Randy Wootton

I think of it as a business development or sales development.

And it's a percent of the sales team.

We, I would tell you industry wide, what you find is about a three to one ratio in terms of three salespeople to one BDR.

Yeah.

is what's appropriate.

Again, it depends on if you're doing a key account strategy.

So the difference is if you have BDRs that are incented to just set up initial meetings, that's a different model than if you're trying to do an account based strategy and you have your BDR setting up meeting all around the account because it's a, you're trying to do that key influencer and get the density.

That's a, that's a different type of engagement that you're doing.

And that, um,

But I think the ratio of one to three is probably right.

Generally speaking.

Yeah, I mean, we're in line with what you would expect from a VC-backed company.

High double digits or are you over 100%?

I don't know.

I mean, we are dependent upon getting the big deals and expanding them.

I would tell you that I'm excited about the customers that we're working with, the traction we've gotten on the expansion.

And so I think you can...

do the math on the, on the calculated growth rate.

Our goal is to grow, um, as fast as possible, but responsibly, right.

Getting the top line revenue with the investment behind it to drive, um, a path towards profitability.