Russ Heddleston

What we saw was that salespeople do use DocSend and they use it kind of forever.

Yep.

Salespeople are kind of similar to people fundraising.

You're both selling something of high value.

You have to have assets that describe the value that you're bringing and you're trying to get a transaction done.

And there's a lot on the line.

So you want to make sure that the up-to-date thing is always seen.

You want to understand who's looking at it, who cares, who doesn't care.

It's broken out in tiers.

So there are basically two businesses we have.

One is the self-serve business.

You can still come to DocSend and you can still sign up and pay us $10 a month.

And that's great.

Please do that.

It's an awesome product.

What we found was that we need to go after bigger teams and that the problem we solve is even more pronounced at large sales and marketing teams where marketing doesn't know what content sales is using and sales has a really hard time just

finding and sending the content they need to, to close deals.

Um, and so all the tracking is involved in that, but it's, it's kind of a multiplayer game that we play.

And so that's the enterprise plan we have.

And that's where we make most of our money today.