Eran Ben-Shushan

Correct.

And that's, you know, and, and obviously when you look at it, by different segments between, uh, you know, uh,

SMB to mid-market to enterprise, you would see different ratios, obviously.

Typical to a SaaS business.

Yeah, so that's, you know, obviously it needs to start from having the right business model in place and thinking about that in the right time and building it into your model.

And then it needs to be highly correlated to the value of the platform.

I would say that we would see typically two use cases.

One is we are on the same team.

They would start little with us and then they will give us the rest of the business on the same team of more events.

Or within an organization, we would have the classic land and expand type of approach where you would go into an enterprise organization, you would start with them,

uh, with one local team.

And then, then let's say you get a hundred events, uh, and you know, one or two teams, and then they make the referral, which is, there's nothing better than that to other teams in the organization.

And that would be another expansion model.

We launched the company, uh, first product out to the market was summer of 2012.

And we actually started, we had, we had an interesting story, Nathan.

We started from trying to solve the problem of people going to events and not knowing who to meet.

So, you know, we were, I was an event planner myself, but we were also attending a lot of events and I'm sure a lot of the people listening to us and maybe yourself as well, when going to these events, sometimes it can be really frustrating.

You're there, everything is left for serendipity and luck and, uh,

nothing is really predictive and there's no science behind it.

Although you would think that in 2019 and even back then, 2012, you should be able to have all the tools and all the data out there, whether on social networks or your mobile device or your computer to run those events in a much better way.