Randy Wootton

What I would say is a lot of our contracts are TCV.

So they're multiple year deals because what you find with these large enterprises is they run a robust RFP process and they're looking for partners.

And so if you make it all the way through and you get to the end, they often say, great, let's do a three year deal.

They're also looking for preferred pricing if they make the commitment and that such.

But it's very, very different than like a mid mark high transaction sale.

I won't give you the exact number.

I would say all of, or I'll tell you this, 95% of our deals are paid up front.

A large percentage of them are paid annually on the contract date.

Some are paid up front fully.

So what's neat about this business versus when I was at Rocket Fuel is

where we were having to buy inventory, chase agencies to get paid.

They had to go chase advertisers to pay them.

We were basically playing a bank to the agencies.

In the pure SaaS model, where you get paid up front, the more you grow, the more cash you have.

It's a wonderful working capital dynamic.

And you also reduce churn.

You also reduce overall cost of customer acquisition costs.

So, you know, bigger deals, longer terms.

I will always go for those.

Great question.