Mikita Mikado

Like what?

On the revenue basis, like high.

Yeah, it's more like one product that's just upselling different parts of it and seeds and so on and so forth.

um it depends on the channel and on the size of the customer like at this point um like think about like we have more than 100 people in the org uh and there are there are two people that uh focus on demand gen they're um different aspects of demand gen there's just like

there's a there's a solution selling right and keyword bidding and so on so forth there is account based marketing where we try to focus on specific industries and personas and geographies and a bunch of other um basically filters that we apply um so the customer acquisition cost varies as well as the lifetime value yep of those customers

We benchmark ourselves against basically 12 months payback.

And the reason, and by the way, like we do that primarily on the sales assisted deals.

Our self-service engine is just a, it's like a, it's a separate business in its own.

It works really well.

Like we're very happy.

We're very happy about it.

But when it comes to sales-assisted deals, like, we're trying to get under 12 months of the, you know— Payback.

Yeah, payback.

Yeah, yeah, yeah.

Yeah, and I think including salaries is the right way to do it.

I know.

So here's the thing.

I've seen it done in three different ways.

One is all the salaries are attributed.

Two, and I think it's fair, but I think it's a little bit misrepresentative because as you scale, the most expensive people, like your CEO, VP, well, not in our case.