Jay Fulcher

And that's specifically focused on what we call SMB companies, which are defined as sort of one to 500 employees.

Yeah, I mean, it can be for really small companies that are maybe less than 10 employees or less than 20 employees.

It can be as inexpensive as five dollars per employee per month.

on up to potentially $50 per employee per month.

So our average contract value today is in the sort of $4,000 to $5,000 range.

A month?

A month.

Well, we have them per month or per year.

It depends on the size of the company.

But the thing that we're pretty excited about is that we've got a –

We've got a fairly broad and deep set of capabilities across those three product areas that I mentioned.

And that really allows us to provide value to companies of all sizes.

And so on the one end of the spectrum, we might have somebody paying us $10,000 or $15,000 a year for what Zenefits is managing across HR, payroll, and benefits.

In other cases, we may have somebody paying us $150,000 a year.

But on average, we probably mostly have the bulk of our contract values are somewhere between five and fifteen thousand dollars per year.

Yeah, so what's really, I think, exciting for us is that we have basically around 10,000 customers.

These are customers that are in some cohort consuming some or all of our product line.

We've been able to, as I said before, we've been able to not only convert the customers that we have today, but we've also been able to kind of expand that.

the amount of dependence that they have on our products for how they run their business.

Today we're retaining more than 90% of our customers who have an annual contract with us.