Sam Cagliucci

So in a way, challenging HR's dominance of being the gatekeeper for employee development.

So, you know, frontline users.

admins and then the third part is amount number of games in their game library so sometimes we work with a mid-sized brand that doesn't have a large robust library maybe they only have one person in charge of training well in that in that regard we know that expansion is going to be driven by you know just seats but you know we just sold into

It's another great example, like Tau Group.

It's the biggest nightclub chain in the world.

Tau Group has, they want to launch on day one with every employee, but they only want to launch with one topic area.

So for us, now it's more about their library.

How many games do they want to be able to handle inside of our platform?

You know, so we have a user pricing that get, you know, we have a pricing model for like low content, high users, and then we upsell as they add more content.

Uh, we're, yeah, we're a little shy of that because we're going to, we still have some early adopters that are, you know, different, different price points.

You know, we're hovering, uh, right now our, our kind of run rate is, um, between three and a half and four.

Sam.

I know you like exacts.

Sam, sorry.

Uh, we're, you know, our customer acquisition costs are so minimal right now.

Um, it's not even, I would say it's a metric I'm aware of, but at this stage, you know, we're, we're just head down on usage.

All cold outreach.

From the sales reps?

Yeah.

So our SDR is 90% of their, 90% of our leads in 2018, last full calendar year came from a cold outreach from our SDR team.