Edward Kandel

But anyway, I think what we've said is if someone does...

what we would term as delivery and customer success, yes, very much want them.

If someone is just doing that success after the go-live, and again, of course, there is not a really clear line sometimes when that happens, we just don't focus on that so much.

And I think...

I think something we believe quite strongly is, you know, really good communities are actually defined often and who they're not for, because then if it's very clear, then you're able to be much higher value for all the people who are there.

So for us, you know, we are aware for some people, hey, that feels exclusive, but actually we think it just enables us to be more impactful towards our goal of going, hey, what are the most important things in these two areas?

And we're always up for collaborating, but that's kind of how we think about it.

All right.

I was going to say, that's why we kind of like the term solutioner, because it has these undertones of, you know, I am building with you this proposition of like how, you know, first in the pre-sale side, it's like, how am I building the thing that solves your problems?

And then in delivery, how are we deploying it?

And so that's why we kind of like that.

It's a cold old term because it captures those key themes that are like so important in pre-sales and delivery, which maybe aren't there so much in success or account exec world.

Yeah, so...

if I think about them from a tooling outcome and then kind of community heard knowledge on the community side, you know, a lot of things of like how I do good human processes in my team, very unclear.

You know, how do I set compensation?

What are the ways of working we should be building with our team?

How do we surface learnings?

A lot of those, there isn't good resources online, especially when every team is a bit different.

So with the community,

that's where we really focus on.