Gadi Shamia

So natural growth happens, and this is where customers will add users, but many of our customers do need a seasonality aspect to their business.

And we work with them to offer this flexibility.

So they're not stuck with unused licenses.

So we're definitely in that negative churn world.

And if you think of it, if you look at the business on an annual basis, the seasonality will reoccur.

So if a customer went from, say, 200 agents to 500 agents in year one, they're likely to go from 250 to maybe 600 in year two.

So seasonality reoccur.

So on an AR basis, it doesn't really create churn.

Oh, I see.

especially when you build it into the annual contract.

So what we learned to do with customers is we talk about upfront about the seasonal needs and we build it into their annual contracts.

From revenue perspective, we don't really see this revenue fluctuates, but from users using the platform, we definitely see more users in December than we see in February, a couple of months after, despite our natural growth.

But then it comes back again and the next year is even larger.

You know, we don't disclose those numbers, but it's very healthy and comparable to some of the great SaaS companies in the industry.

We respect many of them for different reasons.

We really like Workday for how innovative they are and a pretty boring business.

We love Salesforce for what they do and how they actually train the market to really work the Salesforce way.

We love the way they manage their ecosystem and we have a great relationship with them.

We work now closely also with ServiceNow.

It's another great company that came through a very small niche, but then building out of this niche and building more products out there, but really got to be dominant in the IT services niche and build a billion dollar revenue company from this one small four billion dollar niche.