Giles Palmer

Even a company, I mean, look, even a company like Ryan at Holmes, at Hootsuite, I mean, if he's looking to deploy capital in a smart way and his idea is how do we increase ARPU, right, across our current customer base, which they have a huge base, they bring on a tool like yours and, you know, add an upsell.

Exactly.

That's right.

That's right.

Interesting stuff.

Okay, cool.

Last few economics questions before we wrap up with the famous five.

CAC, what are you spending right now to acquire new customers?

When you say on a margin basis, you take ACV, right?

And then you multiply times 85% gross margin.

So call it 30 grand times 0.85.

It's like 25 grand.

And so you're spending about 28, 29 grand to acquire them and you get that back in 15 months.

Interesting.

And where are you spending that money typically?

Is that mostly a sales team or is that paid ads?

And Giles, what do you assume like on these folks, lifetime value can really lie to you.

Uh, especially if you just multiply, right?

What do you assume a minimum LTV is?

They're definitely worth X amount.