Sri Shalapa

When you're implementing an enterprise software that affects everybody's life, it's not a sales software that only sales team uses or a payroll software that only HR uses.

When you're implementing an enterprise software, it takes about three to six months to really realize the full value because there's a lot of change management that has to happen in an organization.

If you're looking at a product like, let's say, I'm going to give an example, like Workday or SAP.

We are the same segment, except we play on the lower end of the segment, right?

I mean, their implementation cycles can anywhere from six months to a year just to implement the product and roll it out.

And typically that for enterprise-wide, enterprise-scale products, a one-year deal is generally a minimum.

In some contracts we do, but not in all.

How many customers do we have now?

We should finish the year around 600.

But I think one of the things we are doing is we're also going more upmarket.

So our ACV has been going up

pretty much every quarter over quarter.

If I were to look at 2016, for example, our ACV at that time was more like $4,000 per client.

And right now, our ACV on an incremental basis or a critical basis is roughly around $11,000, $12,000 per client.

No, no, no.

So I said 12,000 a year, 12,000 a year.

That's the incremental.

Our current average is right around 9,000, if you look at the historical.

So what is MRR today?

MR is right around 3.6, roughly, at this point.