Ryan Holmes

And you're right, you will go to the market if you're at scale.

So, you know, at lower scale, you can have a little bit more churn at higher scale.

it really becomes risky.

And you want to think about the lock-in.

I think one of the things that we're focused on with our platform strategy is thinking about how we can create better benefit to our customers.

And ultimately, once you become embedded into this ecosystem of solutions, your lock-in is quite high.

So we think about, we've got over 200 different partners built out in our app directory so far.

We have millions of installations of apps in our app directory.

every time we see an app install or an API integration, we know that that customer is more likely to stay with us because we're more connected, more meshed into their overall marketing and customer support stack.

So if you think about things like Marketo, HubSpot, Salesforce, we do integrations into all of those.

And once you're kind of tied into all of that stack,

as a small, medium, and even enterprise business, the lock-in is pretty valuable there.

The data also that we're generating for our customers is really important.

You mentioned that as well.

We look at industry-wide benchmarking.

We're one of the only businesses that has over 16 million customers in it.

It correlates to a little bit less than that.

I mean, the law of large numbers, some of the big enterprises obviously take out with 10,000 seat deployments.

We have a lot of individual solo entrepreneurs.

To give you another idea, I mean, we've got double that in accounts auth.