“we don't want to be in the position where if we lose one of those Enterprise customers it really hurts us in terms of cash flow so what we'd really love to do is just grow that base of like our you know monthly what we call them like DIY customers that you're just covering your expenses and then those Enterprise passers are sort of like icing on the cake”

Let DIY customers fund expenses; treat enterprise as icing

Twenty enterprise accounts pay roughly the same as 170 legacy DIY customers — concentration risk that shapes every feature decision if it grows unchecked. The deliberate move: fund baseline expenses entirely from low-touch DIY signups, so big contracts become upside rather than oxygen. Refusing to move upmarket IS the strategy.