Bill Brice

I mean, actually, the pro services side of our business is relatively small because our software actually is pretty robust in terms of the resources it has and the ability for people to use it.

Probably only 10 to 15%.

so the bulk of our revenue is it's the rest of it is really all licensed revenue of some form or another some of its perpetual licenses some of its subscription licenses some of its sas based services

But a lot of it's still really old school perpetual license plus annual maintenance.

That business is still alive and well and particularly in segments of the market that we serve.

Yeah, we don't even sell by the seat.

We sell by typically transaction sizes.

So a customer has, I mean, we typically don't even talk to customers unless they say have, you know, need to process at least 10,000 documents a year for signing or approval.

And going up into two millions of documents a year.

So our average sale is probably somewhere between $50,000 and $500,000.

That's probably initial contract value.

Again, literally some of our customers pay a one-time perpetual license fee, so they're paying a bigger number.

Yeah.

But then you're paying annual maintenance, which is typically about 20% a year.

I see.

So...

It kind of works out the same over, say, five-year period.

I mean, it used to be, I mean, back in the day, you used to go buy, you know, Microsoft Office and pay a one-time, you know, one-time cost for the disks, right?

Sure, yeah.

And that was done until you were ready to upgrade three years later.