Derek O'Carroll

So we give them two bucket plans and then we allow them with management to navigate the nuances that occur on a per account basis.

But they don't.

They don't have a hard number to get to.

We haven't done that because I tried that in the past and it resulted in some behaviors that were not opportune.

Yeah, the CS rep focusing too much on selling, basically.

Correct.

And then they make decisions over the short term and it's not a good outcome for lifetime value.

We have currently now eight account reps of which...

four are new.

And our RAM time for each new rep is six months, you know, by design, because that's how complex the product is.

Yeah, but we've got eight at the moment, I would say six are fully ramped, because we just just hired to literally in the last two, two months.

Six are deployed in the US based in Austin, Texas, and two are in the UK.

Average ACV, so annual contract value per month that we expect from each individual head is 75k minimum.

So that's their sort of floor.

So that's about 900,000 a new AR added per year if they're effective at fully ramped.

About that, but when you look at the fully loaded cost of each AE, we're running at about 580.

When you take in count your BDO or your cost of pipeline and you look at all of the people that you need to feed a new AE because we run a territory model, we're stretching for 1.2, although we want everyone to hit the plan and go back to their spouse and celebrate success.

So we've got it at 900.

But 1.2 is where we want to get to.

Because our margin is an area of improvement as a business now that we're going through this phase.