Michael Mandel

a lot of travel, you know, a lot of T and E for events and going to different cities to, to meet with prospective customers and sponsoring events and speaking at conferences and things like that.

Um, and then on the, that's on our enterprise side of our business on the exchange side where we bring on brokers and appraisers and research people, you know, we, we spend money on email marketing, um, some SEM, but it's more SEO driven, um,

and you know we also can you quantify that michael it's like last month how much total did you spend just on like direct paid stuff um you know at the top of my head i couldn't tell you for last month it varies quite a bit month by month based off of a lot of it is driven by how many events we've gone to and how much travel we've done that's like a huge percentage of it ignore that stuff i'm talking just paid google ads facebook ads direct paid channels are we talking like a grand or 100 grand or more

Oh, it's more along the lines of a grand or less.

We spend very little on that.

No, it's much less than that.

I mean, our customer acquisition cost is probably more around, you know, 15 to $20,000.

Okay.

Um, that's a good question.

You know, I think there's just only there's only so much that's reasonable to spend to to acquire these customers.

I think most of it is just kind of traditional sales efforts.

And I don't know that I could spend twice as much and get twice as much out is really the best answer to that.

We have negative 6% or 8% net ARR churn.

So we expand our customers at a much higher rate than our customers churn.

Um, so that's, uh, you know, number we're very proud of.

Um, it's been, you know, we, the actual true churn without expansions is low single digits.

Annually.

Yeah.

My favorite business book.

Um, good question.