Patrick Campbell

Let's say we increase it to 40%.

We can calculate that revenue delta.

And that delta basically corresponds to a particular yield.

And as we recover more, we have very large companies on that product where we're recovering millions of dollars per year in additional revenue for them.

They're not paying us millions of dollars per year.

Yeah, you're keeping a percentage of it.

Yeah.

And it's not quite a straight percentage.

And the reason is that on that type of a product, and it's actually a little bit different on billing, which is kind of a fun pricing conundrum.

A percent cut feels punitive, but if I position it as a flat rate that is essentially a percentage anyways, that little mind trick makes the sales process so much easier.

So if we just said, hey, it's 5% of whatever we recover or 5% over a particular baseline, our sales wouldn't be as strong as like, here's this number.

We recover $10,000.

The price is going to be $8,000 for that first month.

All of a sudden, it just changes that conversation, if that makes sense.

Can we have like 10?

You're good?

Then he's going to multiply it by 5% and then all of a sudden he's going to- Well, no, it's not a straight fee, right?

It's this.

I honestly could not tell you what that number is.

I'm not evading you.