How to Make the Transition to Enterprise Pricing

When you are selling a remote and when you're relying on it in Bapat as a channel, you would get leads from across the world. So we realized pretty early on that it's not possible to actually manage multiple geographies with a lean team. We started having some physical presence in the US since there was an expectation of different co-lattles or demo formats for any other geography. The second thing is after course, more leads were coming in from parts of the world which made us think okay, where do we expand? And my co-founder hired a couple of local folks so he used to double down if there weren't going to be enough customers at one time.