Felix Van De Maele

It's a combination.

Obviously, evaluation matters, but it's more than that.

What I really wanted was people that understand their business and have done it before.

And obviously, it's a very, it's a big relationship you need to build.

So you need to trust each other.

And so how much do you trust the people you bring on board is a critical, I think is ultimately the most important.

We built a relationship from the beginning.

He had great references.

That's how we got introduced and very founder friendly, but also long-term investor.

And so it just clicked really well.

Yeah, so yearly customer churn is really low.

It's about 3% to 4%.

That's really, really low.

So, I mean, it's basically a land and expand model, even with these kind of big land deals.

But they're the biggest companies in the world.

So that's really, really important for us to keep that churn low and then expand over time in those accounts where we sell more seats.

Basically, that's the business model.

It's an enterprise sales place.

So like you said, field account reps that are pretty expensive and you need a big kind of support team with pre-sales and account management and so forth.

Also a long sales cycle.