Jason Andrew

And typically about 80% of that business is driven by a broker selling to an employer.

And it's extremely fragmented.

You have a lot of legacy systems.

It's all done in Excel, email.

So Limelight's built a platform that helps an underwriter and a carrier work with a sales executive who's working with a broker to get to you as the employer, health, dental, vision, life, disability, insurance coverage.

So we have two different verticals.

And so it depends.

In our broker channel, they're paying about $1,800 per month, roughly.

If it's just one license, it's about $100 a month.

But typically, we've got multiple users there.

In our enterprise deployments, it's closer between $80,000 to $100,000 a month.

So we started actually selling directly to independent regional brokers and so forth.

And that's a part of our business that we still have folks that are using.

They sign up.

We've got a smaller team that is working with them.

So we have them sign up on a pretty much ongoing basis, kind of off the shelf.

But most of our focus is on our enterprise business.

And those are longer sales cycles and somewhere between 12 and 16 months in terms of sales cycle.

Only two are on inside sales and everybody else focuses on enterprise.

And we're scaling that team.