Q to realize how powerful expansion revenue is. It sounds like you kind of figured that out much earlier than other people I've had on the show. Um, was there something that forced you to start thinking about expansion revenue Uh, you know, earlier than most people do it, and what is the number one trigger you are using when you're selling these guys on, you know, doubling their contract values?
A Uh, great questions. Uh, I, I think what forced us to, to make, drawing this conclusion is that we found that it takes almost the same effort from us to onboard a new customer, even if they're small or large. So our sort of support and onboarding effort is, is the same. Uh, so obviously Will be much more profitable if we can do that for, for a customer with, with a bigger, um, contract. Plus, we actually did see some, uh, early churn from the smallest teams, simply because, uh, it's quite a sort of deep, sophisticated product, and if you're only two or three guys collaborating in your marketing team, uh, you simply don't get enough, uh, value out of it. But whereas, if you're 20 or 30, all of a sudden, It becomes immensely more valuable because it's difficult to collaborate with such a team, and if you're 200 users, then you really can't live without it. So the bigger customers we have, the happier they are, and we learned that pretty quickly.
AI assessment note: “what forced us to, to make, drawing this conclusion is that we found”