Matteo Franceschetti

So what you're saying is the mattress.

So if you want the full 360 degree solution, yes, that is the entry level.

But then we sell the cover only.

So you don't want to change your mattress.

You just want to buy the technology and make your mattress smarter.

At that point, we sell the accessory and I think it starts around 1500.

Yeah, we don't disclose that.

Obviously, we try to find the balance between what can help us build a solid business because at the end of the day, our customers, they want us here in 10 years and also being fair with our customers.

Yeah, it's a fair statement.

Obviously, you know, if you're a customer, you see what is the difference, the challenges are always the CAC, right?

So you need to account for that.

Yeah, I mean, just to give you an idea, in the past year, our practice dropped 60%.

So things are going in the right direction.

For us, there is a lot of word of mouth.

So that is a big chunk of our revenue that is helping us to grow in a healthy way.

And the reason is people are liking the product.

And so they refer it, they recommend it, and other friends, they buy it.

In particular, when a product is so expensive, meaning, right, compared to a $200 or a $50, yeah, benchmarking, people want to hear from other people about the product itself before pulling the trigger.

And so that is where all our focus goes.

So organic growth is much more important than paid growth for us.