Kunal Bhatia

So we started off with actually a different market with conference organizers.

And, you know, I got the feedback then from Hiten Shah, you know, don't be in that uncanny valley of like, you know, there's the SMB market, then the uncanny valley and then enterprise, you know, mid market.

So we were right in that that dead zone before.

We've since changed

our average contract value is now up above 10K.

It was literally positioning.

And we've done that positioning change in the last two months.

We've run two enterprise pilots recently with fabulous, you know, Fortune 500 customers of ours.

So we're right now in that...

middle positioning change and it's going well so far.

Much lower.

It was within that one to 5K range, which is, you know, not very supportive of either sales model, whether it's product led sales or, you know, having BDRs and the whole sales.

We launched about three years ago and then went through Y Combinator Startup School in 2017.

That sort of helped us accelerate our growth initially.

We actually shut down in the middle officially earlier this year.

But a couple months ago, we got some people knocking on our doors to run enterprise contracts, enterprise pilots that we ran.

So we've got a handful in the new space with enterprise companies as well as mid-market companies.

Between 10 and 100.

Yeah, much higher now because of the new mix of customers with the enterprise pilots.

We closed them.