Steve Pockross

And it's one of the few ways that you can market in a way that is that fits the right tone and the appropriate tone for the times that we're in, which is you don't have to be aggressive.

You prepare your your story for when people are looking for it as opposed to when they're not ready for it.

So we have a limit on the number of paused moments you can have.

One of the reactions that we had to COVID is to expand the number of months that a customer could pause.

It used to be three months, and now we're up to four, and we're looking at all options as far as we want to make sure that our clients have enough time to come back to us for when they're ready.

Actually, yes, we did, but we only launched it last July.

So we're just learning about it now and we feel pretty fortunate that we got that in before this happened.

So we had a pretty aggressive hiring plan.

We grew by 50%, 47% last year with pretty much the same team supporting it and some additional contractors that went on board.

And so we actually had a hiring plan moving towards doubling the team from 12 to 24 in a very short period of time.

What we did was we moved a lot of those to contract hires.

So three of the key hires got moved to contractors, but we still brought on everybody.

So we're done with hiring, but I don't plan to change that or to let anybody go.

So we have 17 or 18 full-time hires right now and seven.

So we're 23 with the additional full-time contractors too.

Of those total six are engineers.

We don't.

We only have an inbound sales lead.

We just brought on a fractional VP of sales.

That was one of the positions that we moved to contractor who is figuring out our messaging right now and kind of how do we move to outbound in the right appropriate way at this time.