Makita Mikado

And then you add on top of that, let's say, utilization of something like payments.

You can transact through PandaDoc.

You can get paid.

Once you send a document, the document gets signed.

Let's say it's a proposal.

Third party can...

uh, submit a payment credit within the document.

So that is an additional revenue stream.

Uh, so basically the average revenue per account, the average, uh, Arpa can grow through a number of different, uh, ways and it has grown for us.

Uh, uh, in terms of like, uh, our pricing, our pricing did not change as much and the next pricing,

remained pretty much, well, not the same.

Of course, we're working on it and we're experimenting with it, but it hasn't changed drastically.

Upmarket versus downmarket, we continue to focus on small-sized businesses, companies that have anywhere from 10 to a couple hundred employees.

That has been working really well for us.

At the same time, we see more and more deployments with companies that have more than 200 employees, that have more than a few thousand employees.

And we're seeing just a lot of improvements in metrics with smaller businesses.

So I wouldn't say that there has been a...

Yeah, a little more than that.

Uh, we raised a little bit more.

Okay.