Santiago Bibiloni

But once these companies try to professionalize them better, they need to jump to a vertical solution.

That's what happened with Procore in the construction vertical, for example.

I see.

And so when they do jump to you, on average, what are they paying you per month to use your technology?

Yeah, so they pay $30 per user per month and they will have access to the whole solution.

It means you'll send estimates, you're going to manage projects, fees, overheads, your invoicing and everything.

So what's the average?

What I'm asking is not necessarily the per seat average, but the actual company average.

When a company signs up with you, what are they paying you on average per month, would you say?

Today, our ACV is $19,000 per year.

But of course, we have enterprise customers that are paying us over $100,000 per year.

And we have some now.

We have a lot of SMBs who are paying, I don't know, like 5K a year.

Yeah, that makes a lot of sense.

So you have sort of different sales motions, sort of an upper mid-market at $19,000 ACV, then an SMB motion as well, which hopefully is probably closer to no touch, right?

Yeah.

What does your team look like today?

How many folks do you have building this?

66 65 66 okay and and what's the breakdown how many would you say are engineers so today we have half and half we have just closed our tsa so we're going to invest 70 growth and 30 product okay but how many engineers are the 66 today 30 yeah okay and i guess the reason i'm asking is when you look at your sales motion do you have quota carrying sales reps or is most selling happening no touch

So as a company, we target more the enterprise segment.