Latif Nanji

So we've been, 2016 was the triple and then we've been constantly doubling each year since then.

Uh, yes.

I think a little bit less than that, but around there.

Yeah, it's about 60-40 split between new and expansion.

We're seeing really healthy expansion simply because of the viral nature of the software.

I think a lot of tools that are product-led growth, just like we are, have found ways within the tool to do the land and expand model.

So we start with a few seats, make a few champions really successful, and then from there we see other product managers who are our target primary audience for this tool, then go and talk, since they have a lot of influence within the organization, whether it's on the executive branch or towards other...

you know, cross-functional teams that work and need visibility into what's going on in the plan.

Yeah.

So, well, on a cohort basis, it's different varying month by month.

But if you look at sort of averages, it's around at least 40% of, you know, our monthly net revenue, our net new MRR is going to be from expansion.

Yeah.

So let's say on a month you add 50 K MRR, 20 of that would be from it.

Yeah.

So we don't necessarily disclose those numbers, uh, for now, just because it's a, it's a bit of a competitive space.

We don't want to get through that, but we're, I would say we're around, we're slightly below average.

I think we're doing pretty healthy.

Um, so I would say it's somewhere between on a gross basis between two and three.

Yeah.

It's on an annual basis.