Russ Hawkins

We have technical leads, people that do solutions.

They basically do architecture.

A little bit of both.

So we make a delineation between retail and restaurants.

The use cases are significantly different in restaurants and even the sub sub segments in there.

Right.

In restaurants is quick service restaurants, but there's also table service restaurants.

So the use cases can vary significantly on the retail side.

We have a we have a segmentation around restaurants.

Grocery, specialty, drug stores, those are the three.

And we're starting to do more with convenience stores now as well.

But basically, we break it down.

The salespeople are assigned.

It's account assigned.

So we spend our energy today with the largest accounts in terms of account executives.

And then outside of the sales organization, we have a marketing team that looks to get people to self-identify in the mid-range.

And we do a little bit at the low end, but most of it is in mid-range size companies.

So we started with venture capital.

I mentioned that we sold the company about 18 months ago.

I think of that as kind of a graduation.