Jody Glidden

Yep.

It's been pretty consistently for the last three years, we've been triple tripling almost on the dot.

Yeah, that's right.

We have to watch all aspects of the funnel, the top of the funnel and the bottom of the funnel to make sure that there's enough leads.

Because if you look at the length of our sales cycles, we have to think pretty far in advance in order to make sure there's enough pipeline to have it closed in time.

But so far, I think the guys are doing a really good job.

Our sales, it's somewhere around six months.

We're just starting to get below six months now on the average.

So

Um, but, but really close to there, which, you know, in the old days it would be like two years.

So, so we've moved that in a lot.

Uh, yeah, you know, I, I don't think we pay too much attention to our sales costs or our marketing costs at this point because, you know, it's, it's, um,

there's a really good return on the revenue that we bring in.

Since it's high margin revenue, there's a really good return.

Our valuations tend to be somewhere in the 20 times forward ARR level.

So when you're looking at that, if you brought in

a million dollar deal and you spend a million dollars to get it.

Although we've never even came close to, to spending that much money.

But even if we did, let's say spend a million dollars to get a million dollar deal.

Um, you know, there's, there's a great return on that right now.