“We think we can actually grow faster while doing it more efficiently.”

In context

“Corey Thomas (CEO): Yeah, great question. Look, I think there's a number of different areas, but I think one of them we're looking at is sort of increased sales and marketing productivity efficacy. We think we can actually grow faster while doing it more efficiently. We have to clear that's a clear-cut one that actually stands out and we could. That's a pretty opportunity. And that aligns across, frankly, product marketing and the go-to-market teams. And the overall engagement. Specifically, when you think about the customer side of the house, look, one of the bigger opportunities we have is customers are frankly looking for more services, more customization, more depth, not less. And so scaling that leveraging both technology, but also people and the expertise is a big focus area for us so that we're actually able to do more work at greater levels for our customers, while still frankly maintaining or improving our gross margin profile. That's one of our bigger pieces of focus we've had over the last year. Customers have not been looking for less services, less engagement. They've been looking for partners who can do more with less. And that requires both technology and some of the people, talent, and expertise. Thank you so much for the question.”