Marcos Rivera

And then we actually build it and then help them with how to figure out implementing it too.

Like how do you design SKUs to, you know, how do you figure out how to compensate your salespeople the right way?

Yeah.

So if I had to think about our curve, the bell curve for our engagements can be anywhere, the majority pay between anywhere from 25 to 175K for the entire engagement, some on the smaller end and some on the higher end, but that's the general, what we look at for what we- And what do you price against?

Yeah, there's really three things.

The first one is how many products are we pricing here?

Is it just one main application?

Do you have like a bunch of products in the portfolio?

The second thing is complexity in terms of your markets and models.

Do you have channel partners versus direct versus PLG or something self-serve?

How many models are we dealing with here?

And then the last one is how much help and support do you really need?

Like, do you need us to hold your hand as all the way you're through implementing or do you just want the data and the answers and then you run from there?

No, just if you think about it, all the Simon Kuchers out there, McKinsey's Bain, if you ever run a project with them, it's going to be in the very high six figures to even millions.

Yeah.

I would say price intelligently comes up a lot or profit well.

I know that they may be shifting a little bit with the recent announcement with paddle and everything that they're doing.

But they do a great job of offering some good survey services to figure out willingness to pay, things like that, which a lot of folks take, run with, and use.

But they don't really get into how do you implement this stuff?

How do you actually figure out how do you implement a discounting matrix?