Mohit Lad

The idea of the sales team is they're invested in the success of the customer.

And oftentimes we don't have a customer that is buying in a quarter, but our team is still engaged heavily to make sure that they're getting the most value.

And this is something that I think entrepreneurs should realize is you want to create some division of responsibility so the account management can own the renewals, but you never want the sales team to be only focused on new dollars and forget the customer otherwise.

The team's responsibility is to make the customer successful.

Yeah.

So a typical customer, let's say they sign up for a hundred thousand dollars.

They would focus on making sure that they can understand and improve their experience for like the two or three key apps that they care about or the two or three key apps that they're having some concerns or problems around.

And as they see value, they would add more apps or they would add more coverage from a monitoring standpoint, or they would say, Hey, a security team, this is really cool and very useful.

You guys should look at it as well.

So our accounts would go from, you know, a hundred K to a few hundred K to a million dollars.

The customers that are spending multimillion dollars with us, they all started in the 50 to a hundred K range.

So we have a very predictable model in terms of growth, but over time, our land rates, our land sizes have also gone up.

So when you model something that you want to model accurately over the last 24 months or 36 months, and your land sizes are also increasing, that changes the model.

At this point, we're sort of continuously adapting it, but we...

have a very heavy customer retention, plus also the customers continue to do more with us.

And we focus on mid to large enterprises, right?

So we have eight of the top 10 banks.

We have 60 plus Fortune 500s.

We have about 110 global 2000s.

And these are not easy customers to get into business with.