Jody Glidden

Um, or if you're dealing with, you know, we've, we had, um, we actually had a very large company that came inbound to us, uh, as a referral from another customer, we closed them in 60 days with almost no sales costs.

So, you know, I think, um, even if we do kind of go, you know, all out and we're spending a lot of client time on site with the client and everything,

It's just not even one of the factors that, that we really worry about in terms of, um, you know, should we try to, should we try to spend less and get less deals?

Oh, okay.

Well maybe, maybe that's what we're saying then.

What I'm, what I thought you were saying is that we should be spending or we should, you know, uh, be more careful with how we spend our on our sales and marketing costs.

Um, but I, I just don't, you know, that's not something when we're looking at our most important metrics, the amount that we're, we're, uh, you know, spending, it's a very small percentage of the overall, the things that matter most to us in getting good margins are,

Things like our hosting costs, our security costs, those are through the roof.

It's very expensive for us to deploy private environments for these large enterprise customers.

We do private encrypted cloud, so it's like a SaaS model, but...

PwC can own it, for example, if they want.

So that's pretty expensive for us to do.

And we're always looking at ways to try to make that more efficient.

No, no years.

I think a year is still fine at this kind of stage.

You can

Right now, the most important thing for us is we're not operating in a bubble, right?

This is becoming a very, very hot space.

And we have to make sure that it's a bit of a land grab.

We need to get as many big logos as we can as quickly as we can and do a great job in routining them.