Tom Coburn

First, it comes in the short term.

Did this Jebit experience actually convert the consumer at a higher rate in the moment, which we've been able to prove time and time again?

And then the second one is,

Once I actually take this declared data I get from the Jebit experience and use it in some type of remarketing campaign, what's the lift I see there?

And so it has really just been, I think, over the years as we get more and more case studies and get more brands using it, it's becoming very clear to us that we are driving a much higher ROI for our brands than what we've been charging, which is why we've just continually been, you know, raising that price point over time.

And obviously, as enterprise brands use it more, they pay more.

So obviously, we look at it on the customer logo side of things and then the revenue side of things.

So last year, we lost just under 20% of logos annually, part of which was some of our own decision making, which I can get into in a second.

But we hit net negative revenue churn, which was really what we were optimizing for.

Say that again?

About negative 10%.

Yeah, so we felt good about that.

And part of that was our conscious decision to focus less on maybe some of those customers that had been with us for longer years on the platform that were maybe spending $1,000 a month.

And for us to proactively focus on the customers that were spending, you know, $10,000 a month that we were confident we could expand to 20.

And, you know, that was just a decision as a small company with a small customer success team.

You know, just one of those, those.

hard decisions we had to make that like as we involve or as you know in the early days you want to work super hard to change to save every customer and make sure every customer loves you and uh you know for us to evolve that thinking i think was uh an important step in the business and what are you kind of as you're going through all these changes is your cac changing at all what are you paying now to acquire customers

Yeah, we're in like the 10 to 15 K range.

And that's all in that includes all salaries that are focused on getting new customers, marketing spend, etc.

We don't spend a lot in that area.