Test annual discounts as deep as 60-75% off monthly

David BarnardSo, I'm curious on the annual plans, because this is something a lot of people test and I imagine you've done a ton of testing on it. What have you found to be a good ratio or a good discount percentage that does attract the people you want to annual, but then also kind of maintains a high enough monthly price where you do kind of maximize that LTV?

Yoav SharonThere is no single percent or single discount, but definitely the discounts vary, I think sometimes it's 60 plus 60% or sometimes 75. It depends on the plan itself. Of course, user psychology plays a lot here and all of our biases and anchoring, there are a lot of user psychology goes into pricing. This discount level is definitely one of the levers that we found really beneficial to test basically.

Jacob EitingI wonder, I don't know if this played in at you, but I feel like annual versus monthly for a lot of developers, whether they think about it or not, it's like kind of a cashflow hack, right? It's like financial engineering. It's basically financing your growth with future customer revenues. Does that play into your philosophy here as like the need or lack of need for operating capital at any given time? Does that play into it at all?