Hi Reg,You are referring to gross churn. Few software companies...

Hi Reg,

You are referring to gross churn. Few software companies provide it. It’s tricky. If Pepsi added 300 seats in Asia and reduced 200 seats in Europe, is that negative net churn of 100 or positive gross churn of 200?

The cleanest number that we like to use is the 100.

It’s certainly fair to ask management for an estimate of gross churn in the first year of customer life. What percentage of customers drop the product within first 13 months . That will typically be the highest gross churn spot and speaks to sales process efficiency or lack thereof.