Anupreet Singh Lamba

And your goal is to maintain the $1 million as it is, but by trying to upsell into the accounts that are extremely happy and are using the platform thoroughly.

And the ones that are not, try to understand what's going on, try to set up one-on-one weekly calls with them because we want to know if there's anything

going wrong, we need to know that immediately.

So if they're happy to do a weekly call with you, you should do that every week with your customer.

So your goal is to keep them happy, see if there's any upsell opportunity and make sure that that $1 million is not slipping away.

So, you know, making sure that you're maintaining and managing the most important customers really well, and they're able to upsell to even a 2x kind of standpoint.

If your customers are using our competitors as well, find means to replace competitors completely in the next one year.

We'll see how many customers could you double up in terms of the total number of users, in terms of the total number of credits consumed, which kind of indicates that they're using more of us than the competitor.

Because, you know, in our industry, tools coexist.

We can coexist with Zoom info.

We've been maintaining an average of 110.

So we'll stick to that.

Correct.

Anything less than 90 is really bad for our company right now.

So because anyone who's doing less than 90 is not anywhere close to our goals right now.

So we see that the biggest growth comes from only the enterprise customers, the ones that are all from fast-growing startups.

But we also have a chunk of less than 50 employees, customers that kind of churn after one year.

A lot of those companies shut down.

So we have to take into consideration that a lot of companies that started working with us because sales intelligence is one of the first few tools that companies start using.

Yeah, but in the first year or two, right, we had a lot of such customers coming our way.