Frank Bien

Are they worth more than the people who joined in summer a year later?

Or how does that look?

So it has a lot to do with retention cohorts or cohorts of user performance over time.

And they're having a lot of difficulty doing that in other data tools because so much data is involved.

And we can usually show stuff like that really quickly.

So it's really find something core to the business model.

There's so much like goofy science experiments and data.

You can measure anything.

Yeah, exactly.

And I think what we want to do is just go back to the basics.

Like let's show you why lifetime value of a customer is X and how it can be Y. Yeah.

Yeah.

So, I mean, we run and it's, you know, what you look at SaaS called negative churn.

So does the existing set of revenue that you have grow or shrink, you know, irregardless how many new customers you add and you always want to be in that negative churn thing.

So it's that notion of land and expand.

And that's really what we want, what we want and what we look at.

So we look at cohorts of users over time, how much they're worth, you know, a day one and how much they're worth at year one and year two.

Oh, so you'll see like, you know, negative 25% on a cohort, you know, in the bigger customers.

So you look at, you know, when we go into a Cigna or some big, you know, Fortune 2000 customer, you know, we definitely want to see it grow substantially over, you know, the first year and two years.

Yeah, exactly.