Patrick Bosworth

Got it.

Interesting.

And so now ours is hovering in the mid 70s.

It's still healthy.

It's healthy.

But but a year ago was in the 30s.

I mean, we focused on it, for one thing.

We knew it was important.

And so we've done things on the engineering side to make that sort of onboarding and training process and configuration process more efficient.

And then we've also just gotten smarter and refined our playbook much more than it was.

And so the way the rhythm kind of worked and the way we staffed up our company is we staffed up sales pretty quickly globally.

Then with about a six-month lag, we staffed up our services organization pretty quickly.

And we did it in multiple geographies around the world.

And that was highly inefficient for a period of time.

But we needed to have those teams in place as the sales came in to make sure that we kept our virtually zero percent.

Onboarding.

churn rate and get them successful in each of those and get reference customers quickly in those markets.

But then as we continue to grow the business, we haven't had to continue to add and headcount on a linear basis.

I mean, obviously, most of it's people.

So the technology side for us is very inexpensive.