Russ Heddleston

If you get up into the hundreds of salespeople, the time it takes to get that deal closed goes up significantly.

So when you ask like, what's your average annual contract value?

Like any outbound company, the answer is it depends on who we're targeting and we can target various size.

It's interesting because Dropbox has had a similar experience where they've gone way up market and they've closed some of those big logos and then they've pulled back looking at how long those take and just kind of the cost benefit there.

What is the target?

Um, the, the total team size is around 25 and it is just six salespeople.

Oh, other than the one guy.

Yes.

Everyone's in San Francisco.

We introduced the pricing plan, I think, in actually a year later, almost exactly a year later from when we launched.

So it was in like March or April of 2014.

Um, so we actually have over 2,800 paying companies right now.

Um, and we have, that's a fraction of the total number that are using docs.

And, but along those 2,800, I really care about a mix of logo and, um, seat count.

Okay.

And the reason is that if, um,

I actually don't even know off the top of my head which brands I'm allowed to talk about.

Don't say anything.

Well, no, it's bucketed between ones that are just a few.

We don't really care a lot about them.