Roy Raanani

Sales reps start using it.

They start loving it.

And then from there, it's very easy for us to have a conversation with with sales leadership about what else we can do for them.

We are going to find out a lot in 2018 because we're going to have a lot of those contracts coming up for renewal.

We do tend to have a very natural land and expand type of model.

So we'll start with the account executives and then maybe the SDRs or BDRs will want to get on the platform or customer success.

uh, and so on and so forth.

So I think overall we'll, we'll expect it to be negative.

Um, but we'll see.

We definitely see expansion within year one on most of our deals.

Right.

And that's just a function of the types of companies that we work with, like they're growing companies.

And then we expand across teams.

The reason that I can't answer that is because we only seriously started going to market at the beginning of the year.

And so you'll start to see those contracts coming up for renewal.

And that's why I can't answer the question.

2016 was a lot of proof of concepts.

Yeah.

So we were working with customers and perfecting the product.

Yeah.