Antti Navala

We don't charge by that.

I'd say in the ideal customer segment, it's probably on average about 50,000 in ARR.

So on an annual basis, we have a pretty broad range of smaller and larger customers, but that would be the average.

Yeah, we have quite a lot of business through our reseller partners.

And in that kind of partner business segment, the typical annual prices would be a few thousand dollars, let's say 5K.

And then we go up to our enterprise customers who pay well over a million per year.

Yeah, similar.

It's been a fairly natural evolution for us, but I think part of it has definitely been getting to know our customers through business problems better and understand where we offer the most value.

So we continue to be on a journey of becoming more and more specialized and really serving those knowledge work companies well, because that's where we provide the best value.

And those are the companies who can also then afford to pay most because of that value.

um yeah that's an interesting interesting question um not sure there's a kind of a one straight answer we let the reseller partner um kind of own the commercial relationship with the customer as as much as they can and want we obviously have a direct subscription agreement with the customer too but for us the partners are the front-facing

communicated to the customer, they provide the first level support.

And we want it to be that way because that's how we can be efficient for that higher volume of smaller customers.

No, it does go.

So we do, we invoice the reseller, the reseller handles payments with the customer.

So I'm not going to disclose the specific percentages, but something like 30% would be kept by the partner.

Our product is, let's say, unfortunately a little bit more complex than something that you just buy and pay by credit card.

So I don't think that's a real practical problem for us.

We don't enforce pricing to the customers, so our reseller partners would be free to

price lower if they want to.