Adrian Dayton

Yeah.

And so we're at this inflection point where we're trying to decide, we have a second product we're coming out with in the next month.

Do we go deeper into this industry, increase the annual price for each customer, or do we increase the number of industries that we're going after?

And we're trying to do both, but we never had the luxury of being written a check for $2 million last year.

with a three-year runway.

Like, okay, hopefully in three years you can make something happen.

Oh, like just a few thousand dollars.

So the tough thing about the legal industry and accounting industry is it's really tough to get... You think about law firms, oh, they have tons of money.

It's tough to get them to buy anything.

But once they buy something, they use it forever, right?

So I'm not going to say the lifetime value is infinity, but I think the lifetime value is...

they're going to use this for at least five to seven years.

Oh, absolutely.

Yeah, the lifetime value is over 50 grand.

And it's borne that out, right?

The firms that use our product successfully, they would never consider leaving it behind because it's the one simple product that just works for them, right?

Yeah, so they just have to do two things.

They've got to click on the link, the invite to the software that they get, and they've got to click the share button, schedule their first share.

And when we do a big kickoff, we give all the materials, all the emails for the marketers to send out in advance.

We do video training and webinars to kick it off.