Godard Abel

Yeah, we now have gone to a model like LinkedIn, and LinkedIn is one of our investors.

And Mike Gamson, their global head of solutions for many years, he's one of our angel investors advisors.

I got that wrong.

We're not selling to anyone.

Microsoft owns LinkedIn, but LinkedIn is still very independent, as you probably know.

But we borrowed the RM model from them, which is we have new deal hunters.

This is true for at least mid-market deals.

So new deal hunters, they just sign the logo, our starter edition, and we turn it over to an RM, relationship manager, who then manages the relationship, makes sure they're successful, and then nurtures and upsells.

But they kind of get a book.

It could be at a million at the beginning of the year.

By the end of the year, I want it to be one and a half million, let's say.

Yep.

And obviously they're going to lose some, so then they have to over-upsell the others.

And that's kind of what we're finding with G2.

Some customers are very enthusiastic.

Some, if they don't do a good job, to really get value from G2 right now, you have to be good at the company's marketing and monetizing buyer intent.

If you just wait for leads, you don't get a great ROI.

And so we're still working to improve that.

And one good thing about churning, though, like my last company, if we churned a CPQ customer, they went to a competitor after this, we couldn't get them back for 10 years.

Beauty of G2, it's a marketing platform.