Pay for What's Important

The right triggers for cash off front, for example, can change behavior so quick. As a company matures and you're going to eventually be measured by the outside world on net new ARR, that's what you pay for. The other lever I don't know if you've seen this work that I've seen is pushing people to do multi-year deals early. If you can strike a two, three year deal up front, you can push that number up very often to one and a half, two just through the multi-year deal.