Derek O'Carroll

And we're looking for three to four points improvement margin in the next 18 months.

And that's one of the levers that we'll be pulling and more robust discounting control and all of the tightening that you would expect once you get product market fit.

Yeah, so that's globalized.

It goes up and down a little bit with regards to, you know, that's in dollars.

Yeah, so it's slightly different cost base in the UK.

But yeah, so that's each AE has a business development rep.

Each AE has an allocation for marketing in terms of the number of leads that are going to come to them.

And they'll get them from inbound, which are our number one channel.

They get an allocation from the partner teams.

because obviously that's a very, very healthy contributor of leads.

And then each AE has to go out there and develop their own leads through their own territory.

We have a territory model in place, which we're expanding.

And then you've got other costs that are associated with each AE.

So it's really an allocation model from other departments in.

And it just gives us...

We do that because all territories are not equal.

So I might have sort of West Coast in the US, California, that the drag along costs there for the AE sort of support with the opportunity that's in market support a much higher quota, although we leave it at 900, but we expect a lot more.

Whereas if I go to other places in the US or other places in the UK, they're not as rich.

So we're looking for a different type of unit economic profile from those regions.

So we might put in less experienced AEs into the newer, more emerging territories.