Madhan Kanagawa

So they are pretty incentivized to bring in deals to us, potentially to help us sell more final cloud licenses.

And then there's a service for our partners who take our software and then host it themselves and be almost a branded version of our software, which they resell to other end customers, like small businesses.

Yeah, exactly.

For the channel partner, the partner owns the customer.

We don't build the customer directly.

We build the reseller.

Same thing applies for service partners as well.

They actually want the customer.

They're only building their service partner, not the end customer.

I see.

Okay.

It's been changing.

What we see is that the resellers definitely see a lot of growth in their space.

Service partners, not so much.

I think just because of the consolidation going on in the space, people like to use maybe more specific services out there already.

So the hosting itself is going down a little bit as a general trend.

But resellers' space is pretty big, and we are seeing growth in that for sure.

Interesting.

Gross revenue churn is going to be around...

I think it's around 80%.