Nathan Berry

We can play this long game because we're profitable.

And, you know, so we launched that free plan and, and honestly, it's doing so well.

We, in our models, we expected a 3% free to paid conversion rate.

Um, we came in at a 5% rate and we're like, that's fantastic.

So you can sign up for a free account without a credit card.

And then if you want to try out our automations product or something like that, you can start a free trial for the paid version.

And that requires a credit card to go from the free version to trialing that on a 14-day trial.

Yeah, 3%.

So not 3% conversion on the trial, but 3% of all free accounts converting to a paid account.

Wow.

And it ended up at five.

And we see a lot of opportunity to bump that a little higher, maybe to six or 7%.

That's our strategy next year.

Yeah, so we have iterated with a lot of different profit sharing things.

We launched profit sharing on our very first team retreat.

As we talked about earlier.

What year was that, Nathan?

Sorry, 2016?

Yeah.

Yeah, summer 2016.