Rob Nelson

You know, one of the, uh, the key insights that we've had is that, um,

Well, a couple.

One is that, you know, it's really hard to build a company at like, you know, 20 or 30 bucks a month in ARPU.

It's just really hard to do that.

You know, so how do you get up?

How do you?

you know, walk your way up in pricing and in value.

And the other insight that we've had is, because that's the pricing that we started.

When I launched, that's, you know, it was all self-serve.

It was, you know, 29 bucks a month or 49 bucks a month.

And it's just, it's insanely hard to build something large without, I mean, Dropbox has done it, but very few have.

The other insight is the customers just need some help.

You know, BI is complex.

Data is complex.

And so to have a really good onboarding team that is fairly high touch in the beginning to help customers get immediate value and success out of the application is like it's been critical for us.

Okay.

Oh, um...

Let's see.

I just finished.

I just finished the one thing.