Manny Medina

Yeah, we're getting really in the weeds, but I'm just curious.

So if a CSM... I think it's important.

So this is the part that is tricky, right?

Like, this is why it's a hot debate, is that I am far more concerned about maintaining that 70% user adoption and acquiring new workflows.

And we have proven here internally that by doing that, you hit expansion triggers.

Yeah.

I mean, but I cannot explain like if you were to ask me why or like how does it work?

I won't be able to explain.

Yeah, not only that, but we also move quite a bit of market.

And when you move a market, then you, the levers of negotiation kind of change a little bit, right?

Because they want, you know, they want a lot of security.

They want a lot of governments.

They want, they want all these other things that are, you know, way more expensive and they either have it or they don't, you know what I mean?

It's not like a, an SMB account can, you know, trade them off and, and, and a big enterprise account, like, um, fuck, I don't even remember what they say.

In a big enterprise account, there's a lot of things that are non-negotiable.

Or near?

We're not quite there yet, but I can tell you the following, and I don't have permission to do this, so this is an exclusive.

We passed the $10 million quarter mark last year.

So we're now adding over $10 million a quarter every quarter.

In new bookings.