Ray Rothrock

Most of our deals are average, as you point out.

But we'll do 40 million this year.

VCOE say you can either raise the bridge or lower the water.

I did a little of both.

We rebuilt the sales force to get the bridge up higher and we cut our burn rate and started rebuilding back in once we got the cash balanced to our ability to sell.

Then we started growing again and now growth in the top line, I can follow it with the bottom line or with the expense line.

Oh, well, like I said, it depends.

Last month, the margin was fantastic.

It was nearly 100%.

We did quite a lot last quarter.

Let me know.

I brought in, uh, I'm not going to tell you the number per se, but I brought in twice in business in Q3 that I spent on expenses two times.

So if I made, yeah, if I, if I, if I made $2, I only had a dollar of expense and that's at the bottom line, not the gross margin, but the net margin of the company.

Yeah.

We have 145 people in the company, about half are in the field and sales service and field engineering.

Another half is at headquarters in Sunnyvale, and we have two engineering groups.

We have a core engineering group that is 33 people, and we have an ecosystem integrations group.

I can explain what that is, but they deal with our interactions with the rest of the world.

That's 14, so 33 and that's about 47, about almost 50 of the 70-ish that we have at headquarters are engineers.

We're getting renewals of about 90%.