Ross Berdorf

Well, 98% of our customers are on a subscription.

One of those, well, it's both.

I mean, it's a combination of both.

So people come in and buy those subscriptions and then they get thrown into a dashboard and the dashboard has all of the options that you would need.

Yeah, you have, well, you can still come through.

I mean, just like a survey monkey, there's still a free option.

And remember those plans, we don't charge for the formation in those plans.

It's just those subscriptions that are part of the, we still have a zero cost formation.

So we're still, we are 20% the cost of legal Zoom.

So we are the cost leader, the value leader there.

So you get the opportunity to buy what you need once you get into your dashboard, but you can pay, you can do a free formation and you still get a dashboard and you still get presented with those options that are either in the plans or you can go ahead and buy a plan.

Majority of our customers buy plans.

That's right.

Well, you don't have to think this stuff up on your own.

If you look at all the other SaaS solutions, they're usually

two or three different plans based on what customers want.

So customers want convenience.

They don't want to have to think very hard.

They want a curated solution for you so you know what is the most value for them.

And this even goes all the way back to HomeAway.