Tim Brömme

And I would like to double click on the impact topic.

And I think we discussed this in one of our previous conversations, which wasn't recorded as this one.

So let's maybe go there.

I mean, what most SE leaders and organizations are doing is what I would call like SE attached revenue, right?

And then they say, hey, we've had, I don't know, 100 deals this quarter out of those 180 were SE attached.

And now I can obviously do a sum of the ARR across all deals.

And that is DSE attached revenue, which is our sort of contribution.

Now, that being said, that model is very flawed because an opportunity where I joined for one demo call and showed 30 minutes of demo and then afterwards the deal closed is very different to an opportunity where I was executing six weeks of POC work, several discovery sessions, and maybe then a value engineering on top of that.

which in terms of the hours and the contributions I've made, but in the end, both deals, even though they are so different, are both sort of SE attached revenue.

So obviously not very meaningful way to track impact.

And I would love to understand like how, I mean, if I understand you correctly, this is one of the problems you're solving with Focal.

And I would like to understand how do you actually do that?

Yeah, super interesting.

So, I mean, I think there's also a discussion to be had on correlation and causality, right?

Let's park that for a second.

But what I'm hearing is that next to SE-attached revenue, which is trivial because there's the field on CRM, which I can consolidate at the end of the quarter, you're saying, okay, let's also firstly include a quantitative measure, right?

by tracking what type of activities were actually done in a single opportunity and then there were maybe not just one demo touch point that but there were 20 and that obviously means there was more work done the second piece i find even more intriguing because i mean activity tracking is one thing and some organizations are doing that but you're also saying we're not just doing sort of activity tracking quantitatively but also qualitatively

If I understood you correctly, you said something like, hey, there's a specific persona and we are targeting maybe a specific part of our software portfolio.

And with that persona, with that part of the portfolio, a good conversation looks like this.

And then you can say, okay, well, how much did that conversation that happened adhere to the standard that we have defined as great for this persona with this sort of