James McDonough

Yeah, so a lot of times, even with really large companies, we have from Exxon to other Fortune 100 companies using the platform, they start for free.

So we take away that friction to at least start it, to basically start the ball rolling, maybe allow them to show their supervisor, et cetera.

And a lot of the times,

Uh, they, that team might just use their personal credit card to maybe in the first five, 10 users.

And then now they've got enough traction to put a business together and flip it over.

Yeah, so that flip over from, I guess, individual team to larger enterprise, that's where it starts slowing down in terms of the automation.

Because Bob, the trial to first users and credit card, we don't see any of that.

We just kind of see the data behind it.

When they start flipping over, then that's where we start getting involved in more of an enterprise sale because then corporate IT starts vetting us, taking us through the security and

compliance and all of the manual billing and that type of thing.

So that's where it does start bogging down, but also the, I guess the contract values start getting higher.

Yeah, we start.

So we have a kind of standard and pro plan ranging from nine to 15 bucks a month per user, unlimited apps.

Okay.

And, and then, uh, and, and then maybe some enterprise plans that if they're wanting some more enterprise features, I'll talk about them.

Well, so when they flip over, they'll buy big chunks of users, right?

So the enterprise starts, I guess, becoming much more important than the... It's kind of like the top of the funnel.

We almost treat the teams almost as leads and nurturing them to the larger deals.

Yep.

Which then those... Yeah, that revenue is more...