Derek O'Carroll

So if you think of RRR, annual recurring revenue, as a percentage of the total GMV through the platform, we've got lots of headroom now to chase through.

And more importantly, the contracts are in place, the teams are in place.

Customers aren't surprised when you let them know, hey, congratulations, you've grown.

Here's your new plan.

We take, at the moment, I think we're at, well, we're at the moment, we're 0.7, 0.8%, I believe.

I haven't actually looked at that, but yeah, it's about 0.7, 0.8.

It's a moving feast.

And we've obviously got to take into account discount clawback as well when you're getting into the first year and the deals that are done by salespeople there.

But I think we're at about 0.7, 0.8%.

So I'm just, I'm just looking into it now as we speak, just on the scorecard and expansion in the quarter.

So this is this quarter.

is running at 140%.

So that's a good indicator for, and that's growth this quarter over last quarter.

And then if I look at the plan for the year, so we've got 25 million of R to get to in terms of total R. So I've got to add 7.2 million of net R at the end of the year by the end of this year, of which 2.2 million will come from expansions.

So it's very, very important for us, and it's a key area of investment.

So when our head of revenue, Nick Shaw, comes to us and says, I want to invest in more salespeople, more CS people, we typically are looking very, very closely now at more CS people.

In other words, the retention and the upgrade and the expansion, because it's a lot more cost efficient to go after a dollar there.

but obviously we're growing and investing heavily in the new business teams as well.

We think, well, it's growing, it grew last year, which is quite exceptional, just over 60%, or sorry, 58%, I think it was.

And we expect this year to sort of normalize a little bit down to about 40% growth we expect this year.