“It's no accident that we continue to guide ARR and revenue of 30 % growth year-over-year and while we increase our client-facing by 50 %.”

In context

“nize that even with the best technology in collaboration, which we're obviously the forerunner here. This still cannot replace in-person interactions as certain junctures, especially for the new hires to ramp up. So that's something that we see. And that have some proxy relation to your question of, hey, your net new NRRs are not increasing as fast as before, and we're working aggressively to address that. Derrick Wood : Yeah, that makes a lot of sense and so what I mean, the time to ramp the productivity has gotten a little bit longer. I guess since you've hired so many -- so much capacity over the last 9 months, when do you see that being more impactful to the model? Is it first half next year? Do you see that coming more into Q4 this year? any anymore color on timing? Tj Jiang : Right. It's no accident that we continue to guide ARR and revenue of 30 % growth year-over-year and while we increase our client-facing by 50 %. So, we did create some buffer for us, ourselves. And we see that we'll work through the [Indiscernible] in Q4. And next year, we should be back to the ramp up expectations. But overall, our business model we shared is consistent and opportunity in front of us great for long term. So, this is really just a short-term kind of phenomenon that we're experiencing. Derrick Wood : Great, make sense. Maybe squeeze 1 more on this $30 million contract. Pretty impressive then, can you walk us through what technology of yours that they're -- that you're going to be using to help build this and why you want this contract? Tj Jiang : Yeah. That's a great question. So, this is a displacement of AWS. We actually built over the -- we starting back in 2016 of -- as we previously shared, our overall SaaS pl”