Randy Wootton

Yeah.

I mean, the ratio that you find, the magic number in the Valley is three to one LTV to CAC, right?

So your lifetime value, three times, three X, the CAC that you spend and people will talk about, you can spend up to then 30% to acquire that customer.

So with someone who's with us for five, five years spending $200,000 a year, right?

That's a million dollar lifetime value.

You could spend a lot on CAC to get them.

The challenge is, um,

They're few and far between, and you do spend a lot in terms of sophisticated sales motion with highly experienced AEs, BDRs, solution consultants, a marketing plan.

So, again, your sales structure has to reinforce the sales strategy, which is about getting big accounts.

Yeah, no, I love that.

I like the payback period.

I think it's a great, um, uh, optic to use.

We use it with our own SAS metrics.

Uh, and we have that exact conversation because part of it is you got to cat, you got to have the cash to fund, uh, enterprise sales motion.

That's right.

What's your team look like today?

Uh, I don't think we're public about that.

Um, you can look on Crunchbase, you order a magnet, a couple hundred.

So we have a, so we do inside sales.

Interesting.