Michael Litt

They'll obviously pay much more than that.

Then we introduce our sales solutions, which are powered by this product called Viewdit, which is a video prospecting and selling tool that connects to CRM.

We've got our service and support solution, which integrates with Service Cloud and Zendesk, so you can respond to support tickets, et cetera, with video.

And all of that content goes back to the same hub.

So since we last spoke,

Our ARPUs stayed about the same in that we've introduced a new lower segment, but it grows.

That's our ARPU on an initial customer acquisition.

It grows over time as we go across the company and get a larger share of wallet of that business.

Yeah, so our target for upsell within the base is actually about 30% of net new revenue.

It's aggressive.

Oh, of net new revenue, okay.

Yeah, net new revenue.

So I don't know on a customer-by-customer basis, but the key KPI for a customer experience team is 30% upsell.

Yeah, yeah.

I mean, it's kind of the strategy a lot of growth companies employ, but obviously only successful if your customers are getting value out of your product.

Logo churn annually.

So I personally do not know the logo churn number.

However, so our net retention in terms of revenue and gross retention in terms of revenue, we target to be best in class SaaS.

Best in class for gross tends to be north of 90.

Our internal target is 95.