Steven Benson

I mean, they wouldn't have started using it if they weren't going to use it for at least a year.

So if you, if, if they are, if they, if they're like, yeah, I'm gonna be using this in a year and you're like, Hey, you know, you get 20% off if you, if you buy it for a year.

Um, it's, it's the salespeople talk it through.

So it's,

I guess this gets back to when you were like, oh, it's so expensive to have salespeople talk to each one of these people that are only giving you $420 a year.

It's like, yeah, but that's one of the benefits of having salespeople and having that personal touch is they can have the message.

I'm not even sure how they're delivering this, but it's definitely in their scripts.

We wrote it out.

So it's like,

You know, well, do you think you're going to be using this for the next year?

Okay, well, if you think you're going to be using this for next year, you should probably take advantage of the 20% off that you can get if you buy annually.

And especially, I think another thing that we do is we tell them how much they're going to save.

We actually do the math.

We don't just say 20%.

We say...

Oh, and that's going to come out to $75.

I think a company like Lighter is looking at both cash flow and MRR.

They're looking at the whole business pretty carefully, I think.

When they're determining what rate to do a deal with, they're evaluating your ability to pay them back

And you're paying them based on revenue coming in, which is why it's hard to give – it's not perfect to say, oh, it's exactly this percentage in terms of the loan cost.