Allan Thygesen

And the value depends on which parts of the suite that you use and maybe how large your library is.

So we've evolved because you've got to keep it simple enough that we sell to companies of all sizes.

We're not just an enterprise company.

We sell to 100-person companies, even to two-person real estate offices and everywhere in between.

And so it needed to be simple to start.

So we used a seed bait model with some thresholds for the size of your library.

And now we're rolling out a more complicated or complex model that is a platform plus various features that could turn on and where there's

we attempt to capture some sense of the value that we're delivering and that the customer would feel good about paying for.

But to be honest with you, it's evolving as we speak, right?

Because all of these AI features, what you really want is to align your pricing with the value that you deliver.

It's just so hard to find those proxy metric that are objective and that you and the customer can agree on.

And then it has to be simple enough that they can understand it going in.

and that we can explain it to them in a relatively short conversation.

I don't think we've nailed that yet, but we're getting there.

But we started with something relatively simple with sort of seat plus, and then we're evolving towards more platform pricing with tokens for different types of value.

The pace of change right now in every aspect.

in our product innovation, in our go-to-market, in our packaging and pricing we just discussed, in how we market and how people discover us.

I mean, all of that is just changing at a rate that is exhausting and exhilarating at the same time.

So I think to start, DocuSign was historically a direct sales company and to a fairly extreme extent.

So I mentioned earlier how we have customers of all sizes.