How does Lithic balance the trade-offs between lower ACV and more sales efficiency, given its self-serve approach for developers?

We’ve invested a lot of time and resources into building out the self-serve experience for developers. Many of the larger players in our space have been avoiding the long tail by choice because the implementation complexity of their solutions makes whale-hunting the only viable option. Meanwhile, the entire Seed-Series C segment has been overlooked and this has stifled innovation. We think that with our self-serve, developer-friendly tools, we can address that entire audience, and give them access to more powerful tools over time as they grow. We have some transacting customers today that we're confident will grow to the size of a Brex, DoorDash, or Klarna one day.