@Green Bull, from what I recall the jobs were head of software...

@Green Bull, from what I recall the jobs were head of software development and head of marketing. Hence the thought on increasing staff costs from a non customer facing perspective. Not sure about their sales team, if channel sales then would definitely make sense not to grow their own sales team. Might have to go hard on account management if pipeline comes in.

The increase in sales and marketing activities in ipo will increase burn rate. As you said though GB, need a few meaty deals across the line to make sure nice ROI on any sales and marketing activities.