Amin

Well, what was missing from that big headline was that there are assumptions in there.

The assumption on the number of leads that an SDR can generate in an enterprise, which is around one or two per week.

There are assumptions around how long it takes to close a deal in enterprise, which is between three to nine months on average.

Those assumptions were not true for us, so there should have been a way for us to figure this out, and this is what we did.

We had to increase and adjust our ARPU and increase that ARPU, and I will talk a little bit more about that a little bit later.

We were able to increase that from $4,500 to $7,000, but then we figured out our median time to close a deal from a demo,

to a closed deal is less than seven days.

So that three to nine months does not apply to me.

So I can change the formula in a way that can apply to me.

So if I put that one week, two weeks average in that formula, then what I can do, I don't need

50 demo book a week, but I need a seven to nine demo book a week from an SDR.

The question was that, can I go and achieve that?

So you can change the formula if you just go look at that and just don't take the headline.

So that was something about Altman.

I'm gonna come to this.

Altman is, in my view, is the most underused enterprise tactic that almost any SMB SaaS business with about $5,000 in ARPU, average yearly contract value, should be able to use today.

Today, Altman is producing 30% of our top line revenue every month.

Now, let's jump into the tactics and the strategies.

So Altman already spoiled it a little bit, so we're gonna go a little bit deeper on this side as well, but Altman is an important one.

So increasing ARPU was a key for us to make it successful on Altman.