Dharmesh Singh

They saw the... What they saw was the MVP, the prototype.

And so they had a...

clear understanding of the product itself.

We had already prototyped the MVP.

We had taken some of our services customers and started moving them to the platform already.

So it was like, okay, how big is the market?

There's a huge market.

We're going after this.

We think it's at least, if not anything, it's at least a $10 billion market.

Our view is we're building a new, net new platform.

There is no platform for ops.

And we see this huge rise of RevOps, which is essentially a title, but with underlying point tools, there is no platform, right?

And so we want to be a platform much like Marketo was for marketing automation and, you know, Salesforce is for CRM.

There needs to be a platform for revenue organizations end-to-end.

We are almost cash flow neutral.

That is what I meant when I said that.

For us...

we could either just hire in time as we bring on customers and we have a ratio for that.

Or in some cases, we need to hire ahead.

Like engineering is an investment.