Garen Hess

And even though we're doing it successfully,

It was great advice because it's given me a little bit more stamina just kind of knowing what I'm getting into going into it.

No, we're not really increasing the pricing for any existing customers or anything like that.

What we're doing is just letting them churn if they don't get the kind of support that they're looking for, if they aren't implementing effectively.

Like I said, the content is one of the primary issues.

So in the past, we actually worked through this model where we were building content for people.

Because, yeah, it was painful because right out of the gate, we said, hey, we have this great platform.

it personalizes video experience for an automated demo.

And people said, well, how do we get our content in there?

And, and so we started trying to figure out how we could take control of the sales by offering a complete solution.

Yeah, we definitely did that.

The problem is the content phase, building out content,

turned out to be a massive mistake.

And that's because even though we were able to get deals done and close and grow quickly, the content,

development phase of the project would really get bogged down.

And it wasn't because we didn't have enough resources.

We were actually very innovative in how we built out an agile content development methodology and all that, but the clients would get stuck just not focusing on it.

So we'd turn around a script for a video piece or whatever it might be.

And, uh, and the client would, you know, take three weeks to get back and it'd be another six weeks and then it'd get bogged down.

And six months after they bought the software,