Matthew Bellows

We can do a little bit larger, but that's kind of our middle of our bullseye.

We sort of looked at two different things.

We looked at where we're already strong.

So of our existing customer base, where have we got a lot of customers already?

So companies like Box and Zenefits and others that are in that sweet spot already.

Then we looked at US census data and US business data to see the distribution of companies in each category.

And so we just sort of wanted to pick one that's a little bit aspirational and yet we're confident we can execute on it.

And then as we go, we'll move up and up and up to sell bigger and bigger deals.

We are very much of a come one, come all kind of company.

So we sell much smaller deals than that.

Our average deal size is around $500 a month.

Yeah, exactly.

And so then we we skew up and we skew down.

A lot of deals smaller than that we tend to do over the credit card people just put in their credit card and buy salespeople that are trying to close bigger and bigger deals.

Well, this is a very individual question.

So it will vary based on your product and especially the deal size of your product.

The smaller the deal size, the more leads in general you need and the faster they have to close.

But, you know, we look to give each individual sales rep about 100 leads a month.

to close eight to 10 leads they need to make their quota.

Yeah, our quota is $4,000 of new monthly recurring revenue a month.