Andrew Patrick White

I can do many things in my life, but not that.

Roughly half that.

91% new revenue.

We upsold two clients.

So it's 91% new client base, but two of our existing clients subscribe to our second product.

Yeah.

Yeah, it's just for us, it's like it is very clearly.

It's a new logo play rather than expansion.

But as we, you know, we want to do both axes, the vertical and horizontal.

You know, at the moment, it's been very much about getting more logos.

But as we grow, it's about providing more services to the existing clients, which is the typical nice thing in that.

in B2B that our existing clients are very happy.

They respect us.

They like our service.

So when we say, Hey, would you like to subscribe to this service?

And if it's of use, they'll generally say yes.

We're very much, hence being bootstrapped, pretty serious about our pricing, that it's fair, transparent, and there isn't a lot of error in there, there isn't a lot of room for discounts, so we're pretty strict with pricing.

the market very well as you said it's a smallish market so you know we it's very much that's what it does it's it's as we say in england rum seal it does what it says in the tin there's not much sorry andrew just to be clear it's not about pricing it's about it's about like you're using spending money on conferences on salesperson's commissions on travel like you're what you spend to get a new customer yeah sorry well it's similar enough the answer that i am

We traditionally haven't done much conferences.

We traditionally haven't done much marketing, obviously SEO, things like that.