Jen Grant

And in the background where nobody can see, it'll deal with the fact that that data goes to this system, that data goes to that system, and all of this sort of complexity that typical enterprises have in their technology stack.

So that was really the insight was like, holy crap, we have this great, great thing for enterprises.

Not as useful for SMB.

We've got about 15 enterprises.

So it's still, you know, that's the other change is that when you're, when I was at Box, for example, we were constantly saying like, you know, 15,000 customers and then we had 100,000 customers and then we had 8 million, you know, it's like you have these really big numbers of all these customers and you're in the enterprise and you're like, 15, yay!

Exactly right.

And so you have to kind of reset your expectations and what you count.

And you start saying, okay, well, what's our average selling price?

Like when we have 15 and our average selling price is somewhere between 150 and then expanding to these 350K deals, like that's not so bad.

So we'll be okay with that.

Not quite there because we're a little late.

We're actually right just about at the 1 million ARR, which we're really excited about.

Like literally we're like just about to go ding and get that.

It's seat-based.

So what we're seeing is one great example, one of our older customers, they started, they built one app and they had about 250 people using it.

And then they built their second app and they added additional 300.

And there was some overlap of app users.

And then they added, now they're at five apps and they're,

just shy of 1,000 users.

So that was one where we landed small and then grew over time.