Prune Shada

were earlier in terms of the rigors of planning, the rigors of recruitment, the rigors of just investments that go into sales and marketing.

And that's been the story.

If you ask me last one year, we've gone from 20, 30 people combined in sales and marketing to maybe 60, 70 people.

That's been a bulk of my life.

Just in sales and marketing.

Sales and marketing has actually become...

It's US, it's Canada, it's UK, it's Australia.

First of all, there are four GEOs.

Then Chief Revenue Officer joined us around middle of the year last year.

Double the number of AEs, double the number of SDRs, lots of folks in various aspects of demand gen and partnership management.

All of that went through a sea change.

That's the big change.

And every employee, whether they have been a long-time member or the ones that came in last year or two, they clearly see that when they see the numbers actually look very different.

Total team size is actually, we are pushing 275 maybe at this point.

And with some recs open, we'll definitely cross 300 before the end of the year.

I think that's the model that I would like to pursue going forward.

These can get actually expensive at times and the investors don't actually like the 50-50 model.

I was sharing with you there that as an operator who stayed in this for a fair amount of time, if you're not a five-year run kind of a business, and by the way, we are an evergreen business.

And this is a key difference.

Some pursuits are just going to be evergreen.