Ryan Smith

A lot of times that is.

But in our situation where you've already put in the hard work and, you know, running a profitable business is tough.

But we also had that offer sitting there.

And if we were going to turn down that offer.

At the same time, we had to say, hey, look, OK, do we really believe?

And I mean, put money on the table.

Do you believe?

that you're working on something that is a multi, multi-billion dollar platform.

And you really have to do it.

Everyone talks about that.

But when you've got to put your money where your mouth is and really bet, that's where it hits the road.

And we all locked arms and said, absolutely, what we see is working.

And by the way, we're going to need to go double down and put that cash back in the business and invest everything in the business.

And that's what we've done.

And so if you look at the history of Qualtrics, we ran probably one of the more profitable businesses that we've ever seen.

And we're still cash flow positive as we move forward.

But we went and we changed the model where we were investing everything back into hyper growth.

And mind you, I mean, it's a different time.

We operated with 100 percent growth and being profitable through 2006, 7, 8, 9.

Those are brutal years.