Andy MacMillan

So I think there's a lot of upside for us to even do better there.

Yeah, I'm a little more liberal on this than most.

I'm willing to spend $1.50 to $1.70, but all that's based on this idea of having really high gross reduction.

That's right.

And again, that's because if you can get those dollars closer to nine percent plus have significant net retention.

Right.

If I'm going to retain that at 90 plus percent and I'm going to sell 30 to 40 more cents on top of that dollar.

over the first year or two.

I think that's a very reasonable CAC, but you really have to have that gross retention and that upside potential for that to make sense.

Which thankfully we do here.

That's right.

Around 40%.

Okay, 40%.

That's the number I inherited joining, but it makes a lot of sense.

I spent a bunch of time with the co-founder before I joined, really getting to understand the plan.

If I didn't like the plan, I would have changed the plan.

And frankly, that was a slightly conservative plan because they knew that they were going to go through this leadership transition.

It was something that our co-founder, he actually led that process.

This is his second startup that's gone more than 10 years.

He wants to go do some more social good in the world and