Juri Kaljundi

It depends a little bit what they come for.

Do they come more for like weekly reporting or do they come for OKR?

So we see that the long-term goal setting, which is quarterly, there the churn is much, much lower actually for those who do it on a kind of smaller level.

So the cohorts are very, very different actually for different also team sizes.

Small teams give up easily.

If somebody makes an investment to do it with, let's say, 200, 300, 500 employees,

they most probably make the investment for one, two years and don't give up so easily, actually.

We don't do actually any paid advertising.

So all of our costs are content marketing.

So it's basically the cost of three, four people.

And we do most of the content and mini sites and so on in-house.

So that's mostly the cost for us.

Uh, we have three people in customers, uh, customer success and sales, uh, three people in marketing.

Uh, the rest is product.

I would say it's more like 300.

So the European salary is much lower, actually, than in the US.

Yeah, we try to shoot so that at least we make $750 per customer.

And that's what the 10-person team for one year would pay.

How do you...

We've never been able to make paid ads or so work.