Matthieu Vaxelaire

Okay, that's a very good question.

On the SME segment, there is a no-touch sales model.

Okay, so it's all marketing-driven, all automatic.

However, for the mid-market part that we launched 2016, mentioned enterprise, this is really inside sales-driven.

Inside sales, we divide this into two groups.

There is really the inbound team that manage all the incoming leads.

Those are six people.

And then we have the outbound team that is doing prospection.

On your outbound, there are six people as well.

Yeah, as a very minimum.

Yeah, higher than that.

We are much more focused onto MRR gross churn or MRR net churn.

On the mid-market segment, we would be on average something from 3% to 2% gross, not net churn, and I'm speaking MRR.

And of course, that number is much, much smaller and could be even negative on the mid-market.

The fact is, we launched the mid-market segment 2016.

It's a yearly subscription.

So one could argue we don't have enough.

Yeah, but what we see, we already have one month of history.

Yes, the numbers look very promising.

No, no, no, no.