Garen Hess

We've recently really focused a lot more on the enterprise and that's where our primary focus is now.

But as an example, ADP, when they first came on back in 2014, they started with 80 sales reps and they did the split test for 90 days where they had every rep, every other deal they would use consensus as part of the sales conversation and

and sales process, and then they compared the deals after 90 days.

And what they discovered was that they had a 44% increase in the close rate when they used consensus and automated demos, and their sales cycle shortened at the same time.

And so that's the kind of impact that we've seen in these larger companies because they can implement it across the board.

They've got this emphasis.

How little were they paying?

Well, I think at the time they were paying about 40 grand.

And they've since expanded to over 100K.

I mean, we've experimented with lots of different pricing over the years, especially as we tried to balance small business with large business and all of that.

And so ADP, we've locked into the pricing.

We haven't raised pricing on them because they've been with us for four years now.

They keep expanding.

And so we don't see a reason to change that over time.

We get the, you know, the lifetime value of the customer really was what pays for it.

Uh, yeah, you're doing some good math right around there.

So right now we're seeing pretty flat growth because we've been seeing a change in our focus.

So we've been focusing mostly on, uh, enterprise.

And so we've seen a growth rate of about 50% annually in our enterprise.

But overall, we've been pretty flat just because we've seen some proactive churn as we've churned out some of the customers that it doesn't really necessarily isn't the right fit for on the smaller side.