Patrick Morley

The company started as a perpetual company.

So we sold perpetual for a number of years, perpetual software licenses in 2013.

Yeah, yeah.

And then we switched to a subscription business.

And then we were on-prem, original offer of the company.

We actually deployed our product on-prem.

And then we made the switch to all cloud.

We're not all cloud yet, but for the lead product offerings are all up on a SaaS multi-tenant platform.

And so you can think about three evolutions there and trying to teach the company about CAC and about how they should think about customer acquisition costs, etc.

Really, really important.

Well, remember, I certainly remember when we passed a million dollars in sales.

Look, when we were small, we focused on TCV as opposed to ACV, which I think is very common.

Total contract value.

So, you know, a lot of early stage companies focus on this, which is especially the way you pay your salespeople and makes you feel bigger because you might sell a three-year deal for a million dollars when it's only $300,000 a year.

So you talk in TCV and you can say, I have a $20 million TCV company.

But total contract value, if you're selling multiple year contracts, then really your company could be $5 million or $7 million, but it makes you feel better.

Yeah.

Talked early on a lot about TCV.

We switched to ACV and then we switched to ARR kind of along our journey.

And I would tell you back, you know, for a company of our age, I think a lot of companies kind of went through that progression, starting on-prem, then moving to the cloud.