Scott Chisholm

Did they attract more contacts?

Were they sharing our content?

And now we're able to see that.

And so paid's become a more important piece of the

Like, hey, just someone clicks on an ad, they convert into a trial, and they become a customer.

There's much more of a slower ramp for us.

Oh, I'm not even sure what our actual paid budget is per month.

But in terms of our overall marketing and sales span, it's minimal.

Oh, yeah, definitely.

Yeah, we do fully burdened CAC.

We track that really meticulously.

Actually, ever since the company started, we've been under 18 months.

That's sort of like our, yeah, if we're putting, if we're putting our foot on the accelerator, we want to be around 18 months, but

But, you know, depending on where you where and how you make investments over time, that that changes, of course.

But, you know, our sweet spot and where we want to be is under 12.

Obviously, that's sort of best practice rule of thumb.

And we're trending back towards under 12 now, which is fantastic.

But when you grow the sales team and you make hires like we include in that in that ratio, we include everyone that's ramping up all reps that are ramping up.

It's totally

fully burdened.