Can you walk us through that model and what the repeatable parts of it have been?

It's a really good question because at the end of the day, It's not only about great products and even a great need.

There is an execution element to this.

And so one of the kind of tools that I bring with me all the time is, first, how are customers recognizing what we do? And do they understand what we do? And do they understand the value that we're providing, right? So that's more than just marketing.

That's more than just sales brochures and events and things like that.

That is...

How does your brand and your reputation resonate with that customer so that you can start to leverage that? Because one of the most important things that everybody should be building, customer or supplier, is a good brand.

And so how do you translate that into ensuring that your salespeople, your marketing people, all the different teams that you have connected to revenue in your organization are working towards this same goal of growing this customer base and expanding them and getting them deeper and deeper into this ecosystem of what your company delivers?

And from a business perspective, that's kind of what you're looking for, right?

Absolutely.

It is about creating a culture of winning and success for everyone.

I do not believe in zero sum.

I believe in greater sum.

And for me, I structure deals that way, I work with clients that way.

In fact, we can talk about it a little later, but in my compensation plans that I designed for my sales teams, and I've done this around the world, there's always a component of the customer's success.

But what's your advice to leaders right now who are trying to figure out what AI means for their business without getting caught up in the hype cycle?

What's the typical sales process that you deal with in a, in a fintech environment?

So it- it's typically very long term.

So the, th- this is, in some cases, this is the way that the, the, the companies that I deal with work with their customers.

So it's almost the most sensitive relationship they have, right? I always tell people, it's not the sell to motion, what we sell to a customer, it's the sell with motion that that customer uses our products to sell to their, their consumers or B2B, you know, if they s- sell to other businesses.

And I think that's, that's becoming more important, um, in, in the sales process to recognize the end user of the transaction, not just the person that you're selling to.

And so for me, uh, you know, I, I need to understand, uh, in f- in the fintech space, what are the longer term goals? Yes, there's a short-term goal of, you know, whether it's saving, efficiency, customer engagement, you know, opening up a new geography, whatever it is.

There could be 20 different things.

Like, what, what's something that you do in helping construct the compensation plans to make sure that it is aligned and motivating? I- I mean, well, one, the numbers side of things, but do you also put a narrative side into the comp plan too? Like, how, how do you think about making a successful compensation plan?