Dennis Mortensen

And I could have told myself that.

But then again, if you ask people, would you like to pay?

Yeah.

Would you like to pay $39?

Seems about right.

Then when you put up your first version at $39, people say, no, I'm not willing to do that.

So we had three iterations on price and kind of

ended up on the right kind of $8 for that individual edition in October of last year.

So that took us a little while.

That first batch, we actually just tried to be nice and kind on those who signed up for the waitlist first, started just in reverse order and just did them in batches.

Straight waitlist to paid, yes.

That's different.

So that is correct.

We did have a very large beta population.

We had a very good understanding of what a user would look like and how they would behave and what a trial should encompass and how I could get them through a trial to be a paying customer.

So we certainly had a good idea of that.

All in all, I actually don't remember.

We did both at the same time.

So both ran through our wait list and of course our beta users.

waiting line out oh so the surveys were based off of that so all of the most kind of a fair distribution of customers those that did a ton those that did a few but we had a high share of calendar because if you do six meetings and i do three for you then i kind of own half your calendar if i do three for you i don't own anything right so it was a fair distribution and we interviewed about 5 000 of those to get a good idea of where we should kind of put ourselves in market both on