Amin

Then we had to come back to it a few years later, figure out why doesn't it work, and figure out the formula, and then go from there to actually adapt it to our business, to the SMB market that we are going after, and really make it work.

The last thing here is about diversification.

For SMB SaaS to really success,

succeed in selling to SMBs and growing, you need to diversify.

It's very simple.

If you have an enterprise SaaS business, in order to get to that $1 million mark, a lot of times you just need one client.

Sometimes you need four, five, maybe 10.

But when it comes to SMB, you need hundreds of clients to be able to get to that point.

The approach that you can get on an enterprise to go and knock on every door to get to those handful of client does not work when it comes to SMB.

So you need diversification because a lot of times things that happen is that some of those strategies work for a while and stop working.

You need to come back to them and fix that and we had to deal with that a lot.

If you don't diversify, you will not be able to succeed there.

So I want to jump on the Outbound.

I already mentioned it.

Outbound was the strategy that we adopted first without adapting to it, and it didn't work.

But we came back to it, and we were looking at Outbound specifically.

Why didn't it work for us?

We were working with restaurants.

Our ARPU at the time was around $4,000 per year.

What the literature was telling us is that if you don't have an output of 25, 50, better, 100 grand a year, outbound doesn't work for you.