How big is that difference? Say on the private cloud?

It's pretty massive. You start to get to the upper bound of a private cloud margin after about 60% to 65%, and it gets really hard. One could argue AI will make it better. Maybe all of these things are true, but from a SaaS motion, you can get closer to 80% on your cloud delivery margin. The difference is truly the cost of the bespoke customer say. If a customer gets to tell you they only want to upgrade in this window or that window, the cost is higher.

So they don't know internally?

Not any particular business line. I'm sure they know in finance, but I took it as my responsibility to cover for other areas that had a steeper hill to climb. I didn't get that perspective from nowhere. I got that perspective from the data I was able to pull. My job here is to throw off cash to help out in other places.

What specifically?

I would be able to prioritize exclusively against what the HR business needed. The one that probably was the most material and generally the most frustrating is I did not have control on sales incentives as a president. I could suggest things, but in all of my times, and I did spend a lot of time on this topic, none of my suggestions were taken. There would be focused sales incentives every year that sometimes I had to work through to try to get what I needed to get done. When I first got there, it was Qualtrics. We'd bought Qualtrics. There was a lot of energy. Everybody was selling Qualtrics, making good sales comp on Qualtrics, which was great. I did not get credit for that for my own sales growth. So it came from my line of business at expense of growth to my business. There were others that fall into that.