Nicolas Dessaigne

But spending half a day

Two half days a month answering support is actually a great thing.

Yes.

And as we speak, we're actually creating a support team now, dedicated support team, mostly to be able to do 24-7 support and have a higher quality of support and response time.

That's great.

But we still ask our engineers to participate to that.

So maybe that is going to reduce a little, but still going to be there.

So we don't communicate about the churn, but let's say that the most important here is really to have a net negative churn, which we have.

For SaaS businesses, you always try to look at both the dollar churn and the dollar upgrades from existing customers.

So what you want is to retain, to have an increase in the retention of dollars.

Yes, exactly.

Which means that part of the, when you start a year, that's the magical, the beauty of the sales business.

You start the year, you already know that you are going to have more revenue that new year than the year before without even acquiring any new customers.

So it's going to depend about the segment industry and so on.

But basically, you can expect them to pay about 30% more the next year.

So there's two aspects here.

There is the usage itself, users growing by themselves, so they have more things to search for.

They have more users that are querying the service.

And the second axis is more around features, value-based features.

You want to add personalization in your search, then that's a new product, a new module, a new add-on that you have to pay for.