Sri Shalapa

Right.

100.

Okay.

No, no, 100,000 a year, not 100,000 a month, but 100,000 a year.

So that's the average, right?

So the outlier in that case, they're paying like $2 or $3 per seat.

So that's more like the $150,000, $200,000.

Yep.

Adoption, that's why the engagement part becomes important.

So if you add the social component, if you add the learning management component or internal training, a lot of organizations have to take training, especially if it's a compliance training, they kind of have to do it at the employee and the manager level.

Social gamification and the adoption does increase.

Now, if they're only using it for performance reviews once a year,

or goal setting where they don't look at the goals at all until the year is over, then that option does become a problem.

So there's a lot of process aspect to it, which is where our professional services organization really comes in to help them improve.

Oh, our professional services revenue is tiny.

It's like 4% right now.

There are two types of services.

One is the implementation services.

It varies based on the size and the complexity of the implementation.

It can go anywhere from $200, $300 to $5,000.