Lalit Bize

So our CAAT payback period again oscillates between 6 months to 12 months, which is half a year to about a year.

That's the CAAT payback period.

So last month it was somewhere around 8.6 if I remember correctly.

We crack it month on month, obviously.

My net new logo, so I have two engines for new logo acquisitions.

Most of, we have only six people hunting team.

So we don't have a lot.

Yes, but that is about when I'm calculating CAC, I'm calculating CAC on MRR growth, monthly MRR growth.

The way we calculate CAC is we take last month's MRR to new month's MRR, take a gross margin.

So our gross margin is somewhere around 88%.

So we take the gross margin figure out of that and then look at the entire sales marketing costs, which is customer success plus sales plus travel plus marketing and divide that number to get our CAC.

So when we are, let's say we grow $10,000 MRR,

we would have spent less than $120,000 getting that particular MRR.

So the CAC payback period is tracked on top of the MRR growth.

We don't track on top of new logo acquisition.

Overall net MRR growth.

Right.

So we have about six people, hunting team, what we call them.

So we have a sales team divided as a hunting and a farming team.

Hunting team is responsible for acquiring new logos.