Mikita Mikado

I take away the management, um, uh, you know, costs and then everything else accounts to work, uh, toward CAC.

Yeah.

Well, we, so the industries like industries,

rule of thumb is 1.13 pacific crest survey or something like that 1.13 what uh off of acv so that so like 14 month payback period yeah something like that yeah yeah what are you spending go ahead

Yeah, like I was going to say, we have channels where it's like six months.

Yeah.

And we have channels where it's like two years.

Yep.

Right.

But it's worth it.

Yeah.

But, you know, basically those are two kind of just like different initiatives.

And we realized that on the one where we have two years, we need it for blah, blah, blah reasons.

In fact, let's say direct sales.

We have an outbound sales team.

And our outbound sales team has the worst CAC to LTV ratio.

And we're like CAC to ACV ratio, not CAC to LTV, CAC to ACV ratio.

And, you know, like we know that we're aware of that.

Why do we have an outbound sales team?

Because our outbound sales team is just like, you know, the delta force of PandaDoc or like... SWAT team.