Art Papas

I'll tell you, when we add sales and marketing heads, our ramp is pretty quick, and so maybe they're more enterprise-focused.

We're just under 1,000.

Good question.

Off the top of my head, I would say there's probably in the R&D team about 200, and then sales is about 160.

Okay.

Yeah.

So in the SMB, it's about three to three and a half.

And then in the enterprise, it's a full block.

The one we look at a lot is CAC to LTV, and especially by segment.

So if we're talking about a large customer, the CAC to LTV, and I exclude upsells from that.

I just look at what's the cost to acquire the initial customer.

And also, the upsells really blur.

You had churn over here, so you'll end up with an infinite LTV to CAC.

And so I like to look at it sort of a raw basis.

And that for us has been a really good metric.

And like the SMB, we were good, but not great.

And it's allowed us to become great.

And in the enterprise, we're, you know, excellent, amazing.

Like, what do you consider excellent?

You get 1% churn and it costs you $2.