Lonnie Schneiberg

People wake up in the morning and say, okay, I'm going to change my time and attendance solution.

If it works, you just stick with it.

So the only companies leaving us were actually the ones that went out of business for some reason and decided to fire most of their staff.

No, no, of course, of course.

I'm saying that the companies are not leaving the tool to move to a different one for any other reason than that.

I'm just stating it.

We had about, until now, eight companies.

Yeah, two points.

Yes, it's somewhere in the area.

We're measuring, I'm just, it's not, I wasn't expecting to dive too deep in the numbers at this call, so I...

I'm just trying to think what I want to reveal and what I don't.

Well, first of all, in terms of the support and the guidance of the users, we're very hands-on and trying to be more proactive than reactive.

So we're well aware of what's going on in the system.

And if we see some sign of people stop punching or something happens that we can prevent, we actually contact the customer and try to figure out if there's a problem.

So this has been really helpful, this kind of strategy.

Right.

So we know that once they install the application and invite over seven employees, the demo usually continues for a while.

Like there's no...

The people don't stop the demo and it helps us to get to the conversion point.

So the goal for us is to get to seven employees actively punching on the application.