Samir Patel

So the good news is that the market, you know, that the decision cycles move

really, really fast compared to, you know, I've done this for HR, I've done this for all sorts of categories.

I feel like where, you know, these markets move much faster because nobody has time to sit around.

Um...

No, it's none.

I mean, we've done a really good job of being able to sell remotely into accounts that don't require us to do a lot of travel.

And where we feel like the account sizes are big, we have feet on the street.

Honestly, I think it's a question of us cleverly balancing our hosting and infrastructure costs.

Because remember, a lot of what Kahuna does is real time, like within four seconds of you

leaving a breadcrumb somewhere in a mobile app of a customer, Kahuna updates your profile within four seconds or less.

That kind of compute power can, you know, it's something that we've helped customers figure out where you need that level of real time and near real time.

Right.

And we help them sort of craft out that cost.

So for us, it's just a question of being very clever about having the architecture built in a way where we charge for things that matter.

And, you know, we don't pass on excessive costs.

We shouldn't be charging a customer for a Ferrari, you know, every time they need to go to the grocery store.

You can buy a Ferrari.

No, no, I could, but we've, we've managed the architecture in a way where, um, you know, we, those are, we have a straight line to go to manage that.

But yes, if we gave the Ferrari to everybody, then you're just, you know, you're passing on costs to a customer that they're like, well, okay, give it to me for the use cases.

Uh, we did, we did an inside round in Q4, not really talked about the numbers, but we did an inside round.