Manny Medina

And that's how we managed to have our, our net retention is in the one forties right now because of that.

Yes.

And, but that's how you do it.

It's like you solve for the user activity.

And by attacking that user activity upfront, well, the deal is hot, but there is engagement and you have the champion, you know, the ink is still wet on paper.

That's when you attack the adoption problem so that you don't have to deal with that, you know, later on when you're trying to do your renewal, upsell, cross-sell or whatever.

How many implementation managers per AE?

Depending on the size of the AEs, but we usually have, we have, at this point we have one-to-one.

Um, it's a little lower because at this point the implementation, the CSM is working on it or education programs, meaning he doesn't, the CSM, she doesn't have to worry about adoption anymore.

She has to worry about education.

So we already have dashboards for all of them to see how, um,

how sophisticated they are in the platform, meaning are they using A-B testing?

Are they using persona triggers?

Do they have their inbound workflows capturing outreach as opposed to the outbound workflows?

And if it's not, then go capture that other workflow.

Then go capture the account executive workflow.

So the CSM is already trained to see for opportunities to capture additional workflows and bring them into outreach.

um but they do have a renewal target okay but there's there they get no personal upside if they hit it other than like maybe a bad performance review they do so they do so that you have you get the upside but you don't get the downside so quarter carrying in my mind would mean you get fired if you don't hit quota yep you get the upside if you don't hit quota

Yeah, they do have a commission program, yes.

It could be 10, but I don't recall.