Adam Schoenfeld

So folks like Avalara, LogMeIn, Procore, Glassdoor, you know, people that have a pretty big database.

They're nurturing those leads.

They're emailing their customers.

They use Marketo, Eloqua, HubSpot, or Cardot.

Those are the platforms we primarily integrate with.

Mm-hmm.

Yeah, we just added the second axis of features.

So we have two feature SKUs and then we have volume, basically volume of replies that we process, which is a function of how much email they send.

So those are the two variables.

Probably for upsell, it's the features because we can't change their volume.

You know what I mean?

So we have no ability to affect that where we can kind of inspire them to try something new on the feature axis.

And so that's where a lot of our product development is to enhance our second feature SKU and add a third.

The volume, it's just do you send or do you not?

I mean, they can expose us to more business units and regions to get more volume.

But pretty much at the start of the contract, we know how much volume they're going to generate.

We're at about 140 customers.

Yeah, no, I'm super proud of it.

I mean, a six employee, we just hired our sixth employee.

So, you know, functionally a five employee company reaching a million of ARR on zero capital, I think it's a cool milestone.