Nathan Latka

What I'm asking is how do you earn the direct customer relationship in year two when an affiliate is the one that introduced the customer to you in the first place?

That's my question.

But you don't own the billing.

Okay.

I guess, tell me more about the affiliates model because when you came on in 2020, you said that you had at least 100 affiliates who have driven at least one paying customer.

What's that number today?

What's the name of the affiliate that drives you the most customers?

What's huge?

How many new ones in the last 30 days?

My question was how many new customers did the India reseller bring in last month?

What's the range?

Okay.

So of your total company, 500 new customers per month, one affiliate is bringing in about 40%, 200 or 300 of those customers.

Yeah.

Wow.

That's huge.

Tell me about how you landed that deal.

Why, what enabled you to convince that reseller in India to sell your tool versus selling Slack or selling Microsoft teams?

And what does that compare in terms of what Slack charges in Microsoft Teams?

Okay, interesting.