Nathan Berry

Short-term performance-based is profit sharing and long-term performance-based is equity.

And what I think that does is it makes this whole, like this matrix where it's all covered and you're taken care of in each way.

And the individual team member can get a feel for the trade-offs that the business is making.

So for example, I, as a founder, I'm like, let's spend right now because let's get on the growth trajectory that we want on our path to 50 million ARR, 100 billion ARR.

You don't want a team member to be like, no, no, no.

I want money in my pocket.

Profit sharing.

Yeah.

And so by having them participate in each side of it, they get to live in that tension that you as a founder live in and they go, okay, yeah, let's invest now because profit sharing will be bigger down the road.

And because, um,

my equity is going to have more value down the road.

Yeah, so I own 90% and the team pool is 10%, of which 7% is currently allocated.

It's working decently.

There's a lot of things that we're having to figure out.

We're able to drive a lot of free accounts.

But one, for example, we found that our mobile experience isn't as good as it should be.

And so, you know, inexpensive accounts to drive are mobile.

accounts, but if you don't have a great in-app mobile experience, then they're not going to convert or they're not going to have a good uptake.

So there's a lot that we've been trying to figure out.

The other thing is we're about to kick off some big new brand campaigns where we actually hired a major marketing agency to produce video brand ads for us.