Matthieu Vaxelaire

That's the SME.

So mid-market, they pay $400.

Correct, but I want just to reiterate where we have almost like negative net churn is on the mid-market where they pay 400 a month.

However, on the SME, they pay on average 60 a month, and here growth is 2% to 3% per month.

We have, on average, every month, 10,000 people that sign up for Manchin, regardless of marketing action whatsoever.

This is thanks to the product, people speaking about Manchin.

This is one way to get customers, or three other acquisition channels are paid, inbound marketing and outbound strategy.

Not much.

We're still at the very beginning, anything from $5,000 to $10,000.

Yeah, mostly it's on Google, but we're testing platforms such as GetApp.

We did a little test with G2 Crowd.

We haven't tried anything yet with Facebook except promoting our own content.

We don't do really like a demo request on Facebook.

The first results were not encouraging.

We're not positive.

We used to have a strong open content strategy, meaning by that, like articles on the blogs, but we moved away from this to generate leads with the content, so exclusive content strategy, so landing page e-books.

This does not drive free trial, and it does not work very well on SEO because it's gated content, but it generates leads for the salespeople.

very very like um it makes no sense to put one number here as we discussed with different customer segments like uh different teams different acquisition channels so we don't even look at one number you know we of course have one number for each channel and usually we have a number for the mid-market the i would say for the sme type like no one i've mentioned is currently

I can go easily, I can go up to 1K to pay for a bank customer.

The goal is we've been bootstrapped, as I said, since a couple of months and years.