Jay Fulcher

So you've got customers at all different places in terms of how much revenue and how much revenue per customer.

The other part of it is that it's not all SaaS.

Some of it's also a part of our brokerage business.

One of the things that we think is kind of unique about our insurance business is that when we did move that to a third party, we created a rev share vehicle over the course of several years now.

where we claim some of that revenue as does some of our partner.

Fairly soon, we're gonna be announcing some additional new broker partners who will also be starting to build some of that capability on top of our platform, which means it gives us an opportunity to sell more of our HR and payroll and benefits products to their customer bases.

Conversely, they're able to use some of the efficiency that we provide with our tech

into their insurance book.

So it's a very kind of a symbiotic relationship with the broker community.

We're excited about that, but it's sort of in motion.

So some of what you're doing there is you're kind of conflating our SaaS business with our insurance business.

And of course, there's customers of all different sizes.

I think the best thing I can tell you, Nathan, is the next...

imminent milestone that we're focused on is a hundred million bucks.

Yeah, so we have about 500 employees and we probably have another 150 or so contractors around the world that are working with us.

We have a headquarters here in San Francisco and then we have a very large operation in Tempe, Arizona.

If you're familiar with

sort of the greater Phoenix area that's a hub for insurance and benefits companies.

And so we've loved being down there because it's been a great source of talent for us.

We also have a fairly large office now in Vancouver, BC.