That is because there are many high-priced sales reps in that state and the company aggressively looks to lower costs. "We have been able to tap talent pools all over the U.S., he commented. Nelson also talked about the importance of being able to run a distributed company, which he called the company of the future. "Almost every NetSuite manager has people in three time zones," he said. "You have to be able to manage people in remote locations." In a presentation the next day at Pacific Crest 10th Annual Emerging Technology Summit Nelson said over the last four years the development staff has grown by 400 percent. He also made a comment that seems to reflect a change in strategic thinking. Previously, he has talked of changing a Tier 1 installation as a heart transplant. This time, Nelson comment, "Ultimately, we are a heart transplant for a company." He also indicated spending is not going down in the search for greater profitability. "This is not the time for us to reduce investment," Nelson said.