Stacy Chapman

And it just increasingly was becoming commoditized.

So in the second quarter of 2016, we went through a process of saying, we either got to burn this down or we have to really look at a different way we can do it.

So in 2016, we really moved it into the enterprise and started applying it to internal businesses.

And it makes it a lot less sticky.

Basically just tripling the price point and changing the story.

You've heard that before, huh?

More sticky.

I mean, once you have 15 million of a company's records, they're not so much your customer as your hostage.

We actually have got fewer than half that we had before we did it, but the deal size is about tenfold.

I would say 27 is the number today.

So it was slow getting through 2017.

Okay.

We more than doubled in 2017, but we're also going to more than double again in this quarter.

So I think we've hit our stride.

We're getting there.

We're getting there.

Even 50.

We did 125K in friends and family back in 2014.

And how was that?

So I call that bootstrapped.