Adam Robinson

If you're storing data from somebody, they're never going to quit.

On the exact opposite end of the spectrum is when you are selling leads to people, which is effectively what we're doing, or intent data, and you're trying to get them to pay you a SAS contract.

So we also added a bunch of expensive senior people with no processes.

And the biggest mistake that I made, which I really, really regret and I will never do again, please, if I do it again, just

kicked me in the face.

I got FOMO, and I started behaving like a VC backed company.

What does that mean?

I was spending money on literally everything, losing all discipline.

I was setting a bad example for my employees.

It was horrible.

So what happened after that?

Oh yeah, public service announcement.

Don't make a show and miss by 50%.

One or the other, guys.

If you're going to make a docuseries, don't miss by 50%.

If you're going to miss by 50%, don't make a docuseries.

Simple lesson.

So now we're pivoting to B2B, and really the reason why is,

and why I say I'm stuck again, is this unbelievably high churn paradigm.

And I'm talking like 60% gross per year.