Q Now you mentioned earlier, and the only way net revenue retention can be like at, or negative at zero is, is if your current customer rates, you're upselling and that makes up more for the logo loss. What are you upselling typically?
A Yeah. So we price a classic two axis model, right? So content for one is ours. How much content or experiences you want to produce and functionality on the other. And the third we have is we typically sell by division. Um, so, some of our largest customers, whether we're talking about, ah, um, Uh, Citrix, Cisco, um, I can't name them, but they're a super large company that recently moved to Boston, um, IBM, uh, VMware, Juniper, some of these folks, they have multiple divisions, they have multiple teams, um, and oftentimes they have multiple instances of a Marketo or an Eloqua, which is pretty important because we generate so much data and insight. Uh, if you don't have a place to put that and make it actionable, it's sort of like taking unstructured data. If we were able to, you're asking me all these questions, If it automatically went into your system and said, well, this podcast is now characterized for companies under X million with more than X, Y customers and whatever, like that'd be pretty cool. So that's kind of what we do with content.
AI assessment note: “How much content or experiences you want to produce and functionality on the other.”