Chris Straw

We were looking at more like a...

you know, 30 to 60K ACV.

And finding out that people just weren't used to buying this as a SaaS tool was a big realization for us.

And it took us a couple of months to figure that out.

It was really May or June that we sort of changed go-to-market tactics where we said, hey, you know, our customer acquisition strategy for these larger accounts

It's slow.

It's cumbersome.

You know, people are concerned about buying from a startup in this space because there's not a lot of of, like I said, case studies and stuff here.

And so we made that shift to go from let's sell to big enterprise plant.

Let's sell these big enterprise plans to let's sell these smaller individual team deals and really focus on getting that first five users in the door.

Exactly.

And that was revolutionary for us like that.

That totally opened the floodgates.

Yeah, I mean, it's kind of all over the place, right?

Like it's still a little too early for that to be a meaningful metric for us.

You know, I would say that, you know, it's in that 5 to 10K range as well.

But the expansion is what makes it worth it, which is why that net dollar retention is so essential for us.

Exactly.

Have you not made any hires over the past 12 months?

Well, we sort of changed out the team.