Chris at Blackthorn.io

It's really doing a lot.

So as we've gone on, we've increased the pricing there.

And just to give you an example of my insanity, I had 930 different prices that I looked in my Stripe product price book over the first three years.

I had a unique price for every single customer.

So basically, the pricing just never scaled at all.

So this is George in Australia.

I've never actually met George.

I've been to Australia once.

It wasn't then.

And I never even saw this booth, which was a really interesting kind of concept about scaling.

Stuart Butterfield said, I never understood the size of our company till I saw an ad in the newspaper I didn't even know we were running.

I didn't even know we were going to do this.

That was a whole other different kind of thing.

Anyway, that's the tangent.

So play with packaging.

What we found is that within our target verticals of higher ed and nonprofit, they want to be told a story.

They want to understand how to buy stuff from you.

So once we had our ICP, our ideal customer profile, whatever that thing stands for, we then could find out who it is that we were talking to, what it is that they wanted to buy.

So we had multiple products, this payments, pay link, document link.

No one knew what the heck all this stuff was.