Justin Mitchell

we're looking at getting kind of mass adoption before chasing those paid plans.

Growth is really going to be the kind of focus going into Q1 of next year, though.

How many are paid personally?

They put out a credit card, they're paying for a seat.

Yeah, so about 10% of our teams are paid, which is great for having zero actual paywall that hits them.

Yeah, so I'd like to see team sizes like 5Xing.

That's really my goal.

Obviously, team size translates directly into a higher monthly rate.

But for us, it's really about getting adoption.

Because once you change the way someone is communicating inside their org, they start dropping those other things which are fighting on the balance sheet.

We've even priced this thing specifically around like we assume you will have Slack.

So we don't be more expensive than Slack.

We want to come right underneath it in terms of a monthly price.

We're also thinking about how much Zoom costs and how much all these other tools cost, right?

And so as we start to change these habits, we can start messing with pricing a little bit more because we don't have to worry so much about all the other SaaS tools that you pay for.

The number one thing that we've heard from teams that have used this is you get in at, say, a bottoms-down approach or a top-down approach, and you've got a team lead who is like, this is great, I want to start using it.

The number of feedback we've always gotten from them has been,

I cannot get my team on another SaaS app.

They're going to kill me.

Like, I love this, but they're going to kill me if I tell them we have to use another SaaS app.