What is Nylas' typical customer, and how does Nylas approach cross-selling new services to existing customers?

A lot of customers have additional products or additional product usage somewhere on their roadmap. What's cool or just incredible to see is that the customers who use one product realize that it was pretty straightforward for them to use. 

You took something that was probably a big worry for them and made those worries rather unfounded. You seemed to escalate that in the roadmap which made it meaningful. That's value. That means you're affecting end developers, individual contributors, and end users, which is incredible. 

With regard to product usage, you can look at individual email providers for example and individual endpoints use. Those actually seem to be really disparate but there's a lot of variance there depending on the use case.

Another great example is if I'm passively scanning a mailbox to look for a refund request then, that’s going to be a very different endpoint consumption than if I'm using an applicant tracking system where you're, very often, focusing on sends. 

Now, endpoint usage and things like that are really all over the place, so, we'd like to look at the product holistically and say, "Okay, email. Email, send. Email, read." Are we solving problems here? Are we seeing our users grow their usage? Are we seeing our users onboard quickly? Then, it's about talking to them, "What’s in your plan with regard to the calendar?" 

The way this works is that most customers have both in their plans. It's about seeing what's really a business priority if development was easy and seeing those things rise to the top.