Dharmesh Singh

We ejected all those services customers.

We moved to pure product and product when we started at the end of that transition was close to about a half a million dollars still, because it converted those services customers onto the platform.

We've got to grow faster.

Minimum is 100% over the past several years.

Yes, sure.

That's correct.

We intend to be the platform between CRM systems and financial planning systems.

Yeah.

Yeah, I know.

We've got customers across SaaS and outside SaaS as well.

So our niche is essentially anybody where they have a large enterprise sales teams that have the notion of territories and segments and multiple roles that are involved in selling motion.

So we intend to streamline all of that.

Yeah, so the basic problem is that planning is extremely manual.

That's done in Excel spreadsheets by sales strategy folks, and that never gets visibility on the ops side of the house.

So ops is executed in CRM systems.

through custom code or through IT support.

And so our new view is that as companies scale and change cycles get shorter, the loop between planning and execution needs to get streamlined and it needs to be always on, right?

So we need to take planning out of Excel into a SaaS-based

platform that's always connected to the CRM systems and it reflects and stays in sync with all the changes that are happening on top of CRM.

People are leaving the company, people get promoted all the time.