Sam Cagliucci

Uh, if we were creating a CRM company tomorrow, you know, everybody knows the value of CRM.

It's a little bit different.

I think we've had, you know, we've been healthy churn about 10%.

Okay.

Revenue or logo?

That's, that is, um, that is, uh, revenue.

Okay.

A little higher on the logo side, early adopters that were low ACV from back in those days, like when we talked, that probably weren't going to step up, but we learned from, makes up about half of that.

The other half has to do with, as a SaaS tool,

We learned really quickly that when you have one key stakeholder that's a champion with your software inside of an enterprise, that's a good thing, but it's not a good thing when they turn over.

So we learned that we got to get really deep, really fast when we sell into an enterprise.

to have multiple stakeholders that know us, have relationships with us, so that God forbid somebody moves up, moves on, the baby doesn't go out with the bathwater, so to speak.

Six, seven points.

Yeah, so because of the fact that we're doing a lot with frontline workers, a big passion point for us with our product is that the overwhelming majority of 130 million U.S.

workforce does not get access to ongoing skill development like other roles inside of the org.

We can't price by user only because you're going to pay $100 a month for a seller, but you're not going to pay $100 a month for maybe the usher or the security guard.

So our pricing model has three prongs to it.

We're users, so we still have users as one of the metrics.

Second is admins.

We've built a product where frontline managers can create content.