Will Shaw

I think we're between 105, 110% based off our upsell.

But our goal is to get that to 120%.

So it's a little bit of both.

A lot of it originally was user base or user seats.

And we just started doing that probably at the end of 2020.

And then with the release of our new features that have rolled out back in April and May, and what we have coming in this later, we're getting closer to a 50-50 split and we're seeing the larger increase in cost because as people start adding more features, we also see along with that, the seats that come along.

So somebody that just upgrades seats, they just upgrade seats.

But somebody that's upgrading features generally is upgrading seats as well.

So we're willing to spend, I mean, I look, I break this down in our marketing CAC as well as our own customer acquisition costs, including our sales rep, including our onboarding and things like that.

So our LTV right now is somewhere ranging between, again, it's a guest because we're a young company.

So this range is pretty

significantly but i would say we're steady between 12 to 14k in our ltb so right now we're willing to spend upwards of 1500 to get all in to get a customer because we can we can keep that kind of 10 to 1 ratio and that's what i was saying before we're investing more into onboarding because we think we can get our own customer acquisition costs actually up which is one of our goals get up with our onboarding um to around 2000 we think that can get us to a a closer to a 20 000 ltb

We're not trying to push our cap down.

We're actually trying to push it up because if we figure if we can increase our LTV, then we could just outspend any competition.

Not yet, but I'll loop back around with you and let you know down the road.

No, I think we're going to be hyper-focused on being a vertical-based SaaS company.

It's an interesting market.

The more time we spend in here, we figure we can spend more problems or solve more problems.

There's a lot of things we run into where companies have been in this space since the 80s and 90s, and a lot of them haven't.

A lot of our competition isn't even necessarily on the cloud, so we feel like we can be a real disruptor in the industry.