Adam Sandman

So a vendor like that is great because you can scale your spend with them as your AdWords builds up.

And then once we hit a certain size, we're now able to afford an SEO service that really was out of reach back then.

It's an interesting story.

And we were working with another vendor called Gary LSF.

They were doing our AdWords and some early SEO work.

And they went out of business.

And we found out that they'd actually outsourced all their work to these guys.

And so we inherited them because they were the ones doing the work anyway.

We're like, let's count the middleman.

Was it being around, my goodness, 2010, 11, something around that.

I have to go back in the records.

And it was very hard to break that million.

I mean, that was, I say the hardest, the hardest thing is to break the first million.

I think within five is probably the next, but it's, it's that, I think that breaking the 1 million mark is the hardest of all, because I think what happens is you have to change everything you're doing.

You can go from, you know, everything can be online.

It can all be self-service.

You can have online trials.

Once you get to a certain point, your customers will expect more hand-holding.

And as a founder, you're used to doing everything, being kind of the jack-of-all-trades.

You've got to start specializing.