Chris Brisson

And so this is a great book, Marcos Rivera, he just came out with this book, it's awesome.

If you guys wanna learn everything about pricing, definitely get this book.

He actually worked for Vista Partners, and so like super strategy on pricing.

He says this, according to invest whatever,

The probability of selling to an existing customer is 60% to 70%, while the probability of selling to a new prospect is 5% to 20%.

Existing customers are 50% more likely to try new products and spend 31% more when compared to new customers.

So we know this.

We've heard it, right?

Yes, we know our customers are the ones that are going to spend more money, but like...

What are you going to focus on?

Are you going to focus on a new customer acquisition?

Or are you going to build out your product line to solve more problems to improve expansion?

So we call this our multi-pronged SaaS.

So again, we've got subscription plans, we've got transaction revenue, which for a while was like, oh, transaction revenue, that's not a good thing.

How do you get more towards SaaS?

That's okay, Twilio's doing pretty well.

We've got seats, we've got add-ons, services we're just about to introduce.

And so guys, what can we create, what problems can we solve within our product to help our customers get more value?

So plans, we sell numbers, we sell short codes, we sell all these other additional subscription products.

We also sell transactional, so text message credits.