One question I had is, since you already have all the big logos, where can you go from here?

The average deal sizes I encountered, and those shared by other sales directors, were discussed in our global sales meetings, which occurred weekly, along with European sales meetings and other necessary sales cadence meetings. We discussed the pipeline globally and new customers. From 2022 to the end of 2023, beginning of 2024, we experienced significant growth. In 2023, we closed around 15 new customers quarterly, and in terms of upselling existing customers, we sometimes had 30 to 35 quarterly. This was substantial, but it started to slow down in the second quarter of 2024.

Absolutely, and Veeva Validation Management.

During the implementation of ValGenesis, they would recover the money lost from underbidding in the tender. We had numerous cases where ValGenesis was chosen, but the implementation failed, leading to a rip and replace with Kneat. ValGenesis has an aggressive sales strategy, but customers end up paying for a system lacking the usability and features of Kneat GX. Kneat is user-friendly, like using Microsoft Word in a Windows browser, allowing workflow creation. It has a backend for experienced engineers to code and APIs to integrate with quality and regulatory management systems. While Kneat is more expensive than ValGenesis, ValGenesis often costs customers more over the course of their implementation.