Data has been a big differentiator. We’ve learned many new things by actually starting to finally understand our data. We learned that we were not a small-medium business company. We learned that we sold to large enterprises. And we started to focus our sales teams on those big companies.
We learned that 40% of our revenue came from just 6,000 large companies, not the mom and pops that we normally thought that we sold to. So, as we’ve gotten a better understanding of our data, not only have we started to understand who our big companies are, but who all of our customers are.
By that we’ve been able to start targeting our customers by the industries they’re in, what size they are and their overall eco-system and we’ve become a much more customer-focused go-to-market company than a product-focused and product-organized company.