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The US has about 13,000 school districts and 85,000 schools in the US, with Frontline claiming about 8,500 of those districts as customers, which is over 80% market penetration. However, on average, about 2.8 products are used per school. Out of the large portfolio of products, there was significant cross-selling, which was the focus rather than greenfield, since market penetration was already high. The go-to-market strategy focused heavily on relationships, selling, and maintaining strong customer experiences and satisfaction to position for cross-sells.
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Yes. If you look at the profile from a financial perspective, as I mentioned, there's a big renewal of $280 million in renewals package or book. Then, if you look at the new bookings that come on top of that, that's where you'll see - I don't remember the numbers for that - but it's certainly not as large as $280 million. But that's the proof in the pudding because most of that net new bookings, 80% to 90% is from cross-sell. That's what drives the net new bookings per year on top of the renewals; cross-sell. So, to your point, it's proven.
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