Adam Sandman

What are the three?

One, two, three.

Oh, sorry.

Sparrow test, sparrow team, and sparrow plan.

One product, one's for QA audience.

One is for like an agile engineering team.

One is going to be for a PMO, program management, risk management team.

You sell to the QA team first.

You can then expand it to the dev team, to the wider team that's using the tool.

And then you can go up the ladder to the PMO that's managing a team of teams.

And that way you're expanding from 15,000 a year to 75,000 a year.

Then we have a second product, which is an automation suite, more specialized.

We don't go into that to try and sell to customers standalone because the cost of sales is much higher.

The POCs, all of the things you have to do to sell is much more complicated.

But when you've got a qualified client on our primary platform, we can cross-sell that very effectively.

How do you do that, Adam?

We used to do it per product.

We changed it to per industry.

So when you sign up for us, because of the discontinuity.

So what happened is you bought product one.