Paul Tashima

And I would say the majority are free to be fair.

Yeah, that's a good ballpark.

Yeah, it's more in that range.

And I will say that I am much more focused on – and this is probably a good point – on just massively growing seats.

It's getting to some large enterprises and seeing that product market fit, that must-have, renewable, need-to-have piece.

And so I'm probably more balanced on that than on just sheer volume of seats.

Yeah.

So let me break this in two parts.

Are we actually lead with an analytics play for sales management first?

And then the end user tools are two.

So on the analytics side, what we need to do is identify some single threaded deals for sales management.

They're like, oh, my God, I can't believe that's in forecast.

I'm going to talk to the reps and make sure that they do their work on broadening the relationships of that account.

Right.

It won't close.

So that first aha moment of seeing a deal that, wow, that wouldn't have actually closed unless I got involved in it is for the sales management side.

And then on the sales user side, it's just, hey, if we show you something that gives you a chance to get one more meeting, we produce some insight around the person or some access point that gets you a meeting you never would have.

That's an aha moment.

That's a wow.

Interesting.