Ivan Smolnikov

Actually, you know, it's a good question because I've been in this business for 14 years almost.

And before that, I was building the more traditional company.

And now I'm building the platform where everyone actually can hire freelancers from around the globe directly.

And that is a major, major unique thing about this platform because you

Traditionally, you can go through agencies only, and right now you have a platform where you can have technology automating workflow for translation, plus linguists from around the globe, and payment automation.

And this works equally both for end customers and agencies these days.

actually it also works the difference is that first you don't have automation workflow technology on the platform and without that it can't work for big customers because if you're a big company with good budgets you just can't deal today without automation technology you can't just throw your you know content to a linguist and just make the translation done you need automation technology allowing you to reuse what you have

have been translating before, and also to leverage from machine translation, glossary management, and a lot of other tools automating the workflow.

This is first thing, and another thing is that you need to have professional translators, which are, you know, pretty unique thing, and you need to curate them.

And also you have to do payment automatically, because if you are about hiring someone in China or Vietnam, and you would like to deal with payment to this country, it may be quite tricky.

But we're more pushing the marketplace fee when companies are paying to link this around the globe and agencies also.

On average, it's about 10K.

But there are customers who are paying us like 100K or 200K even.

And the subscription fee is around $500 per month.

But we don't push it too strongly.

It depends actually on the type of your customers.

We have big enterprises or medium-sized agencies.

which spend on a linguist pretty much the same amount every month.

And usually they're expanding, actually, and they are growing.

So we don't see big fluctuations.