Alan de Souza

So a lot of these users were newcomers to the space as well, right?

A lot of these users didn't really know what they need to do to kind of reach the inboxes of users, right?

So this is what the challenges were.

So cold outreach itself, though we think it's a very saturated space, it's still pretty new out there.

A lot of businesses still don't use cold outreach because using Google Ads, using Facebook Ads is pretty simple for SMB.

uh pulled out we still feel like rocket science they need to know what is what is dns records what are how do you set up cold email infrastructure how do you find these leads how do you enrich these leads what do you do how do you even verify these leads all of this so it becomes pretty tiring for people they try to avoid

going the cold outreach route.

And I think that's what we kind of solved for them.

And when we were solving, we would understand, okay, that this is where they find it difficult.

How do we simplify that?

So we went on simplifying the user experience for anyone who came to us.

Yeah, so I mean, churn rate in our industry is also pretty high, but thankfully, we are at a single-digit churn rate.

We are around 7% to 7.5% churn rate right now.

Yes, logo churn per month.

So new customers are still coming in from referrals.

We have built a pretty strong affiliate cycle where people who come in, they kind of further refer users and they get in their friends in as well.

We have... Okay, so most users sign up, but actually the affiliate spread is between about, say...

roughly about 250 to 280 users who have actually driven sales.

Yes, yes, yes.

A lot of them have driven more than one customer, but yes.