again when we think about the customer lifetime value it's really you know

Aligning those two things and then bringing product that allows us to scale globally with those customers so that we don't rely just on humans to scale, but that we can rely on product to scale.

So let me give you two examples.

This year, we've greatly expanded our automated self-serve platform.

So now our customers can go in and load in over 100 different data sources.

And so today, though, as we talk to our customers about how we can service them differently, we're bringing product to the marketplace that they can scale at their pace into their customer base.

They don't rely on us to do that scaling, whereas maybe in prior years, we would have had to help them to do that scaling.

But in order to get to the point where we knew what it was that we needed to bring to market, we had to work with those customers to see what their barriers were and help them overcome that.

So self-service means two different things, right?

It connotates, hey, I'm going to point, click, drag, drop, and off I go, I'll do it myself.

But it's more than that.

It's also about being able to self-serve your training so you can onboard new staff, administer those staff.

Somebody leaves the company, you can deactivate them.

You don't need to call us to do that.

So all those kind of process things that are very important to customers that we help them to think through and anticipate.

And then I think the second thing that we're bringing to them is also in response to their requests, which is our artificial intelligence release will actually begin to speed up the process of arriving at insights.