Garen Hess

Not to say it can't be used for small business, but you have to put in a pretty significant effort at getting your content in there.

And the larger companies tend to have

the resources, whether it be pre-sales, sales engineers that are building content or sales enablement focused people that are able to go through the implementation phase more effectively, I think.

And that's been a learning curve for us.

Yeah, exactly.

We had one investor call it proactive churn.

I think it was because it's a little frustrating to

see growth in the enterprise, but not see a lot of growth on the top line.

But we know that we'll return to that.

And what we're doing is transforming maybe what you might call low quality revenue to high quality revenue.

That's exactly where we see it heading.

Our ACV used to be at about 12, 13, something like that.

And so we do see it increasing.

What I think is interesting is I was sitting in Sequoia capital's office with Matt Miller over there a couple of years ago, and I was telling him we're trying to make the shift.

And he said, you know, I'm going to tell you something that no one else will tell you.

And I said, what is that?

And he said, moving from small business to enterprise focus will be as hard or harder as starting your company over.

starting your company in the first place.

And it was actually really good advice and I've appreciated that because even though I knew it was gonna be challenging, I hadn't thought it would be that challenging.

It turns out it is that difficult, I think, to make that transition.