Prasanna Sankar

It's our sales rep comp that we sort of recoup on the first month.

Uh, so our total payback might be like, you know, nine months or something like that.

So, yeah.

Um,

So we're not in the business of paying the most to get the customer at all.

We are pretty unique.

Nobody else has what we have in terms of product

You know, there is no competition in the market that, you know, there is no one else out there going to the customers with the sales pitch that we are going with.

But just like we are an all in one solution, we are an operating system to run your company.

So, you know, we are pretty differentiated on that.

It's usually easier to get there that way.

What we've seen from Zenefits and in any of the other hyper growth companies that I've been at is once you get insane level of traction and market pull, things are compounding at a really huge rate that you're just like,

struggling to keep up with the existing product breaking.

And you're just like constantly patching and fixing that.

And, you know, my hypothesis is that, you know, if you need to create a large hyper growth company, whatever you built in the first like 18 months or something is sort of the extent to which you're going to build in the lifecycle of your company.

And we've seen that at Zenefits, where we unsuccessfully tried to enter into new markets and, you know, failed continually.

We have around, you know, 2,000 or more than that customers.

Okay.

Someone who pays.

It's 2,000 companies that pay us.