What was Upwork's demand-side GTM: start with SMB or enterprise?

The enterprise motion is more recent for Upwork, in the last few years. It's really been more of an SMB and startup play. Even now, I would say, if you look at the latest earnings reports, 80 to 90 percent of revenues is still SMB, with enterprise growing fast. The enterprise is more recent, and you have to build new processes and new features to support the compliance, the onboarding, the virtual talent bench, to support that. And, of course, the sales layer and the account management layer. 

But that’s really more recent, it's the SMB that was a bulk of the demand-side we went after. And it was, again, using a lot of organic and paid, meaning digital. Now we’re seeing an expansion from SMB to enterprise.