Personnel

CF: Your announcement mentioned “key personnel hires.” Are there any particular areas where you’re looking to expand your staff?

SE: We are a customer-facing organization. You can never have enough talent that can can sit in front of a customer, understand what the requirements are and come back with our best two or three ideas to help them fulfill that requirement. So that sales engineering talent and sales leadership talent. We’ll be going on a recruiting binge across the country to continue our organic growth that way. We’ll obviously also be doing some enhancements to our tools – integrating our tools, adding to our tools – which will require more talent, both on the technical side but also on the visionary side. And then more back office. I feel really good about our back-office commissions operations just improving across the board. My sense is we’ll probably triple our staff in the next year or two to support the upcoming growth. Then finally M&A. We’ll be bringing on a team of people to help us evaluate, do due diligence and integrate any company that we decide is a fit for our culture and our vision.