Ric Elias

Because otherwise you end up either in a body shop or people get burned out or to what end.

And again, it has to be managed and purposeful.

I do think that reps really matter.

And the ability to do this faster is how you can build better models, is how you can build better product, is how you can get

to differentiation.

And when we go to big companies and our business model at the core is a B2B business, what we say to them, look, we have a platform that allows you to grow faster than you're growing and we're willing to get paid only if that is true.

And part of that is because we can iterate in ways that you could never iterate.

And if you give us the right APIs and the right controls, we are industrial grade security, industrial grade everything, we may be able to help you.

I think that's the key to this is we're servicing big companies that have to deal with a lot more than we do.

Are there any other philosophies that we haven't talked about that you feel like govern a lot of your own behavior?

There's a lot.

I'm a cheap philosopher.

Lots, lots and lots.

There's lots around.

We haven't talked about our commitment to real social impact as an organization.

And the work that we do in Charlotte is probably the most outstanding work we do.

We just don't publish it.

By the way, we also don't believe that, like Simon Perez used to say, press and awards are like perfume, nice to smell and dangerous to swallow.

right?

And those things get you caught in the wrong things, but we're so imperfect.