Nick Mehta

Awesome to be here, Nathan.

Thanks so much.

He's doing okay in the preseason, surprisingly, so I don't know.

But yeah, he seems like you can't count on him, so we'll see.

Totally.

I think a lot of people go through this, Nathan.

You've seen this from some other companies you've covered, where you start out solving a point problem, and then you're like, there's a much bigger problem to solve.

When we started out with Gainsight, the point problem was there's a new role in companies called the CSM.

And they need to figure out which customers to reach out to, how to effectively manage them, identify risk.

And we still do that.

We have a lot more to do there.

But why do people have CSM teams?

They have CSM teams to improve net retention in their company.

They want to keep their customers.

They want to get them to spend more money.

They want them to be bigger advocates.

That's net retention.

The number one valuation driver in SaaS is net retention.

And we want to be the company to help businesses improve net retention.

Now, to do that, it's not just about the CSM team.