The Exchanges

Q Yep. 2021 today, adding hundreds of customers, not easy, right? A lot of companies try to do that. They never do it. Talk, talk me through your first 10, 20 customers. What was your go to market motion in 2021, 2022?

A I mean, you're looking at the best sales guy from 20 21 and 2022 right here, right? Um, it started with me, founder led. Of course, had a very good understanding of the product, uh, space and, and the problem that we were solving for. And our original users were really legal departments of some of these large contractors, but that was because of who I was and who I was able to call. That was never the vision, right? The vision always was, it was the non-lawyers that needed this the most in both big and small companies. And then, you know, as we started iterating, the nice thing is that, you know, the legal departments can tend to be, or the legal users can tend to be the most discerning users. And so, Getting the product to a point over time where, like, we saw that we were providing regular value just very organically within this very relational industry. Started getting referrals. Our brand started becoming well-known, you know, conferences, that whole circuit, and now, you know, we're the standard in our industry. And so it's, it was hard fought and hard won, Nathan, in terms of it takes time and it takes quite a bit of effort, but we've remained very empathetic to the industry, and we've built a product that the industry loves.

AI assessment note: “it started with me, founder led... who I was able to call”

Q Can you give me some sort of range though? I mean, the reason I ask the question is because understanding a PLG motion bottoms up low ARPU, but high volume is very different than an enterprise led motion, a million dollar contracts. So where are you?

A Yeah, that's a great, that's a better way to think about it, Nathan. Well, there's plenty of SMBs that come inbound to Document Crunch. We're really building our product for the middle market of the industry and up into that enterprise. So we have so many very large contractors using us as well, because the full expression of our product is not just that simple. Hey, I need to understand what's in my contract before I negotiate the job, but it's actually enabling project teams across the whole portfolio to reduce their risk. And so you think about our product, We're really starting to be priced on a per project basis for these large enterprise projects. I mean, just to put things in perspective, we've got numerous customers that are using us on hundreds of projects, and now we've got folks asking to use us on thousands of projects. So you could kind of do the math, even at a small per project price.

AI assessment note: “We're really building our product for the middle market of the industry and up into that enterprise.”