Joseph Walla

per month is a pretty good rule of thumb.

I've heard that a lot from investors, but it's pretty on point when you talk to a lot of companies in the Valley.

Yeah.

I mean, if you back and down, yeah, we're definitely doing more than that.

Yeah, so also something that I can give some broad strokes on without talking about specific numbers.

I think in general, with a lot of SaaS products, on your pro plans, the churn is a lot higher.

And then as you get into larger and larger companies, the churn goes down substantially.

I think in terms of like how are you, are you like, are you mostly small business or mostly enterprise or?

Yeah.

So we, you know, we're mainly in the SMB admin market space.

So we do have some larger customers.

I think, I think this is what you'll find a lot with a lot of tech companies.

So they start a lot on the low end of the market on like the pro plans.

And then gradually as they build out more sophistication in their products and their offers,

and they understand the market more and they like bring on a sales team, they gradually move up market.

And so, um, that's kind of the, that is the path that we've been taking over the last couple of years is that if you look at your pro plans and you look at the churn rate on the pro plans, the revenue per customer, you realize that, you know, you can't continue along that path with say like a sales team and you do hit, um, real quick.

Yeah, exactly.

And that's, um, so we think of those as like prosumers and those are, you know, if you look at Dropbox or boxes or people that are paying like say 10, $15 a month, um, maybe there are people that are individual real estate agents or they own a photography consulting firm or something like that.

Those are usually the people that pay for those plans.

Yep.