Daniel Melkerson

But the markets are small, so you need to grow outside your borders really soon here.

That's not an issue in the US.

it could be better.

And once again, and this is something I regret before this interview, I should have known my numbers better, but, but we, we really, that is one of our key KPIs to grow that because we actually, what do you want to hit?

150%.

Expansion is low.

We actually started our upsells, you know, more upsells team last year because we've been heavily focused on new logos and new ARR in the company so far.

This year, it's not the big 500 US dollars this year.

Yeah, 500,000.

uh now they are very very focused on doing cross sales at the moment so not not you know upselling you know more seats or raising the price so we have different products on the platform and new users are very focused on one the initial product and now they sell the other products and they have

They are very open to do however they want.

They focus from the largest ones and going down right now because this is new for us.

We did it in the CS organization, and this is something we did really wrong.

So we had what we call our customer success personnel that were doing up sales, which is a stupidest idea.

I don't know why we did it.

Because they need to take care of the customers first, make sure they're not churning.

And when they have time and have an opportunity, they can do some sales.

Now we have customer success managers and upsells salespeople, sales managers, which huge difference.

Interesting.

Yeah, I'm actually, I have a book here, Choose Happiness, because you need to be happy as well when you're doing this entrepreneurship thing.