Michael Litt

Yeah, so I mean, R&D does not get included.

Okay, except R&D.

For one.

Yeah, and ops to some degree as well, like HR and those types of functions and stuff.

So yeah, anything that is in the go-to-market realm gets included in the CAC breakdown.

Yeah, so we don't talk about those numbers, obviously, as a private company.

We want to hold that stuff close to our chest for competitive and investment reasons.

But what I can tell you is we recently closed our Series C. We talked a little bit about the economics of the business at Sound.

The model that we're essentially employing is if we can, from first year of sales forwards, triple the business, second year of sales forwards, triple.

triple this again, and then do three consecutive doubles.

Yeah.

Yeah.

Cool.

So first year of sales, you go from say zero to a million dollars in revenue.

Then if you can go from a million to three and then three to nine, and this is ARR.

Yep.

Then you can go from nine to 18, 18 to 36, 36 to 72.

That growth trajectory is, and these are millions of dollars is a leading indicator of the size of your market.

and essentially your opportunity to potentially go public and be received as an IPO-able company, as long as you keep your unit economics, your CAC payback, and all the other things, growth retention, net retention numbers and stuff in check.

And so that's the model that we employ and we're somewhere inside of that growth curve.