Ray Reich

And he's like, I was in a meeting with our CMO last week.

I want to do benchmarking.

He scheduled a meeting in two weeks.

We had a new customer for over $50,000.

Correct.

Well, more importantly, they syndicate the research to their customers and to their marketing database.

And that's how we collected data, Nathan.

So instead of me having to go out and build relationships with the participants for a benchmarking research program, my partners like Gainsight or SalesLoft or exactly do that on our behalf.

And then we co-own the data.

Every partner we've done this with gets a executive report, which is a tuple funnel demand generation engine.

In fact, with Gainsight, they'll tell you that the state of customer success benchmarks is one of their top two demand generation pieces of content marketing assets.

You help fund that.

They fund it, I run the program for them.

We did 90% of the work to write the research, the digital data capture survey,

Calculate the benchmarks and publish that through an executive report and interactive benchmarking portal where you can go to gainsight.com, search for customer success benchmarks and everything you see there, we did for them.

It is.

It's a 100-day program end-to-end and we do 90% of the heavy lifting, but they give us access to their customers and their marketing database to collect the benchmarks.

That is correct.

An example is BITO, B-I-T-O dot A-I.

They're one of the top three tools for software developers to use AI for coding, code checks, optimization, et cetera.