In terms of the split between hunters versus farmers. Was there a specialized account management? Let me ask it this way, who was responsible for new logo and who was responsible for expansions within the existing base? Were those the same team or were they separate teams?

They were separate teams that reported to the same directors and VPs. Global Strat had account managers and account executives. Account managers handled upsells south of $150,000. They also had renewal manager assistance and a customer success manager, along with executive sponsors.

In terms of the split between hunters versus farmers. Was there a specialized account management? Let me ask it this way, who was responsible for new logo and who was responsible for expansions within the existing base? Were those the same team or were they separate teams?

Enterprise and strategic enterprise had a separate account management team, but again, only for upsells less than $150,000. At the end of the day, AEs were responsible for larger upsells and renewals with help from an account manager and a renewals manager and a success team. Mid-market did everything as a rep, handling both new business and existing accounts.