Aditya Tulsian

And the third piece is we partner with other platforms, for example, who are serving small businesses themselves, and they then actually offer our offerings to their current customers.

So we basically use three channels.

One, again, as I said, direct through online marketing, second through accountants, and third through other platforms for serving small businesses.

The paid acquisitions is, okay, so let me say our cost of acquisition right now for a paid is nearly close to US $150.

Yeah.

So our churn rate usually,

The initial churn rate was high, honestly.

What's high?

By high, I mean, we were almost losing close to, you know, 3% of our base every month in the first six months of 2016.

But now what we get is, you know, almost, you know, our retention rate is 85% for the people who have... Annually or monthly?

So, you know, since we've just been one year, so from that perspective, I would say, you know, we calculate based on a three month cycle.

We say every quarter, how many people have been retained from our, from the time we've signed up.

Okay, and that number is 85%?

It is 85%.

So now, from the people who have joined our platform since August 2016, we have retained 85% of those as of January.

Yeah.

So we basically started calculating these things as from April, I'm sorry, from August last year.

And I said, you know, 85% of them are still onto our platform.

Yeah.

So from an exact acquisition perspective, it really comes down to somewhere.