Alex Raymond

We had to prove it.

We had to go out there and say, yes, here, this is not just, you know, our belief there's evidence and, and here's what we're doing about it.

And here's the progress that we're seeing.

And we were able to do that and keep those guys on board.

Hard to measure.

We're still in such a growth rate that it's hard for me to put a specific number on it.

Obviously, we track that closely.

Typically, if we have a churn issue, it's because we didn't boot them up properly.

If we didn't boot the customer up properly, it typically is because they don't pay as much attention to strategic account management as they think they do.

What I mean by that is, sometimes people will come to us and they'll say, hey, I need to be doing this, but they aren't willing to do some of the other work that goes around a successful implementation like training the team,

investing in upskilling, having a well-defined process, that kind of thing, which is typically unsexy work, but very, very important.

So when we have a failure with a customer, which we never want to see, but when we do have a failure, typically it's because of some type of misalignment there, or maybe they're not understanding the full amount of effort it's going to take to make this successful and how it's going to set their business up for long-term success.

So that's what we've seen.

So that's healthy.

We're not there yet, right?

We're below that, but we've got customers who are expanding.

We have customers doing three-year deals with us.

Let's see.

One, yes.

The other, no.