Any time you have bottom-up adoption like this, we take notice: it shows that users love the product and are spreading the word. As we stated with our previous bottom-up SaaS investment in SourceGraph, bottom-up adoption is a key indicator that a startup is on to something very special because end-users are literally pulling the product into their company. We also love the Freemium business model: Freemium usage enables SaaS vendors to cheaply fill their pipelines, prove value quickly, and accelerate the sales cycle. This is priceless for startups as they move upmarket because it compresses what can otherwise be an interminably long enterprise sales cycle. I’ve described enterprise Freemium as a “best of both worlds” sales motion because it combines enterprise budgets with an SMB-like sales cycle.