Nick Girard

We also meter usage.

So as you use more SMS and email through us, we do charge you more.

So we have power users that we make $80, $90, $100 a month off of.

I think we definitely could if we wanted to.

It's a question.

We have spent... Oh, come on, Nick.

I'm saying that we have a waitlist that we are waiting to execute on because we have a lot of pieces that we're getting into place.

And for instance, in the last 2 months, we've tripled our conversion during our trial.

We have an entirely paid product.

We have no free tier.

And we have tripled the number of people

that we are converting in every cohort.

So things like that... What does that mean, though?

Sure, but...

The conversion is increasing more than we are qualifying people is what I'll say.

We are converting a lot of the people who come.

I don't know what that means.

That means that when you do the math out, we are...

refining, we are converting more than we are refining.

The conversion has gone up more than we have gated the people where we are letting in.