Matthew Prince

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

29, 39, 49.

And we're sort of trying to, you know, get people to move between that, you know, zero to 20 is a big jump.

20 to 200 is a big jump.

200 to 5,000 is a big jump.

5,000 to, you know, 50,000, 500,000, you know, is a really big jump.

And so it really is different segments of the business where we're trying to segment it based on the value that we're being able to deliver.