Adam Robinson

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

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

And then we have so much competition now that I was modeling an expansion revenue, and it's just like a price war.

So it's like the revenue retention is just as bad.

But on the other hand, another reason I advocate for bootstrapping.

This is our January P&L, after the executives have paid themselves fat salaries, right?

You can make a horrible mistake if you are bootstrapping and still be in a beautiful place.

I'm not complaining.

So why we pivoted to B2B, number one, I got this guy to come work for us a year and a half ago.

If you want to look at his LinkedIn real quick, he's a G. He is like the godfather of contact data.

And the entire time we were growing this e-comm business, he kept telling me, oh, Adam, the leads are worth so much more to the B2B community.

He was pushing, like as soon as the business got to the point where I could take my attention off it and so could he and we could start focusing on this B2B universe, we basically did.

And then number two, I'm not going to go into exactly how I do LinkedIn because that just wasn't what this presentation was supposed to be about.

But I pivoted my content from trying to attract Shopify store owners to trying to attract B2B revenue leaders.

And it's a little hard to see, but it's pretty obvious.

It just 10xed.

And if you want to see when that happened, that's my LinkedIn.

And you can go back to Labor Day.

August of last year is when I literally went from trying to attract e-comm people to attract B2B people.

And it's just the content.