“We expect the current levels to continue in the near term due to some increased demand for migration services as customers seek to sunset legacy systems, shifting budget from CapEx to OpEx.”

In context

“ose are the global powerhouses. Regionally, we have also Crayon. And we also work with a number of very large MSPs, which collectively have over 100,000 ARR already in the SMB space. So we'll continue to drive more business through channel partners through our comp neutrality model. So that more of our even enterprise direct sellers will be able to leverage channel for scaling. Jason Ader: And then one final question is just on cross sell and bundling, and what do you guys need to do to get that NRR higher? I know you have been aiming for 120 saturationally, but you're pretty far away from that. What gets you from 108 today to 120? TJ Jiang: So we have seen some improvement in Q3 versus Q2. We are working through that as we talked about this hunter farmer separation to going against that. We expect the current levels to continue in the near term due to some increased demand for migration services as customers seek to sunset legacy systems, shifting budget from CapEx to OpEx. So as you know, the migration work we don't count towards the recurring but it's also not as much in the retention side. Sales reorg into a hunter farmer model creates further focus, but also the tailwind into improving NRR over time. Jason Ader: Anything about cross seller bundling? TJ Jiang: Again, we continue to do that today. So I think what we have seen is a sub-level -- double click on that is, we've seen actually upsell percentages to be quite, quite impressive. It's really some of the migration projects that we are working on to improve. But yes, cross sell and bundling -- we actually expect some improvement also with the tyGraph and other IP acquisitions that will also help us enlarge the ARPU with existing customers. Operator: Our next question comes from Fatima Boolani with Cit”