Francesco Putignano

So we have two buckets of customers that are very different in terms of the type of revenue they bring and the type of way they use the system.

So if you're an enterprise customer, we provide you with a tool for the field

which you can then connect with the rest of your suite of products.

If you're a small customer, we are basically your ERP.

If you're a three people construction company, you can rely on Mela to be your

you know, ERP and managing your asset and your work.

So it's two very different use cases, which we address with the same exact product with different support and strategies.

Yeah, we're speaking euros.

So in dollars would be probably a bit like under 90 to 1000, something like that.

Well, so the main focus, because we're a small company, so we the founders did all the BD and we focused on medium, larger enterprises.

So we do a lot of the work in the field ourselves to contact the companies and do outbound sales during the first year.

The interesting part was that lately, once we started getting some traction, we started getting some inbound customers, which are the smaller ones, the ones with the smaller tickets.

We don't go after those, they're usually inbound and we sell to them.

So we gathered them through Google search, a little bit LinkedIn marketing.

And what we're seeing is that, again, with very limited data, that could be a big opportunity there in terms of keeping the cost of acquisition at a few hundred dollars and the average yearly ticket at maybe $1,500.

So what we want to do going forward is bringing

that part of the customers from being from mounting to about 10 15 of our revenues today to maybe 30 40 going forward uh because yeah we think it's a great opportunity especially if you're familiar with like some european countries there's hundreds of thousands of construction companies and service companies with less than 10 employees

And we want to address that in a different way.

I mean, we will keep the outbound because we enterprises like us.

And so we think we want to continue there.