Matt Britton

Um, but you know, I think it's going to be fortuitous because this second time around, I really think we're building the business the right way with a true software solution, um, on our marketing intelligence side.

And we're seeing incredible results already.

Well, 16.5 million in revenue.

Well, so not all revenue is recurring revenue.

And as I mentioned, the influencer business isn't really, it's not like Salesforce.com or MailChimp or a true SaaS platform.

So I think you just basically illustrate the issue is that all revenue is not annual recurring revenue.

And a lot of that revenue was service revenue.

You know, I don't even think you could go back and actually...

you know, in a valid form, say what was recurring revenue because it was never really a self-service platform.

But I mean, I would say, so we, there's always a service element to it.

So I could tell you it's 50% and maybe it was, but you know, a buyer could come in and say, no, it's really only 20%.

I see.

Now I can tell you the business we're doing right now on the Susie side, it's all ARR.

It's all software revenue because it really is a software driven platform where Crowdtap in the past was almost like a tech enabled service.

I think it's fair.

And I had higher gross margins.

Yeah.

Some could say that if you have a retainer-based model, an AOR model, as an agency, it's relatively predictable.

Obviously, they could do an RFP at any time, but if you have a deep relationship, it's somewhat predictable as well.

The fact is that it's people-based, and people-based businesses have more risk attached to it because a new CMO comes in with different relationships.