Frank Bien

We're a data company.

We look at this 100 ways from Sunday.

We maintain a lot of metrics, not just about ourselves, but about other companies that we really look at and would like to be.

And that's how we drive it.

So

So we grow as fast as we need to grow that we can do that successfully without jeopardizing the success of the customer.

So if you think about SaaS, the big thing is really that it's subscription and the customer can quit if it's not successful.

So the whole motion, you know, I think about when I used to sell perpetual and they used to call it drive by selling and all that kind of crazy stuff.

And now it's not like that anymore.

The customer has to be successful.

So what you can build around metrics in terms of understanding how people are using the software, where adoption could be better, how you can actually improve features in the product based on how people are using it, that's what's really interesting.

So not only do we do that, obviously, internally.

We look from a customer success perspective at where there might be problems and when we need to jump in and when we need to help a little bit more.

But a lot of our customers now are doing that, too.

Big software companies like Autodesk and things like that.

are really using this kind of data technology to understand how they can better serve and support customers.

You know, we have to kind of follow the dollar.

If we're not showing something in their core business model that they weren't able to see with some other tool, that for a lot of like tech companies, that's like,

some cohort of users over time.

I had people join at the last holiday season.