Olivier Pailhes

And our job is just to, you know, make them convert from

The free trial to a paid plan.

So you have gross and net retention.

Gross retention, I mean, let's talk about churn, right, which is the one minus retention.

We have a churn rate of about 3%.

Yeah, it's actually more than that.

3% of our revenues go out each month.

Got it.

uh actually something close to five percent of our customers go out because typically smaller customers tend to turn because they just die or just stop paying uh now the good thing is that net churn is negative so if you factor in the expansion we get from our customers we actually without doing nothing we typically have a growth between five to fifteen percent a month

Yeah, absolutely.

But that appeared really in October, November this year.

And it's been negative and kind of increasing over the last four months.

So, I mean, direct cost is quite limited and that's a good thing with integrations.

So all our integrations today,

exclude revenue sharing right so typically our customers install zendesk i guess you're familiar with zendesk right yeah uh you install zendesk and then you say hey that's cool for my tickets emails now i need a solution for phone calls they go on the marketplace look up for calls and we just first because we're air cold so just ranked alphabetically and they get us and try us and be so cost for us was essentially the time to develop that which was

like two weeks, then there's no variable cost here.

Now, the only variable cost is that we pay a lot of attention to convert as much customers as we can.

So whatever you sign up within the hour, as much as we can, if we if we awake, you're going to get a call to Hey, Nathan, what do you expect?

This is from human.

This is a manual.