LV

We've raised 2.4 million to date and a million was raised just a few months ago.

Got it.

Yeah, free users on the platform, about a lot of them were paying.

The first thing was to offer as white glove a service as we could.

So the way I would pitch it is like anything you need, cloud-related or DevTool, any question you have, talk to us.

And one of the main drivers for that was actually a shared Slack channel between our team and their team.

And we just found that through these trial periods or extended pilots, people would ask questions again and again and again, and slowly they learned we were invaluable.

And that helped us establish a monthly cadence where pretty much large swaths of a dev team will be on a Zoom call with us, and we kind of do a whole overview of the stack.

And when that cadence came into play, we started learning what kind of tooling people need in very targeted ways.

And the question really became like, hey, if I built this,

for you, will you pay us?

And that's how we started getting customers to say yes.

Love that.

But yeah, definitely offered a ton of white glove service before we even got there.

I have no standard pricing model.

I try to get a percentage of cloud usage, kind of low digits overall.

So think of it, if you're spending $100,000 a month on cloud spend, I'm going to try to get $1,000 to $2,000 of that at least.

But it really depends.

I have revenue coming from two different sides of the market right now.

I have revenue from the demand side.