Stephen Schneider

But we haven't today.

We, again, look at it as how much are we spending in sales and marketing and what kind of ACV do we get as a result of that?

And that's typically how we look at it.

Well, so we do have our targets, right?

And we have our targets in terms of ACV from new, ACV from expansion, all that sort of stuff.

You know, again, our plans are built around this growth plus margin concept.

Of the 40?

I'm sorry.

I know it will be high twenties.

Yeah.

This year will be high twenties.

Next year we'll be in the thirties year before that we were in the teens and the year before that we were negative.

So we were on this kind of path to profitability.

Right.

Um, and so we think about how are we going to grow our bookings, but we also think about it relative to how much we want to spend to grow our bookings.

Yeah, so we think about it as growth plus margin, and growth is percent growth of ARR on an annual basis, and margin is EBITDA as a percent of revenue, okay?

So earnings before interest tax and depreciation.

It's a measure of profitability, right?

And so you just add those two together from a nominal basis, and most studies will show that the most valuable companies have higher GPM, right?

So we decided to go on this path about a year and a half ago when we had a negative GPM.