Pete Lampson

In other words, the one-to-one relationship of Jazz HR to a small business customer.

We launched indirect sales or channel sales not long thereafter, and that today is almost 50 percent of our new business and growing.

I would expect it would be more than 50 percent by end of this year or beginning of next.

What that allows us to do is move beyond the one-to-one nature of our direct customer acquisition, which is still important and we remain 100 percent committed to,

to the one-to-many nature of channel or indirect relationships.

So we partner with a number of different human capital management and payroll companies who, in turn, offer Jazz HR to their customer bases.

So we are right now just under a 12-month kind of payback.

So we're just about $2,000.

Yeah.

Not unhappy.

I mean, I think it always can be better.

And part of our move from direct to indirect is, in fact, to impact that.

I mean, there's no free lunch, but

For indirect, what typically happens if you do it well is your CAC will go down, but you're shifting that CAC to success-driven revenue share.

So it's a more efficient use of a cost of capital.

So your CAC goes down, your gross margins go down too because you're paying a rev share as does your ARPU if you're thinking at it on a net basis.

But that's a driver of our continued improvement will continue to be a move towards indirect, which not only drives CAC, but also increases velocity of acquisition.

I'm sorry, the company again is?

Hacker Earth.

Yeah.