James Sturges

Yeah, that makes sense.

We went after who we already know.

The trick is, of course, enterprise software selling is difficult because, you know, it's a long ramp time.

It's, you know, with a brand new customer, it's a very expensive acquisition, you know, unless you already sort of have that relationship.

A lot of it is the relationship building.

But then also there's that, you know, the procurement process is just much longer.

then call it a per seat consumer play where someone might just sign up with a credit card.

So we've been doing about three plus year deals.

So absolutely.

All that cash isn't up front though, is it?

Uh, we do by per year.

So we have the agreement for three years or so, but they pay for a year at a time.

Yeah.

Yeah, that's that's kind of correct.

Exactly.

You know, there's there's certainly volume discounts.

We also so that's the kind of product pricing.

So we typically will do services based on top of that.

Yep.

So based on what you might want to do, you know, if you just want this out of the gate, great.