Lev Yakupov

So we try to pursue the companies who don't have enough money or trained personnel to set up solutions from Cisco, Microsoft.

So this is our niche.

It's not a plan, it's just a license.

So yeah, our customers download the software, install it in their network, and we have a free version.

That's the core idea of our business is a freemium model.

So we do something, we give away something for free.

We do this for many years, and this is proof to be very efficient.

So when our customer is quite familiar with the solution and decides to switch to the paid version with more features, he just goes to our website and buys the full license, which he can use forever.

However, we require to pay us a small fee to update to the new versions.

It depends on the size of the license.

So let's think about 5%.

of the price of the initial license we require to pay to get the updates for the new version for a new version so annually it's probably around five percent but let's think about this way so uh the average price for our product average is approximately five thousand uh five thousand usd so uh yeah for lifetime license it depends on the size so it's just an average uh so if

will be probably not a big money, like 250 bucks per year to continue to receive updates.

We have to divide our customers into the two groups because we have a free product.

We have thousands of companies who runs the free solution.

Yeah, but they become customers.

So if we took the number of customers who paid our solution,

And we don't know exactly, are they continue to use this product or not?

Because if the company don't buy the updates, it doesn't mean they stop to use the product.

Because the product is usually located in the private network.