Russ Heddleston

And the reason is that once a team adopts a system that connects sales and marketing like Docsend does,

Even if sales wants to get rid of it, marketing doesn't want to get rid of it.

Marketing decides to get rid of it, sales is like, no, we need that.

And so it's hard to get the adoption, but it's hard to get rid of it as well.

And that is a really attractive property for us.

The churn in the self-serve stuff is super high, but our- What is that, Resto?

I don't know off the top of my head.

What's high mean?

What's high mean?

Well, those numbers are certainly high that you gave me.

And the thing that matters there is the net promoter score that we get.

And people are really happy with it.

They're like, oh, I love Docsend.

But yeah, of course, I'm not going to pay for it anymore.

I don't really need it now, but I might use it again later this year.

And so for me, that's great.

It's a nice product.

They like it, but it's not a great business characteristic.

I think, like, what is it, 1% monthly is kind of a general target for companies to aim for.

If it's much above that, then that's pretty worrying.