Adam Sandman

It was about, oh my goodness, eight point something last year.

Really, two main channels.

The online channel, which has been our traditional channel, direct sales, online SEO, all the stuff you do online.

And then we recently launched our partner channel.

And this is something I would recommend anyone look at doing.

As a small company where you don't have a huge sales force, launching a partner channel where you can bring in off-sheet sales folks is really important.

These are partners.

We're consulting firms for the most part because our software is used for development and testing.

So companies that will do software testing and project management, they need tools.

They're going to bring in clients to us.

And so bringing in partners that can bring in the product.

And a lot of times independent consultants who move from client to client, they will sell the tool for us, but they're not actually employees.

They're just simply freelancers and then consulting firms that need tools and are evangelists for us.

Uh, requirements traceability is probably the number one.

Uh, requirements traceability.

It's officially long tail that it's not like testing software that everyone goes for, but it's not so obscure.

So first of all, I would recommend what we did is do AdWords, do paid search, find which keywords you bank for, find the competitiveness of those keywords on paid search, and then translate them over to content writing in organic, in the SEO search.

Write articles, write blogs, see what starts to rise, and then write more of them, and ultimately bring in an SEO firm.

We did a lot of it organically ourselves, but at some point you will need to bring in an expert who can help you deal with the technical and links and the structure side of things.

Effective Spend, based in Austin, Texas.