Jonah Goodhart

Yeah.

So basically we were really focused actually not on expansion in the beginning, but we were really this for the first, I would say almost two years from 2012 to 2014 of just getting new logos.

Frankly, we didn't honestly focus on expansion.

It was something we talked about in board meetings with Mayfield and our feeling was we want to be a new logo machine.

We want to be able to just generate new business, new business, new business.

And really importantly,

hold those companies with us so low churn so new logos and low churn were basically the only things we cared about with the belief that if we're providing value and they're not turning over time we'll be increased we'll be able to increase our deals we'll be able to add more to the package in terms of how we price things we always looked at it as package pricing so we said look here's all this cool stuff that we can do for you now

tell me what you want.

And they would say, well, I don't really need this, but I definitely want that.

And I definitely want that.

And I definitely want that.

How much is it?

And we would say, okay, great.

We'll come back to you and we'll give you a price for everything that you want.

And we would basically package price that way.

We didn't do, we didn't put a matrix on our site.

We didn't do a transparent pricing.

We said, look,

We're going to put together each deal is different.

Each client is different.