Sabrina Parsons

What drives them to connect the software?

So we're not, you're right, because you can get mired in data.

So we're trying to focus in on

the users that we're seeing have the longest lifetime value and then understand what did they do and how do we encourage other people to do the same thing.

So we try to be mindful.

And then over the course of the last six, seven years that Lifeline has been allowed around, you can also strategically say this quarter, we're going to focus on this type of user and we're going to dig into that data

and we're gonna do some tests, and we're gonna see if we can move the needle while watching another cohort that we've already put in motion and put some tests in place.

The thousands of dollars?

Or the thousands of people?

Oh yeah, absolutely.

When somebody's in there, they've connected an accounting solution.

Another indicator of long lifetime values, if you've connected an accounting solution and you've invited your accountant into LivePlan.

So if you're actually using, not just connecting your actual results, but then you're engaging with an accountant, particularly because our target market is a company that can't afford a CFO.

So that's, you know, when you say small business, that means a lot of things.

If you look at the SBA, they say small businesses, 500 employees.

Absolutely.

And some of them are adding on more than just the monthly service.

We offer plan writing.

Yeah, I'm just talking SaaS.

For native pets, our ARPU, so we can say a certain type of cohort will have a higher lifetime value because they will add on some additional services, even if they're one-time services.