Raj Agarwal

I would say, though, what we did find is that we were revenue neutral in terms of the revenue we lost from those customers versus the... Expansion.

Yeah, now the real numbers are probably closer to 75% we lost, but the 25% that we upgraded, we were able to not just double their price, but more like triple or quadruple.

40% of our support volume was coming from the 10% of revenue, the bottom 10% of revenue.

Uh, it'd be in that 600, uh, 600 range.

So, you know, it's about 150 people and, you know, support can be broken up in a couple of different ways.

But if you talk about, you know, customer support itself, we're probably talking about eight to 10 people.

But then our support organization includes, you know, what we call mobile engagement consultants.

Consider them like, you know, post sales solutions consultants.

But our model is a little bit different.

Right.

It's a these are practitioners.

These are folks that have been in the shoes of the practitioner.

Sometimes they come from our product management organization and they're taking a proactive approach with the people who are actually using the product to go in there, look at what kind of campaigns are running and what kind of advice that we can give them.

How are they analyzing the data and how can they do their job better?

Basically doing a good level of hand-holding to make sure that in this confusing mobile space where everybody feels like they're over their head and over their head that they can make sense of these tools.

Yep.

While we think our tool is relatively simple because, you know, there's a self-service version, et cetera, available, sometimes it does take that extra level of hand-holding to maximize the full capabilities.

You know, so...

If you take an average customer at 50,000, it should be at least a five to six year lifespan.

And I think we expect to see that.