Mat Ellis

We can use a currency to combine or join a combined entity and go out there and just become something akin to a new version of Cisco or SAP.

Amazon has said in public that they welcome companies like ours and our competitors because we're demonstrating to their customers that they're good value.

They're very customer-led business.

And so it's very important that the advice we give our customers is seen as traditional.

And I don't think that can be done by an internal tool.

So I think this is something, imagine if SAP were running a supply chain and telling you where to buy your steel and your

you'd be worried that they're diverting your money to their best lines instead of yours, right?

So I think it's hard that when your CFO's on your back saying, how do I know that your cloud is efficient?

But it's your cloud vendor telling you that you're efficient.

No, but we are very close to them.

And so we try and align as best we can because when we help their customers, we help them.

And that's basically the way we work with them.

I wouldn't tell you that in public.

Inside the first year.

Okay, good.

When you just look at upfront contract value, the thing that we're seeing is that about 75% of our upfront new logos are spending ahead of where they thought they were because we accelerate what they do.

they do it better, they get more comfortable with it, sometimes way ahead of it.

So it's even quicker if you take it based on what we're actually seeing customers use their contract, then it's actually getting ahead of them.

Exactly.

Yeah.