Ari Salafia

So we might.

Fire the customer a little bit cheaply, but we're not going to be stingy on what we pay that affiliate.

So typical SaaS revenue shares around 5%.

We're paying our affiliates 10, 15, even 20% on a first year deal and sometimes on multi-year.

So we want to incentivize them to continue to be thinking about us, to be spreading the word, because if we can influence the influencers, that can have a huge, huge effect.

So our competitors, you know, they raised a ton more money than us.

They're also compelled to spend a lot more than us.

Right.

So where they might think of they need to get to 1,000 customers or 10,000 customers, like blitz scale, we think about how can we get to 100 to influence 1,000 or 10,000.

So just kind of a little bit of a different approach.

So this is an agreement that we send like a binded kind of practitioners or channels.

So I think this one is Forecaster.

So financial planning software.

And we like to go in and create pretty steady partnerships with folks that are already selling to our ICP.

So our ICP is a lot of the folks in this room.

Precede through kind of series A venture backed or bootstrapped startup technology companies.

So why not hang around folks that also sell into those companies?

They're looking for value add services.

We're looking for value add services.

We don't always want to just be talking about.