Nick Zekets

And as a result of being connected to all of the customer systems, like CRM, like all their conversion pages, forms, email conversion rates, all that type of stuff,

what ends up happening is we can actually talk about whether or not people who are being exposed to personalized content are more or less likely to turn into customers, right?

And understanding ACV and opportunity amounts and things like that.

We can quantify the value of personalization because we are part of their commercial complex, right?

I think one of the problems that happens with consumption models in other businesses is that, yeah, Hey, this is a shortcut to say, build a product, right?

Um, you know, and Twilio has a really hard time saying, Hey, when you build stuff on top of all this, this is how much money we've made you.

Uh, maybe, maybe not.

We, we aren't, we are not unsure because in order for us to work, we have to be tapped into all that data because that's what tells us who somebody is and what they care about.

And that comes along with that revenue productivity.

And we can see basically by looking at our performance and the customer's prior performance without personalization, what the impact is.

So, you know, yeah, right.

At a certain point, I start to spend over my skis a little bit.

And I'm sure at some point, some people are going to ask us for, you know, sort of flat rates or an annual spend, and it'll look more like SaaS or whatever it may be.

But I think the mandate when it comes to consumption model businesses, and this hasn't been happening and you saw it in Snowflake, it's a really astute observation.

is that it's sometimes really tough to tie back to every time that happens, whether I'm making money, but the stripes of the world haven't had that problem.

Sure, sure.

And so it's on us to get as close to attributable as humanly possible.

Right?

No, of course not.

Of course not.