Russ Heddleston

When we look at our legacy business around inbound and self-serve, sometimes companies get that right and you just take off at an incredible rate and you're like, wow, this is super exciting.

You've got to be growing at 20% a month with that type of number for that to be like, we've made it.

Wait, what kind of number?

The self-serve stuff?

Just the self-serve inbound.

Yeah, because that one's hard to influence.

What's exciting about outbound is that you control the destiny of that.

And so what was exciting for me is when we got to the point where we can sell $50,000 a year deals, and we can do that in a minimum amount of time.

And then it's really just a function of scaling up your sales team.

The trick is not to do that too early.

And the trick is to understand specifically what's going on.

into that being successful and asking the question, can that scale?

And so that's why I say in terms of new revenue that we make, having that be 80-20 is pretty exciting for me, especially in terms of building out our sales team this year.

And they really are two separate businesses.

So when you ask questions about the mix of the two, it's not even something I pay a whole lot of attention to.

There are more cohorts than just that, but at a rough one, yeah, I get excited about the larger teams that are using us for slightly different reasons than the people who are using us for their fundraising or for other individual uses.

Yeah, so we haven't lost a team of greater than 10 salespeople from Docsend that's just churned.

Yeah, so that's really exciting to me.

Over your history, your life.

Yeah, over our history, our life.