Michael Litt

of which I'm compensated against.

And then best in glass net retention tends to be about the 120% range.

And of course, based on that gross retention number and our 30% target, which we hit, we're above that as well.

We're north of 1,000 is probably the best communication I can give you there.

But, you know, the next important milestone for us is 10.

But as we now have this free product unit, it's being used in tons of organizations.

So given the number of users on that product in terms of an NAU basis, I would say that our technologies exist in approaching 10,000 businesses around the world.

Yeah, I think so.

I mean, there's obviously not a ton of strategic value in talking about those numbers specifically, but... As the big smile comes on your face.

Yeah, we subscribe to more than doubling our business year over year as a key strategic target, right?

If you can, you know, a company our stage, if we can have an aggressive gross margin, aka something north of 85%, 90%,

We could be more than doubling on a year-over-year basis while managing a pretty effective revenue per head number that I think would be relevant for a space.

Look for zero cost, lead sources to scale in an as organic way as possible, plus focus on upsell.

You know, if you get all those elements of strategy right, it's possible to continuously double.

But the amount of horsepower required is interesting because if you think about, you know, five years of selling since we launched from YC in 2011, let's say it was actually four years of selling once we figured out our motion.

every year you have to condense that previous four years of effort into the next year and then the five years of effort in the next year.

And if one of those elements of your strategy goes wrong or goes awry or something you can't control, it gets pretty tough to hit that kind of scale.

But we've definitely exceeded my expectations.

Yeah, so streaming costs are an interesting thing, right?

Because like anything, there's economies of scale based on the amount of content that you publish.