Chris Aranzio

People use us for onboarding their new employees and then for just keeping everybody consistently up to speed on the newest stuff.

Are you upselling against like number of seats or feature-based upselling?

How do you upsell?

We have two packages that are split based on features.

So the premium one has like built-in screen recording and animation and Giphy and stuff like that.

The base plan just doesn't have that.

But then it's based on 25 user increments of seats.

Yeah, so the big utility of our app is it's tracking everyone individually, being trained up to speed, up to date.

And so we didn't want to sell per license per user and have people share logins and kind of game the system.

So 25 user buckets kind of match with the stage of a company.

No, we do all of our marketing internal.

So it's been just a lot of outbound PR efforts.

We've started doing a lot of content on our website, guest posts.

We sponsored events.

We sponsored podcasts.

So we've gotten a lot of traffic from those things.

So team size 24 today.

And my brother actually is our CMO and he's still managing all the marketing content.

Oh, very cool.

He came along for the ride.