launched back in 2006, so healthy traction over a longer period of time, 600 employees across

many different offices, currently serving about 18,000 logos doing north of 2.4 million bucks per

month, healthy growth growing more than 50%, but less than 100% year over year.

They're doing this all very efficiently, only 27 million bucks raised.

Each seat price call it 10, 30 bucks depending on the cohort net revenue

retention north of 100 percent but south of 150 percent as they work to again drive more expansion

year over year as they test new channels they're willing to spend up to two dollars to get a new

dollar of AR but over time he wants to obviously see that uh and you want to see that kind of flatline

and stabilize around a one-to-one ratio. So you said we have two hybrid models.

Start there.

So we have a hybrid model, and we have a typical lend and expand sales process.

So when we get the customer, it's usually inbound.

We have about 40,000 trials starting every month.

And trial typically, it creates a new company.

So it's not an individual trial, right?

It's an organization.

And we qualify them, and for their bigger and better ones, we provide sales assist.

So the sales rep is calling the company.

And then if the company is below 2,000 employees, it's usually very quick sales cycle. And if the company is below 2,000 employees, it's usually very quick sales cycle.

And if the company is above 2,000 employees, it's usually longer, sometimes might include proof of concept.

But in any case, when we land the deal, we don't try to delay it.

We don't try to artificially inflate it. We take the deal that there is. And then

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