Michael Burns

It's saying, okay, let me understand how people could use our solution today in a different environment than they were previously.

So

We took what we are doing and said, OK, let's understand how this relates to a workflow.

What's our customer's reality right now?

How do they use us and how can we package our solution up in a way that makes a lot more sense and allows us to have a proactive conversation with our customers about wider use?

And that'll bring me to another point on levers.

So once we identified the application of our product given the current environment, the levers that we wanted to pull to grow became pretty clear.

Which costs more money, platforms or point solutions?

Which do you do annual contracts with or multi-year contracts?

Or embed as an enterprise solution, a platform or a point solution?

Typically a platform.

So what we were selling previously was a discrete single event license, if you will.

But people should and are now using us as a platform.

So we went from discrete, more service-oriented deals to proper SaaS, annual and multi-year deals.

So for me, volume...

is not a lever I'm going to pull.

Demand is not what it was.

Velocity is not a lever I'm going to pull because the buying cycle is longer.

Size is.

So I'm going to pull the lever on ACV because now I'm able to sell to an entire enterprise.