Chris Marientis

So our customer success people, again, narrow that down into churn zero, unpack what that customer is doing and find ways we can get that customer on a happy path.

And we can also do automation around that.

So we could do pop-up messages, emails,

in-app types of messages in mobile or desktop so that we start to try to move them to a happy path and answer all their questions.

So Churn Zero ends up becoming a playbook for our customer success people that helps them get that customer on the happy path.

And the results of that have been gross in that churn or gross in that retention that's going up into the right.

And we're in a SMB space, which is really tough to get a positive, you know, NRR, but we feel we're on course to get at least a neutral NRR by Q1 next year, leveraging all these tools.

And what's really neat about our business is, and with all this data now that we've got, we've evolved from a managed services company to now a technology company.

We brought different customers on with a different brand promise at different times.

So now we're able to sort customers by time period to take a look at how they behave differently.

And you could see why they did because of the brand promise and they were selling our application at that time.

But what's really interesting is the new customers, meaning brought on from 2020 forward,

those cohorts are doing incredibly well and are at 2.5% gross churn.

And we're starting to get towards 1% net churn with those new cohorts.

And that's because our velocity is so much higher now, becoming a much bigger piece of our book of business.

So to wind up, what I talked to you about here is the idea of

bootstrapping to retain control of your company.

We're at a stage now when we're gonna do a private equity deal or strategic, and that's gonna probably be somewhere in the 125 to 150 million range, and I still own most of the company.

So that makes me super happy.

So debt could be a really great instrument at the right time to give you that control and also the better payout when you're done.