Harshal Khatre

So we had to spend a lot of time

and energy supporting those customers, right?

So then we, what we did was we launched this free edition and then we created a very good knowledge base and, you know, a bunch of videos and people started to, you know, figure out on their own and they got a sense of what this software is all about, okay?

And when they are ready, they started moving on to the paid tier plan.

In free plan, we don't offer support.

So the support is reserved for the paid users.

We are totally bootstrapped.

So currently we are 18 people that are on the team, apart from the three founders.

Around seven of them are engineers.

We have two salespeople.

There is one more vertical that we also focus on.

So this is a software which is a SaaS-based model like ProfitBooks, which we sell directly to the end customers.

But there is one more vertical, that addition that we sell to chartered accountants, the accounting firms, where they can onboard their own customers and have their own branding.

Okay, so we use our salespeople to talk only to those guys.

We don't use our salespeople to talk to people who are using our free edition or, you know, wanting to move to the paid version.

No, no, they don't have quota.

No, actually, you just blurred for a minute.

So that's why I was looking.

100% inbound.

So we write a lot of articles.