Emil Brill

At a high level, I'll just talk about what ACV is on both sides of the marketplace because this is a software-enabled marketplace.

ACV on the property management side, some of the names that you mentioned, is relatively nominal.

It could be anywhere between $6,000 to $10,000 a year.

Where we do monetize is predominantly on the supply side, and that's on the vendors.

ACV on the vendor side could be anywhere between, let's say, $3,000 and $6,000 a year, but that's at volume.

Yeah, I mean, I wouldn't have those exact stats, but I could tell you that in the past two years, just a couple of quick, I guess, headline points on both sides of that marketplace is that we've gone from virtually zero on both to 5,000 buildings on the property management side, on the demand side, and 35,000 vendors on the supply side.

Now, that is all in Canada.

We're launching now in the US.

And so we do have a big backlog of both supply and demand that's being implemented, being onboarded.

But I won't speak to those numbers yet, A, because they're so fluid, and B, I don't have them off the top of my head.

Yeah, the vast majority are.

And it's a very good point, especially our market is rather, we'll call it, behind as far as technology and adoption goes.

So there's this massive change management piece that you need to deal with.

Yeah, no, it's predominantly based on what we call wallet share.

So we have this tool, this feature in Vendor PM, where they're actually planning all of their services and all their contracts through Vendor PM.

That becomes the benchmark, what we call the scorecard for success.

And you can take a fulfillment rate based on that.

Yeah, roughly 2000.

So the way that it works is, yeah.

So the way that it works is yes, you do have, I mean, listen, you can have AAA office assets where you have a team of three or four, even five managing one building.