Garen Hess

And then as they share the demo with other people, and this is one of the primary goals, is to discover and engage other stakeholders in the buying group.

As they share that demo with others, the demo will, again, personalize automatically to each stakeholder in the buying group.

And then under the, behind the scenes, or under the hood, we're tracking all that that's going on, and we actually bring back analytics, what we call demolytics,

back to the salesperson.

And this allows them to see not only what's happening with the individual prospect, but how what that one prospect is doing compares to what all the other stakeholders are doing.

So you get the sense of alignment or misalignment.

So average customer, average deal size is about $17,000 a year.

Okay.

So we typically get in a lot of companies at about 25 seats and then they scale up from there.

A lot of companies, because we're a brand new technology, arguably a brand new category of software, need to see proof in the pudding before they're going to expand.

And so they'll start out with a team of, say, 20 to 30 reps, see what happens, and then expand from there.

Interesting.

If it's a marketing use case, then there's a usage component.

But our main focus is on the sales side.

So we launched the company back in

2014 and, um, and, uh, well, technically in 2013, but got to market out in, uh, 2014.

So that's kind of when it was launched out on the marketplace.

So we've got about 200 customers.

Um, it's been an interesting journey because I thought this was going to be a small business play where we're just going to charge, you know, I don't know what I, what I was thinking at the beginning, but, um,

It's turned out that fairly quickly we started engaging companies that had large sales teams and they were getting good traction.