Michael Cooney

I mean, he's made sure that this happens.

So in the early days, people sent in support tickets.

He would respond within 15 minutes.

And our support team is not really a support or a customer service team.

We call ourselves solution providers.

So if somebody comes in with a problem, we understand, what are you ultimately trying to achieve?

And then we provide a solution.

So when they walk away, they have a real solution.

And this has enabled us to become a real growth lever.

And it's become a competitive advantage.

And if you go to G2 and you look at the reviews about what converts, most of them talk about our support.

It really stands out.

But they also talk about our product as well.

So here's one example.

And just talking about how great the support is and how good it is.

And we get this feedback quite often.

That support has really been a great endeavor.

It's almost as good as having a super product feature.

So the product, having a better product, we believe has really helped.

And in one area that has really helped is of companies that start with us, 70% that start with a free trial, they become customers.