Dave Currie

We also sell to marketing services agencies, so anyone who buys, plans, or creates content that lives within media properties.

And the fourth one, our fourth pillar is tech, ad tech and more recently, martech companies.

And we define those as anyone who has a technology that enables the buying, selling, placement, content creation, or analytics around how

content operates and lives within media properties.

Retention's great.

We're not quite as high as something which is embedded into the sales and marketing ecosystem like CRM or marketing automation.

We're the fuel or the food for that ecosystem.

So the dependency on our platform for accurate contact information, sales intelligence, and

is really strong in all markets, but we also find it slightly stronger in the media space over agency, primarily because media companies are set up as sophisticated sales organizations and agencies are more of a professional services category of which sales is not as complex or highly valued as it is in the media space.

So we look at it a couple of different ways, both revenue and account.

We aim for the 90s in terms of revenue retention rate on an annualized basis.

And on an account basis, it breaks out quite differently into different pillars.

And typically, we don't go into that in a public forum.

Slightly lower than revenue retention because of the ability to upsell during the course of the year.

Oh, no.

Lifetime dollars, we've never really been able to get a great handle on it.

A couple of the reasons, some of the, when we started working in the agency space exclusively, there's a lot of the cycles that come and go

within agencies.

And the way that we look at retention rate is also really important.

We calculate retention, both revenue and account on a 90 day cycle.