Chris Savage

And if someone's looking at the list of stuff, they're like, oh, yeah, of course I need that and this and this and this.

You add all the value together, and it feels like you're getting a really good deal.

It feels like you're getting a better and better deal.

And I think that has actually helped with word of mouth over the years.

Yes.

Yeah.

I mean, we... Not only were we under 80%, but like we had a stake with the storage stuff and like our gross margins were like high 70s and just started precipitously dropping.

And I'm like...

basically if we didn't make a change we're going to be in a bad place in a couple years so we fixed it um and we're in the 70s but we're not we're not like uh you know i talked to people who have like a 92 gross margin i'm like what how are you what do you even how like look at you easy life over there they don't have the cost that you have though that's the thing right yes now how many customers are you serving today

Um, we've got tens of thousands of paying customers today.

Yeah.

We have a free plan that you can use, um, with three videos.

There's a few hundred thousand on that.

Um,

Yeah, there's really simple stuff.

I mean, I think I was just in a meeting about this this morning again because it's like one of the things you're always working on.

But the question we always ask is like, do people know that they're at a limit or not?

If they know they're at a limit, then have you not justified the value?

And so you need to do something that helps them feel more comfortable, like exploring the product by giving them more time, giving them more videos, which is one of the limiting factors for us.

Basically letting them spend more time talking to somebody, or is it simply that you haven't made the ask?