Godard Abel

And some of them, frankly, can spend over seven figures with us.

And so I think our ARPA across the board has been growing.

And I think one simple one, you know, our basic kind of branding package, which is basically like a premium profile on G2 plus tools to, you know, embed CTAs in your G2 profile.

I think of that as like a Glassdoor premium listing.

But one nice thing about that, like a startup only has one product.

Whereas let's say in IBM, they have hundreds of listings on G2.

That's one nice thing.

And we license that one profile at a time, one product profile.

And so with enterprise, we can say, hey, why don't you upgrade a hundred products at once?

And obviously we'll give them a better deal if they do that.

So that's one dimension of scaling.

And then the other one is we do have three additions to our seller solution.

Basic addition is that premium profile with branding, with some review management tools.

But then our second tier solution includes our buyer intent data.

And we have what we call a power package for our buyer intent data.

And sellers love our buyer intent because now every month there's 7 million software buyers coming to G2.com.

And our buyer intent data can tell you what are they shopping for.

And obviously if you're a vendor, and I was always in the CPQ business before, but I would have died to know who's shopping for CPQ software right now.

And G2.com can tell them that.

And we can't always tell them the person because obviously we have to respect people's privacy, but we can usually tell them the company that's shopping.