creates- Every other company that does it in the early days, yeah.

Yeah, and it creates a lot of problems on the customer success side because, number one, you're going to have more scaling issues, right? Number two, right, if a- It becomes a philosophical, what is the value then for the customer? How do they know that they're getting good value out of their contract? Is a hundred users, active users good value? Is a thousand active users good value? Like when you haven't fixed them out that you're like, okay, this is our user base and of that like 60% are using it, right? It's very easy to measure adoption.

When you have something that is uncapped, it's like, okay, the only place to go is down because they've now figured out, okay, this is roughly what our needs are.

we can scale down our contract now so like i said having good contracts matters in in the the sense of um being able to expand and grow with customers and you want contracts to make sense for both sides so i'm not saying this selfishly for the the technology partner i'm saying this like you want contracts to make sense for both sides because we want our customers to grow if our customers are growing then that means they're you know getting additional revenue as well So our motion for growing customers, once we call it a land and expand, it's not a new concept by any means.

Get the customer in, figure out what is the way that they can get some immediate value.

Don't oversell them too much, right? Like we want to say, okay, why don't we start with this pilot group of customers or this product, right? And if we're successful, let's focus on getting into other products, right? So we actually put you back and say, no, you're buying too much right now.

We need to prove this out before you buy more because... you don't want to invite questions of, I don't think we're getting what we, we, we imagine or what we thought we were going to get.

So what is that one thing would you like to see and people would like to learn from Andrew that you have practically maybe applied or you're thinking of a plan