Mikita Mikado

So basically what happens is that

We do get a lot of freelancers that sign up for an account and they close a large deal and they work that deal for like three, four, five months, whatever, and they cancel their account therefore.

And then they reactivate.

So we have a lot of logo churn that has a very high percentage of reactivation.

And that's the case, you know, with SurveyMonkey, that's the case with like mail.

Yeah, yeah.

Yeah, yeah.

And when it comes to sales, and especially like very small businesses, entrepreneurs, solo entrepreneurs, the case of those guys is that, like I said, you know, they close a deal, they have things going for them, and then they have this deal to work on.

Like think about marketing, like marketing contractors, right?

Yeah.

uh, inbound marketers that have one, two people on their team.

So the close is like, like one large enterprise account and they got to work it for like six months.

What's the point of keeping PandaDoc?

They're not going to sell anymore.

Like they're, they're done.

Yeah.

There's sales cycles.

It's over.

So again, like we do get some of those folks on the loyalty,

Like on the local basis, our return is pretty high.