Mathilde Collin

No, so what we've seen is we have far more upsells in new teams from the same organization using the product than on people upgrading to a new plan.

So as an example, MailChimp started to use the product when we launched two years ago with their partnerships team that had partnerships at address with lots of incoming inquiries.

And today they have 10 different teams using the product.

And that's mainly how we make upsells.

Yeah, so it's really to sell to a new team.

It's not only switching to a higher plan because you need more inboxes, but it's just like the support team was using it.

Let's try to get the sales team and now let's try to get the HR team and let's try to get the communication team.

Yes, we do.

We have five people in the sales team.

Yes.

So for the moment, it's an inbound sales team.

They qualify the people that sign up.

And then if they think that it could be a good deal, then they will call them and help them with setting up the account and telling them more about what Frank can do.

Monthly is an option, and we have 80% of our users on a monthly plan.

Yeah.

Yeah.

Yeah, no, I'm young.

We didn't disclose that.

So, you know, if you go back to what I said earlier, why I started this company and making more people happy at work, I think it's true.

And so I think right now my main goal is to make as many people as possible happy at work.