Right, but the bigger the organization, the larger those costs. Think of a city of Los Angeles switching to a new system for tracking their public works departm

Right, but the bigger the organization, the larger those costs. Think of a city of Los Angeles switching to a new system for tracking their public works department versus a township of 3,000 people. Smaller orgs are much more tolerant to this. New orgs start small and don't need something huge like Salesforce immediately; they need something usable.