Nathan Latka

So you're not a sales guy, but if you want to go target the folks paying 10, 12,000 per year and get them up to 50, $60,000 per year, what does that look like?

Are you putting another product in front of them?

Are you asking them to buy more seats in the same, in the same business unit?

Or how does that look?

Do you have a sales rep that is dedicated to that customer that is responsible for upselling product two and product three?

Or is there a different sales team per product line?

So then your sales team has to be well-educated in all three product lines.

They can't be a specialist in one.

Interesting.

When you recruit sales reps, do you recruit them from the specific industry that you want them to then sell to, or do you just go find the best salesperson you can that knows how to hit quota?

That's one unique feature.

Okay.

One, five.

And how many are actually writing, writing, pushing code every month?

Engineers.

Interesting.

So did I hear you?

I hear you're doing the math.

Did you sort of put five engineers, engineers work on all three products?

Or do you put five engineers on product one, five on two, three?