Taro Fukuyama

And as long as we can keep the range, then I think we're pretty on the good path.

I think the more we work with the larger companies, they tend to have more cross-sell, up-sell, expansion, those type of stuff.

Then I think it's easier and easier for us to see those numbers.

So, to me, I agree that increasing the pricing per seat is the key for expanding the SaaS business.

And I think there are two ways you can do it.

One is to go up the market, or two is to try to provide second product, like multi-products, or do both of those.

And I think Workday is a great example, who are doing both amazingly right now.

Our strategy is less for going to the market, more so to expand to the more product lineups.

So that's why we added second and third product recently.

We're trying to stay within like 12 to 24 month range.

Exactly.

But it depends on seasonality.

We do have some seasonality that Q4 tends to be bigger, Q1 tends to be a little slower.

So we have to just be careful how to do the math.

Don't try to get tripped on a monthly basis.

That's a tough question.

I think data is the fact, but how you view it could tell you a whole different story.

You have to make sure it's a monthly number, quarterly number, six months, annually.

What's the right number you should look at is a question you just need to ask yourself a lot of times.

Both of them.