Jan Elman

That's right.

Yes.

Yeah.

So we typically see churn at the start of getting a new customer on board.

Once you're into the platform, once you've developed a bunch of applications, the stickiness is very good.

Also because you would have to redo your applications.

For us, obviously, we have to stay up to date.

The moment we don't keep our platform up to date, like three years ago, we had to go to HTML5.

So we had to basically redo a lot of parts of the platform to support HTML5.

Five years ago, we had to deliver mobile for our customers to make sure that they could build and deliver great mobile applications.

We really have to work very closely to our customers and really listen to what they need and also predict what we're going to need the next years so that we can start working on those capabilities.

So we have three teams at Servoy.

One is the sales and marketing team, and their responsibility is getting new clients on board and marketing the product.

Then we have a, we call them an expert services team, and they're mainly in charge of customer success.

So they're in charge of once somebody decides to use our product, how can we make them truly successful?

And we really switched our thinking in the past five years from inside out to outside in.

What is really what they need?

What is really how we can help them with our product and platform?

And the third group within Servo is R&D.

So that's the team that builds the actual platform so that the expert services team and the sales and marketing team can then deliver it to our customers.