Marc Rutzen

Uh, five.

Yes.

5%.

Uh, so it's mostly it's annual contracts for the most part.

Um, on our annuals, obviously it's the first year.

So we haven't had a ton of churn there.

Um, well, what's the 5% though?

Um, we've got, so it's, it's, you know, people didn't use it as much as they thought, uh, people, they like in a few instances, we had to leave the company who was like the champion of it.

Cause it's a very new product, right?

So there, we tend to get, we're not over that, that, uh,

gap we're we're in the first part of uh of building the business right so we got people that are kind of champions of the product and if that champion goes to a different department or leaves the company or something the others don't understand what it is and then they're like oh i see a chart i'm gonna cancel it that actually happened like three times we we had someone like either leave or

go to a different department and it turned that way but in other instances they either didn't use it as much as they thought or they just can't like if they're lower market they really can't afford the expense and they did it monthly to buy it out and they never wanted to do you know like a full year they just want to do a few reports on it when you look at your fully weighted cac so the costs to get a new 400 a month customer what are you paying to get these guys

Um, at the end of the day, uh, our payback period is six months on these guys.

Uh, it's so we've got commission.

We pay to our salespeople, uh, 15%, which is a pretty nice commission, uh, because we built it as a thought leader.

We don't have a huge advertising cost.

And we've actually, we ramped it up and then we reduced it because we found that it didn't improve a whole lot to spend 10 grand versus five grand.

It didn't make a huge difference.

So we're at about a five grand marketing budget spend right now.

And we track them from the time they get to our site and all the sales interactions to the time when they actually close.