Emmanuel Chalit

Significantly less than a year.

No, we're trying to stay below 12 because then, you know, that increases our ability to be capital efficient.

You can, but you're ignoring, and you don't have a choice, but you're ignoring what I said about this very long tail of conversion.

Like if you take it into account, in reality, it ends up being lower.

For a paid customer?

Yeah.

I know I won't get him to do that.

Sorry.

Yes, and there are synergies between the B2B side of our business and the B2C side of our business, which means that whenever we generate individual users, they end up working somewhere and that somewhere they tell that company to.

And so the value of those relationships and this engagement we're creating is actually much higher than just thinking about the CAC and the first year.

And again, when you have very, very high retention,

When you're, you know, in the low single digit annual churn, those lifetime values are extremely long.

In fact, we don't know where they end.

And so, you know, you're creating a true asset.

Um, all in, I think it's closer because that, that 130 includes, um, both employees and people that are working exclusively for that functions like user support QA that are not employees, but that are effectively members of our team.

If I include all of that today, um, I think we are, uh, North we've grown by about 25, but our growth is now accelerating because we've, uh,

We've raised new capital.

And so, you know, that all in number could be pretty close to 180 to 200 by the end of the year.

The bulk of our business is actually happening in a self-serve way, whether it's consumer or whether it's with small businesses.

We have a small focus sales team that deals with bigger accounts.