Nicolas Vandenberghe

And we're getting there.

We have a solution.

One thing remarkable about Chili Piper is that we have a no-discount policy.

So we just don't know discounts.

And even these companies that I mentioned, they're very large companies with procurement departments bigger than our company.

But 10,000, then the question will be, is it reasonable to charge the same price for 10,000?

Or should we have at least some steps?

We'll cross the bridge when we get there.

But for now, everybody pays the same price.

That's right, exactly.

We have two license levels.

Those who don't need a phone only pay $25 a seat.

So the phone is $15 and the scheduling only is $25.

I see.

So yes, they will pay the same price.

And the reason why we've been able to do that, Nathan, is that we've taken positioning where we're unique.

So, they have the choice not to use Chili Piper, but not the choice to use something else, right?

The concierge solution we have right now, nobody else does it.

We have some other solution with routing of meetings for the handoff between SDR and account executives that nobody else does.

So, it's a matter of do I want to invest in a tool or not?