Chris Aranzio

Interesting.

So it's gone down a bit, but it's still in the high 30s, low 40s.

So what we've saw, though, is that the customers we bring in, if we can get them activated, which means that they've added a few users, create a few things inside Trainual, they stick.

Wait, hold on.

Be specific.

What is create a few things inside?

Okay.

So four users and four subjects is our metric.

Four by four.

We've got posters of like a Jeep driving up a hill all over the office.

So if they do four by four, churn is under 1% monthly.

It's like 0.7% monthly, which is really where we want to see overall churn trending toward.

And so our game is how do we invest enough in customer success to ramp those customers up quickly

guarantee their success.

Now, not all of them that sign up are ready for the tool.

So part of ramping up our customer success is identifying, hey, this probably isn't a good fit for you yet.

Let's not convert you.

So we're evaluating that.

And what does CAC look like today to get a new $100 a month customer?

Right.