Jon Lee

So it really depends on sort of

where you are in the life cycle, but I would encourage, you know, all your listeners to make sure they invest ahead, to make sure they're getting the right kind of customers, their target customers in the door.

So they really understand what their challenges are and that you design and build your product to truly solve those problems.

And then the scaling part really, it kind of solves itself, right?

You know, you get a great sales leader in there, you build out the sales team, you make sure your magic number is, you know, above 0.8.

And if your magic number is above 0.8, then, you know, you keep expanding.

So it's a pretty kind of tried and true playbook.

I think you can read, you know, Jason Lemkin, you know, does a great job in his blog on sastr.com that talks a lot about this.

But I highly recommend your listeners to, you know, check that resource out.

Yeah.

So our average customer typically signs up for the professional edition, which is a $49 per user per month on an annual basis.

About 80% or more of our customers are on that edition.

That's close to that.

Yeah.

So the majority of our contracts are actually annual, and then a fraction are monthly.

So I think that, um, you know, early in our days, we definitely did deeper discounting and that the numbers that I quoted are more reflective.

Um, but, um, yeah, we're, we're sort of in the right order of magnitude.

So that might throw 2 million MR off a bit, but I think a lot of SAS companies will find this is that,

Early on, you can only build so much product.

And so some companies go at their target market from the get go and say, OK, I'm going after enterprise customers.