Iba Masood

The nature of how they use us.

So, you know, they don't need like, you know, enterprise level security.

And they're typically, we classify them as mid-market.

And, you know, with mid-market, we've seen that the need is primarily, and, you know, some of these are like sporting goods companies.

Some of these are, they're not your typical,

technology companies or it companies, but they need to innovate and iterate on, uh, on their existing products.

So for example, like a sporting goods company wants to make, um, Jersey designers, like online, uh, online Jersey designers, you know?

So, so we're seeing that the need is, um, uh, is, is pretty prevalent, not only in tech companies, but also in companies that are kind of like, you know, wanting to innovate.

The floor is typically 120.

But what we've seen is we do bring in like mid-market companies for six month projects as well.

So we've had like projects come in for about three to six months where they're typically like starting off with a pilot in some cases.

And then once the pilot works out, then they kind of scale up to an annual contract.

That's a great question.

So about 60% of our revenue comes from placing the talent and about 40% is coming from the software.

We do think that, you know, those metrics may change over time.

But I think what's more exciting is now when we first started with enterprise, we were kind of going on a one-off project basis and

Well, what's happening was, so for example, with like the likes of Cisco, we were doing multiple projects within like one enterprise, but it was with different teams.

So what we're excited to do now is get into multiple teams from the get-go.

And the way we're doing that is we're essentially like doing these pilots where we're able to prove out the value with like an initial five-figure deal.

And then from that, move into a six-figure deal when they have the confidence to really like...