Eric Boggs

Yeah.

Yeah.

And I mean, that's that is precisely what we've done.

And that has been precisely the plan for us from the very beginning.

I just don't know that I fully understood like the weird things that you have to do.

One is being we had a customer like a financial services software company was paying us three grand a month.

Yeah, that's pretty good services customer for us.

And to convert them to SaaS, they're going to now pay us a thousand dollars a month.

And so now we have a two thousand dollar cash gap, but we have a thousand dollar recurring revenue software customer.

And the cash flow management side of me is freaking out.

But the long term thinking SaaS CEO compounding customer base side of me is really pumped up because that a thousand dollars in recurring SaaS revenue is actually a lot more valuable than the three thousand dollars.

In services revenue.

And so we're doing this really weird thing where we're we're cannibalizing ourself a little bit.

Yeah, exactly.

Exactly.

And so there's a short term weird thing we have to do where we celebrate when customers pay us less.

But in reality, we're making the business a lot healthier and sort of executing on the longer term vision of the company.

Yeah, precisely.

And it's actually a...

we've learned it's an advantage in the sales process where, you know, we'll have a couple of conversations percolating now where, you know, this idea of sales prospecting is new to them.