Mada Sagada

We do have very, very little churn.

Most of our churn is actually, I think more than half of our churn is people going out to business.

Top of funnel.

Top of funnel, middle of funnel, definitely because we're so new and we haven't done as much on expansion.

And that's one of my big projects.

I like to think about doing more customer marketing.

Right now, the way our marketing team is measured is all new accounts.

So it's new business from new accounts, not as much upsells and cross-sells, which is probably why I don't know those numbers.

Yeah, that's okay.

That's okay.

Now that we actually have a bigger user base and we've been selling for two years, that's like one of my big initiatives.

So we don't actually think about it that way.

And I know it's very interesting.

So the people that use us for free, and if you think, are usually the developers.

And it's very hard to convert a developer into a paid product because they think they can build it themselves.

So when we convert an account, it's usually because we get an intro to a different team and we talk about how they can use branch.

So it almost feels like a new sales.

Same when we go into new accounts, we don't go and say, hey, try Branch for free.

We go and we explain and they start with Branch Paid from the very beginning.

So converting from free to paid hasn't really been a huge area of focus for us.