Raj Sheth

And to be honest, what I realized is it's not just about revenue or getting to that number.

In itself, that's not the goal.

But

Let's assume that all of us are doing this because, you know, we are trying to solve a problem uniquely that, you know, at least we have a unique vantage point and hopefully it's helping a bunch of people.

And the thing is that we realized that an applicant tracking software is not like an accounting or payroll software.

See, every five person company, even if like, let's say you have four or five or 10 people working with you, you definitely need a payroll software.

You definitely need an accounting software.

But for the next six months, if you're not hiring a single person, you really need an applicant tracking software.

So what we started realizing is that all our customers that were doubling down and growing with us and

where 90% of the product feedback was coming, they were not these small companies.

They were like mid-sized companies, like 30 to 500 plus employees.

And all of them had a budget to do this well, you know, 5,000 a year, 10,000 a year.

So long story short, what we realized is it's not just about charging more money and moving up market, but what we realized is who is our customer?

Who do we really exist for?

And who are we solving the problem for?

And those guys are people if we keep charging them $100 a month, we will go out of business.

And that aren't 100,000 of those guys.

Per month, they're currently paying about 250.

That's what it's moved up to.

And it's all annual plans, mostly.