Andrew Jacoby

And so I'm a hammer and everything is a nail.

More top of funnel, more leads, more meetings.

Let's print meetings, close business, print meetings, close business.

And that's great.

It works to grow the company, but it operationally can get messy that way.

So he just said, look, guys, this year, 2022, we've got to slow things down.

We've got to clean up the churn problem.

We've got to clean up the ops problem.

Tell me about that.

Well, no, right now, he's been in place for six months and we have no more churn problem.

We think of it a different way, Nathan.

We think about it as net revenue retention.

So that's how we look at the portfolio, the health of the portfolio.

But tell me how bad it was.

I mean, I like that metric.

Right.

It was bad.

I mean, it wasn't, let's put it this way.

It's bad in the first six months of our kind of business because you're stroking a check to me for a while before you're getting an ROI and people freak out.

Nobody likes to stroke checks and nobody likes to do that.