Maeve Kneafsey

We have three customers, and we have two proof of concepts, which are separate to the customers.

Oh, they in total, if we were to calculate them across the year, it would be 10,000.

So we really are early stage.

Exactly.

Yes.

And if you knew how painful that is, you'd know that it's not good.

So our pricing, like everybody else, we've struggled with this one.

And what we've come down to is the fairest way of doing it is we base it on their ARR.

And there's very good reasons for that because we learned very quickly.

We did a lot of discovery with companies in the US to find out exactly what's going on with SaaS businesses.

And what we discovered is that in the very early days, your metrics are pretty damn simple, right?

Just survive, know your run rate, get as many customers as you can.

And then as you grow and grow and grow and grow,

The metrics become more complicated.

There's more data points.

So that's why we've based it on the ARR because the two of them reflect one another.

I suppose in a couple of ways, we would see it different because of the genuine plug and play self-service model that we are really chasing.

Because we don't want to be selling a whole lot of professional services to make this work for you.

we want you to literally be able to pop it in, plug it in and use it.

Yeah, of course.