Chris Brisson

And so like what are these core feature sets that you can just start to knock off to get to that ultimate yes?

Now I love what Todd just talked about is like this forcing function to move up market.

And we've gotten some big customers and we're like, oh my God, they just broke our system.

I'm like, yes, this is awesome because we just figured out a whole new opportunity, a great business or a great feature to build to allow us to get more of those customers.

And so it's like, we say yes to those guys, even though we know that at some point maybe they may churn, but they're gonna open up so much opportunity for us to solve these micro problems that can mean, you know, a six figure, a multi six figure contract.

And so that's how we do it.

So I got a minute and a half here.

So let me talk about some of the keys to scaling.

So one of the things I talk about is the idea called stack the line.

And so what a lot of companies focus on, if you look at really the two ways to grow SaaS companies, if you follow Jay Abraham, he talks about three ways to grow your business.

But in SaaS, there's really two ways.

One, you get more customers, which is the hardest part.

is you increase ARPU.

And so what are the ways and strategies from which you can increase average revenue per user?

And so the loneliest number is number one.

A lot of companies are like, cool, we've got $49 plan and the only way to grow is to get them into 99.

That sucks.

Why?

Because it is hard to get somebody to move into that value metric and they may not be in that next value metric to move up to pay $99 a month.

Even though you're training them and teaching them,