Russ Heddleston

Um, uh, it is, uh, like do you see any 20 kind of rules here?

That's right.

Yeah, exactly.

Yeah.

Yeah.

And so it's, especially when we look forward to the next year as we go up market and sell bigger contracts, we used to be 20, 80 and yeah, 80, 20 is, is a good rule of thumb in terms of what we look at.

We don't focus on the self-serve inbound stuff anymore.

It's more talking outbound deals.

Um, it totally varies based on the size of team we target.

So we've run this experiment where we target really big companies, you know, like hundred K plus deals and looked at how long those take.

And we've targeted really small deals and we look at how long those take.

We actually haven't found that a big difference in terms of time between, uh, we, we go by the number of salespeople using the product as our, what do you charge by that Russ?

It varies between $50 and $90 per user per month, depending on if there's screen sharing, if there's Salesforce involved in there.

I think it comes out to around like $70 or $80 a user a month.

So let's just say roughly $1,000 a user a year.

We, for our outbound, only target teams of 30 and above.

So that'd be about $30,000 a year, an annual contract value for that.

We found that like selling to a team of 10 is the same amount of time as selling to a team of 30.

And if you have outbound, it's expensive.

And so, you know, it needs to make sense.