Matthew Prince

And frankly, if you're charging more when someone gets attacked, that feels a little bit like extortion.

And so we said we wanted to prevent that in the first place.

we wanted to make our pricing incredibly predictable.

And so our original pricing was very, you pay us 200 bucks a month and it doesn't matter how large the attack is, we're gonna make sure that you're protected.

And so we have had to try to figure out ways

to either by adding features or building in things that are usage-based to get those to drive expansion.

And I think that's very much the piece of our business that we're figuring out.

I think we're better at it in the high-end enterprise and mid-market business, in the self-service business,

It's been something that we're still working.

Yeah, that's right.

But I think there are opportunities for us to do that.

I think that we took some things that people would price on a usage base.

So we have a CDN-like product that traditionally would be based on the sort of bandwidth used.

We think that part of what's disruptive about what we've done is we've made that basically free across all our plans.

That said, we now have effectively a private virtual network where we can get packets from one side of the internet to the other side of the internet faster, more securely, more reliably, and more efficiently than anyone else.

And that's something that is a really unique asset.

And so that's something that we are willing to price on a usage basis.

And I think those new products are what will really drive net expansion dollars for our existing customer set.

To be honest, we haven't as much largely because we have not been as traditional of marketers.

Lifetime value is a great way to figure out how much you should spend then to acquire a potential customer.