John Andrews

So we've had two customers who've churned over the past four years.

Yeah.

It's a really hard thing to measure, right?

If our model was...

hey, download something from our website, put your credit card in.

We've got thousands of customers.

You can measure based on cohorts, much, much easier.

It's an enterprise sales model, right?

And our revenue is much lumpier.

than I would like it to be, right?

But when you're looking at the dollar amounts that we're able to get from customers based on the value that we're providing to them and the high touch in terms of kind of working closely with them as they get up and running and helping enable their teams, right?

There's a lot of value there, but it's very difficult to just kind of have the dashboard of some of those metrics that you really like to measure from a SaaS perspective, just given the lumpiness.

Yeah, a little more jagged staircase than I'd like to.

It's going up and to the right, right?

But not every step's the same size.

Uh, so last year was, uh, it's about two and a half X.

Yeah, but that's, okay, you know, you're coming from a small number.

Yeah, in 2015, right, that number was based on, you know, a few beta customers starting to, you know, build out some of the larger contracts and then really, you know, scaling much more in 2017.

Yeah.

Uh, yes, absolutely.