Nicolas Dessaigne

no there is a there is no seed model so it's mostly usage and then we are going to have plans and some features are including only in specific plans and so you need to go to the next plans to have access to them i see um and since you didn't want to talk about churn numbers specifically totally okay with that in terms of net retention with that 30 expansion does that more than make up for your gross revenue churn so you're above 100 percent

Yeah, we're above 100%, largely above 100% retention.

It's between like... I mean, retention is going to end up between 120, 125, depending on the year, depending on the segment, but that's basically it.

So, no, it's very...

It's a healthy business.

Yeah, well, all of that is like a ballpark.

That's a good question.

At the end of the day, you want to spend well less.

It's so difficult to answer that question because it depends on the segment.

We go from self-serve, where the CAC is basically nothing, like close to zero, to enterprise, where the CAC would be in the...

in the, like, at least five years number, like if you factor all the cost of the people, the sales, the marketing, and everything, so it can go pretty high.

So it's all over the place.

At the end of the day, what you want is a great ratio where your RAC is way lower than your LTV.

First-year ACV and LTV, of course.

No, we're closer to one year.

But yes, like the payback, like how long does it take to pay it back?

If you stay under one year, it's very expensive.

Of course, but not this year.

Yeah, it's going to be probably next year.

Sometime next year we'll raise a new one.