Joe Payne

You're going to have to find them yourself, but Joe is trained.

Great question.

So we have, we have, we have, uh, uh, we have, uh, outbound, obviously everybody's doing, we all do inbound.

You have to do inbound, right?

If you're crazy, if you're not to, we're, um,

We're aggressively looking at intent in the market.

So we use tools like Sixth Sense to look for who's interested in buying it in this space.

We have a new business sales team that's entirely dedicated to new business.

And we have a customer success team that's entirely dedicated to make our customers successful and to grow their accounts.

So a lot of SaaS companies follow this model today.

It's something that I helped pioneer when I was running Eloqua.

to separate those two functions and have what we at the time coined as hunters in the forest, which is your new business people, but then also hunters in the zoo, which are people that are hunting for business in your install base.

I would say there's probably 30 of those, 25, 30 of those.

I think we're all looking at quotas given the macroeconomic environment.

And the macro has been interesting for security especially.

Because a security in the last few years has sort of had a blank check.

If you needed a product, you just asked for it and you got it.

And I've been involved in two deals this year where procurement overruled security on the deal.

And I have never seen that.

I've never seen a procurement person tell a security leader that they can't have a product that they wanted, that we're going to go with a cheaper product.