Joe Liemandt

But you fundamentally have to be like, my team can run this company.

Back to Trilogy and ESW is just their capability is they're like, yeah, we can run this.

That old team that wants growth, they should go on.

Companies have life cycles and you're like, you guys are the growth team.

You should go get your next growth.

There's an AI startup that you could go raise a ton of money for and go do your growth playbook.

But this particular company, wherever it is, it's not a growth play anymore.

And so you should run it not like a growth play.

And so, yes, Trilogy and ESW is very good at that.

And you can generate tons of cash flow.

The number one is growth versus installed base.

In a growth company, you care about the new customers.

That's all you care about.

And in an installed base company, you care about your existing customers.

And so literally like our team, when they buy a company, the first thing they do is they call all the customers, every single one.

You'll be shocked at these multi-million dollar customers who are like, wow, it's the first time I've gotten a phone call from this company.

Because management is on the prospects.

It's all on the prospects.

And you're like, hey, customer success.

The mantra trilogy in ESW is customer success.