Heath Wells

So the opportunity is there.

people had done the research that we were the leading platform.

And so when we were doing this, it was growth was accelerating, but we weren't adding sales rep headcount or doing more marketing.

It was just accelerating because the market was moving and people knew this was going to be a market.

It was just a timing issue.

And so

So I think whenever you're in a raise, it's a dance.

And the reality is that is definitely one of the points that people would ask.

You raise more than ARR and how do you think about that?

But then when they take a look under our actual financials, we were smart about how we place our bets and we're not doing silly things with the cash.

And so

they'd seen it go into a really robust enterprise product.

And then you sit back and you go, hang on, that actually makes sense.

The investment is worthy.

So hard things, I was going to say that, you know, the Ben Horwitz book, but everyone's saying that on your podcast.

So I couldn't do that.

So I'm going to say Powerful.

Just read it by Patti McCord.

I don't know if you've read it.

It's, you know, she's the talent person.