James McDonough

So usually we invest in success and make it super easy for them to start adopting.

And then when they're ready or they have that adoption, we're there to basically support them in any way to, I guess, go larger.

But we don't do any, I guess, outbound, say, hey, we should use this product and take them through the demo cycle.

Yeah.

Uh, yes, there's, but that's usually sold at the, to the, the, uh, CTO or yeah, yeah, yeah.

We don't do that.

Right.

We, we sell it to the, we sell it a low ticket frictionless.

Yeah, usually success.

It starts boiling up because maybe IT in that region finds out about it and then they're expressing wins from a business level.

If we raise more money or, yeah, that's definitely an opportunity.

Yeah, we're basically a product-focused company.

It's very low in terms of paid and the enterprise side.

Anyone who's adopting isn't churning.

It's basically they get addicted to the product.

We churn out maybe the really small businesses that are either...

going out of business or they're looking for free and they're experimenting first.

Oh yeah.

Uh, well, because when they flip up to enterprise, it just, it just kind of dwarfs the, the ones that we lose.

Uh, yeah, I guess.