Vivek Kendalwal

Yes.

So the moment they get more traffic, they have to sort of upgrade to one next year and next year and so on and so forth.

We were at about $16,000 in last April.

We spend close to about, I think, $1,200 to $1,500 on a monthly basis to acquire a typical customer in Nepal right now.

Yes.

So what has also happened is that over the past three to four months, we have sort of increased our ARPU significantly.

Our ARPU was about $125 a month earlier on.

We're now kissing $200 for sure.

Because a lot of our customers are now expanding quickly into the tier of $500, $200 per month slap as well.

So that sort of helped us grow consistently over time now.

So we get about, you know, I think 10 to 20% of our monthly deals are annual.

Got it.

Two ways of discovery as of now for us, which have worked for us.

One is inbound.

We invest a lot of effort in our content marketing.

We produce great content on our blog, case studies on a regular basis.

That sort of helps us, you know, as it does build a marketing list for ourselves as well.

That's one, and second is, we have a referred by Izoto concept, which is visible on the website for our free users.

So that sort of drives a lot of significant visibility for us.

So the publishers really are the free users for us, right?