Samir Patel

Kahuna is that platform that lets you engage more buyers, more sellers as much as you need.

As you're growing more, you're going to need to engage with them more.

There's more buyers, more sellers.

Kahuna charges you based on the usage of the platform.

So as your business is growing, we'll come to you and say, look, this is kind of the estimate based on what you bought, right?

It looks like your usage is trending in a different direction.

You know, there's obviously a facility for you to pay for overages, but at some point it's better for you to just consider what your new ARR should be so you're not paying at an overage rate.

It's just sort of a flat, budgetable, forecastable thing.

And customers like that.

So, you know, we'll try not to go to them six months later and say, here's a bill, right?

We try not to.

Definitely less than a year.

Definitely less than a year.

I think we've gotten our lead gen machines down to a place that we're feeling really, really good about in terms of understanding what are the troughs of customers that fit within different average ARR values and what is the cost basis to go acquire some of those customers.

I think the other thing that is pretty germane and one of the reasons why this is also part of the decision of figuring out which markets to go after

You know, as you can imagine, there's this land grab I mentioned earlier around marketplaces.

The good news is that these are all customers who have to make decisions fast.

So whether you're spending $20,000 ARR or $250,000 ARR, it doesn't follow the usual tax economics of, well, a $300,000 deal should take nine months to close.

Not true, nobody has nine months in this market.

If you're trying to like keep Uber out of your country or Airbnb out of your country, you don't have nine months to make any decisions.