Michael Litt

Right.

So, you know, our growth retention target per year is 95%.

So that is if like discounting all upsells and just looking at the base of customers we enter a year with from a revenue basis, we want to retain 95%.

95% of that revenue in the year.

And that's an organization wide metric.

Our net retention numbers, including upsell are in the 130 to 135% per year.

So what that means is if we were to shut down all of our new business acquisition programs and just focus on

working with our customers, delivering new technologies and upselling them, our business would grow at 30 to 35% year over year.

We're just shy of 70 million.

Yes, absolutely.

I mean, so our, our, our target payback, and again, we're kind of in a growth phase is a year and a half.

Yeah.

So with an average average, and again, so what we're doing now, interestingly enough is it gets more complex at this stage.

We start to segment out through groups, right?

So our SME customers, small, medium enterprise, you know, they're not spending 20 to 30 per year.

And so our acquisition costs for them has to be much cheaper because

It's just a side note, but on a blended perspective, if our average customer is, you know, $30,000 per year and we have a year and a half payback target, that means that we're spending $45,000 to acquire them.

Yeah, it's, you know, it's interesting because we, yeah, we use the formula.

We use the standard formula for CLTV.

Oh, shit.