Drew D'Agostino

And ever since we've gone up market, we've kind of adapted that approach

that whole model to just make the sales process a lot more efficient and personalized.

So our, our business is still divided between this self-service customers who's historically for the first six years of crystal was our main customers and our B2B customers.

So for them, we have annual enterprise contacts.

So the whole focus really right now is in the B2B side.

So I'll just focus on those numbers.

that is around $8,000 annual contract value versus the self-service, which is historically for us been mostly monthly contracts.

But if it's annualized, it's $500 or $600.

Yeah.

We actually just got out of self-service last month.

Oh, wow.

Yeah.

But I would say since we started really focusing on B2B in mid-2020, and that business just started getting in the beginning of 2021.

So since really the beginning of 2021, it's gone from almost 0%.

B2B to about 60% to 65%.

So it overtook the majority of our revenue.

And probably more importantly than the ACV, the retention is a lot better on the B2B side.

I kind of anticipated that, but I didn't anticipate the degree to which it would be better.

So we realized that our business is actually much better suited to be an enterprise SaaS company, as opposed to like a self-service product, totally product driven one.

So that's, we decided to just, it's still technically an experiment because we don't know if self-service is totally in our past, but we want to see what this business, how it performs with a just total B2B model.