Matthew Glotzbach

And we actually give them a great preview experience logged out.

Then we look at conversion to logged in.

So now we know who you are.

Then we look at activation.

And what we call activation is, okay, you've used the product once or you've used this to study one thing.

How do we become part of your regular study habits?

And then we look at active from an active user to a paid user.

And we don't actually try to, you know, I think an important point is understanding your cohorts of users.

We don't try to monetize elementary school kids.

My goal isn't to try to get $20 out of a grader.

But we look at them through that life cycle and say, okay, as you progress with us, when you're moving from your sophomore year in high school into your junior year of high school, that's a really big turning point.

When you go to college, you just raise the stakes, right?

When you're in graduate school, it's a whole different ballgame than when you're an undergrad.

So we look at the life cycle and we understand each of those different types of users and

and take different tactics in terms of monetization.

Um, I, again, probably don't can't, uh, can't disclose the financial side.

We have three goals that we look at and we treat them, you know, it's a three-legged stool that you need to keep in balance.

So there's obviously a revenue goal because that's around sustainability and drives our growth, right?

The way in terms of the growth of the company.

I always tell my team that, you know, we need to be a profitable, sustainable business so that we can reinvest in the mission and really fundamentally change global learning.