Matthew Prince

That said, we now have effectively a private virtual network where we can get packets from one side of the internet to the other side of the internet faster, more securely, more reliably, and more efficiently than anyone else.

And that's something that is a really unique asset.

And so that's something that we are willing to price on a usage basis.

And I think those new products are what will really drive net expansion dollars for our existing customer set.

To be honest, we haven't as much largely because we have not been as traditional of marketers.

Lifetime value is a great way to figure out how much you should spend then to acquire a potential customer.

And so it's something that I'm sure we calculate as part of the business and we try and figure it out.

But the challenge for us has been, I mean, I guess the opportunity has been that since we have not been spending as much on the traditional marketing channel, focusing on lifetime value has been less of sort of the focus for the first, you know, eight years of CloudFlare's history.

I think going forward as we're becoming more sophisticated on the marketing channel, that'll be something that we think about.

And then, you know, part of our challenge is

It really is one funnel.

Sometimes people start as a free customer, but then they take off.

A major ride-hailing service in Europe started

As a free customer, as they started up, they then graduated paying us $200 a month.

They now pay us hundreds of thousands of dollars a year.

And so trying to figure out when someone starts as a free customer what the lifetime value of that customer is, I mean, that obviously is the exception.

But getting those exceptions is a lot of what drives our business.

About 25% of our mid-market enterprise business actually graduates from the self-service business industry.

And so that it really is one funnel.

But because there's so much, you know, we're not our prices aren't