And back in the day, we know what the one thing people didn't want to put in their cloud was? Their financial statements, okay? It just wasn't trusted that. There are some things you would trust to the cloud, like A CRM, but they'd be like, "These are my crown jewels. I can't put these..." So he went from desperately trying to convince folks to move a business process to the cloud. They had no interest. And he came to us, and it was hard, but it wasn't that hard. And he instantly was number one. He went from SDR to SMB-AE to mid-market AE to director of sales, to head of this whole sale... Because, I mean, there are many reasons he was great, but he came to me and I said, "Sam, why are you crushing it when everyone else here is struggling?" He's like, "This is much easier than Intacct." So hire someone like that and don't make... No matter how much you like them, the sell me this pen thing will control for it a bit, okay? But, when we give, we give, we give in the hiring process. We never give what we want. Be very, very careful if the last product was easier to sell.
There are some things you would trust to the cloud, like A CRM, but they'd be like, "These are my crown jewels.