“Our expectations remain that ARR per customer will contribute more than new customer acquisition over the medium to long term.”

In context

“Corey Thomas (CEO): It’s a great question, Brian. Our growth drivers include new customer acquisition and driving ARR within existing customers. The total addressable market (TAM) is vast. Our expectations remain that ARR per customer will contribute more than new customer acquisition over the medium to long term. It's not that we don't value new customers; we definitely love adding them, but we also see immense potential to serve existing customers effectively. While we will add some new customer metrics, we don't impose rigid structural limits on our sales teams to ensure they prioritize long-term customer growth and sustainability. Our belief is in favoring the durability of getting customers' solutions and services that suit their needs in the long run.”