Ross Berdorf

We're very much into contractors and outsourcing, so we have

both on the customer service side and on the engineering side, we have some big outsource development team plus internal.

So we got a pretty good, pretty good crew.

It's a big service.

It's a big service segment.

So we have big service segment.

And that's a lot of that is outsourced.

And, you know, a big part of what we do is like

Zappos, Tony Hsieh, his fund was in our early round.

A big part of what we do is when people come in through formation, they can get a hold of us.

This is what everyone misses, I believe, in the industry right now is more and more people want to be able to get a hold of someone.

I cannot tell you how thrilled our customers were with being able to email us, call us, chat with us, and that takes a lot of service people.

We are a SaaS-based margin business, so I don't want you to get the impression that we don't have SaaS margins.

The point is, though, that people want to get a hold of people, and we still do formations, which is largely done by hand, and you've got to get back and forth.

People need hand-holding.

It's a scary thing when you start up a business.

We are in that range, yes.

Well, I mean, I think on all of these, I mean, you hit on it.

These businesses are, once you get the unit economics worked out, which we have, then it really all becomes, you know, how do you get LTV expansion?

So, I mean, this is the...