Jonah Goodhart

Their needs are different.

The support level they want is different.

The number of users they're going to have is different.

The volume that they're going to do through our system is different.

The different sort of levers could end up being different.

In the beginning, we didn't know all the time.

This is OK.

We have a handful of levers, which you mentioned earlier.

The number of users is one of them.

The amount of volume that goes through our system is another.

But I think we assume sometimes in the SaaS world that your levers should be X. It should be bandwidth.

It should be volume.

impressions.

It should be users.

It should be seats.

And it's not necessarily the case.

You want to think about, in my mind, what are the things that are actually driving the business of your customers?

And if they do well, what are the things they're going to use more of over time?

And what are the things that are sort of logical to be able to price based on?

But honestly, we just thought if we can not lose customers and get lots of