Juri Kaljundi

Two times fewer customers in 25 user packages than 10, then two times fewer and fewer.

But we have quite many actually who are nowadays actually hundreds and hundreds of customers.

So it's for election nowadays.

We don't look at the like seed numbers so much.

We look much more at the customers.

Yeah, we've grown a little bit less than two times, actually.

Yeah, yeah, I would say that's correct.

It's very different over customer lifecycle.

So quite often, because companies, we still sell a kind of process that companies need to implement in their teams.

And there are many who try us out for, let's say, quarterly goal setting for one or two quarters, and they just give up not on the tool, but actually the process of goal setting.

And we mainly have to work on those who churn in the first three months, six months.

We do quite a lot of training for customers, so we are always happy to do video-based screen sharing and training, both for the managers as well as employees, how to manage their week better or their quarter better.

So it's all about training and I would say getting people to, especially the employees, to understand that it's needed for them, not for HR or the managers.

So what is churn right now?

I would say we churn probably around like 50% of customers per year.

Five zero?

Like I say, many try out or even weekly reporting.

They try it out just for one month and then give up.

And we see that actually in all of productivity sphere.

Like all of us kind of try it, let's say task managers, but very quickly give up on them.