Heiko Schwarz

to guide and develop our customers through this journey of supply chain resilience, which automatically ends up with customers asking for more of our offering.

And it's not a selling approach.

It's really us being the trusted advisor and developing the maturity together with our customers.

Yeah, but that's not the... I think this is kind of representing maybe 1% of the upsells.

So we have a CAC versus lifetime ratio, which is really strong, which means at the end of the day that our ROI is usually below 12 months payback period.

Um, it's a decent multiple of, um, six as, as of today.

Correct.

And it will be much more until end of this year.

We target another two weeks growth and we typically do... On the 650?

Not on the 650, on the year-over-year basis.

And we usually do 70% of our new business in the second half of the year.

So it's really like an...

budget cycle driven, uh, year end rally.

Yeah, a little bit more like close to 400.

Wow.

Um,

I think one of the best I read is the hard thing about hard things.

I think I respect every CEO because life as a CEO is a hard-knock life.

It's fun, but it's really tough.

And everyone who decided to do this has my deepest respect.