Tom Gibby

They then use the platform more and more, and then we're able to upsell them over time based on effectively value-based pricing.

I mean, it depends really on what's important to the customer.

You know, for a lot of our customers, it might not necessarily be something purely numerical, like the number of bots they have or the number of people interacting them, but things like the ROI it's generating for them.

For example, we have one client who at the end of their year one, they told us that they could calculate they generated a 15.6 times ROI based on what they were paying for.

Our pricing would probably be based on usage in terms of a mixture between how many bots they have and how many people within the company are regularly using those.

Yeah.

Okay, so my favorite book is a book called Traction, Get a Grip on Your Business.

That might be a bit of a weird answer.

I'm not sure.

It's by a guy called Gino Wigman.

It's like a business strategy book that helps entrepreneurs kind of gain control of their business through this thing called EOS, which is an entrepreneurial operating system.

We got recommended that by a fellow friendly co-founder a few years ago, and it's made a huge impact on our business.

Andrew Gazdecki of Microacquire.

I'm a big fan of everything he's doing at the moment to disrupt the startup acquisition industry.

He's bigging up bootstrappers, and I think his promo videos with Russ Hanneman from the TV show Silicon Valley is probably the best use of Cameo I've ever seen.

HubSpot.

That depends.

Maybe weekdays, probably about seven.

Weekends, I try and have a bit more sleep, maybe nine, unless Arsenal have an early game in the morning, in which case I'm probably up by 7am and miserable by 9am.

Married, no kids.