Taking the Risk and Trying Something New, I'd Like to Say, "It's Not Just Not Like That"

In 2022, this is at the point where we had probably, I'd say two to three percent of our revenue coming from these team deals. We got those insights that I mentioned. Like, wow, these customers have just been here forever. They were just things that I closed personally, didn't have sales team doing it. So in 2020, we hired finally a VP of sales who'd done this before. And so this is what our model after a lot of tinkering and a bunch of different kind of flows has now today looks like.