The Exchanges

Q Okay. And now you mentioned that this was a SAS product. So what are people, you know, people are obviously paying monthly for this. Uh, what are the kind of levers you use to get people to pay more or less?

A Usage and usage can be defined by, um, the number of authors, the number of employees, the number of views. Um, we tend to just encourage everyone to use all of the functionalities. We, we suggest, you know, you should be using the analytics. You should be using the API. You should have access to everything. So we don't like to throttle price based on features. We think that, um, our customers derive the most value by having access to all the features. And what will hop, what will happen typically for us is that, you know, a company like PwC will come in with maybe a relatively narrow use case. Like maybe it'll be like, oh, our corporate communication department wants to use this for some kind of internal, you know, CEO talking to employees. And it'll start out with A small, fairly limited, um, contract. And then we'll pretty quickly see that expand through either different business divisions or the number of seats will go up. So we'll typically see those contracts expand.

AI assessment note: “Usage and usage can be defined by, um, the number of authors, the number”

Q experience, like product tutorial. So like, is this a video that a new company might use you guys to create their, their onboarding video and it plays 10 seconds and then says, if you're ready to go to the next step, click here on the screen. And then you like click a button in the video to take it to a new experience. Is that how the actual interface works?

A Yeah, yeah, so, or they may want to ask you questions, so they may, you know, if it's the kind of Let's say you're onboarding with a new product that you're going to use differently depending on who you are. Um, so it, so in the same way that if you're in a store talking to someone, they're like, well, you know, how do you use your phone? Do you, you know, what's most important to you, the camera or like, do you want to whatever? I don't know. Um, you, you can ask those questions in the video and the video can be responsive. So you've, yeah, so Nick, it can be used creatively or very much just like a pragmatic menu structure to help you get to what matters faster.

AI assessment note: “you can ask those questions in the video and the video can be responsive.”