David Rusenko

It's sort of like several things all together to add up.

In the later features, it's some of this professional sort of functionality that you might get maybe if you're a freelancer and you need to get leads or you're looking for high-quality video players, like kind of some of this functionality to really look very professional.

And in the later features, it's all about – the later packages, it's all about e-commerce.

Yeah, I don't think we're particularly unusual compared to other SaaS companies.

Yeah, so I think I like to look – personally, I do not like looking at churn as is defined.

I know churn is sort of both a concept and sort of a defined metric.

I prefer to look at renewal rates by cohort because churn is sort of this sort of composite measure that I'm not as much of a fan of.

So our renewal rates are one of the steadiest metrics in our business, and I think if you –

Uh, you know, if you have, um, a product that doesn't have product market fit, you're going to see a really low renewal rates.

If you have a product that has really great product market figures, you really high renewal rates.

And I think that, um, that, that, that is a key sign for business on whether, you know, the product market is healthy.

Yeah, I mean, it's kind of a different measure for us.

We don't look at logo retention.

There's 50 million people that come to sign up.

There's a certain number of those that have converted to paid.

Well, tell me how you think about it.

So the way I think about it is basically looking at our cohorts and then understanding their renewal rates by term.

So

Let's just say you look at a cohort that paid us for the first time in January 2009.

And let's say it's an annual package, right?