Andrew Horne

No one's going to weapons anymore.

So how do you celebrate people when you can't be with them in person?

Tribute comes up as basically kind of like the, the ultimate way to do this.

And we really realized this opportunity that we've always been a mission driven company.

And so we decided to make our core product, the DIY tribute free of charge to anyone who wanted to use it.

And we saw this massive resurgence of, of,

We've come off of that starting in the beginning.

It was the latter half of 2021.

So I think that officially the deal ended probably about October of last year.

And that ended up being a great business decision as well as something very aligned with the mission because so many of those people are upgrading to concierge products, adding these add-ons.

And so even though we made this free, we had this massive growth

And over from 2021, 2020 to 2022, we were Inc.

500 number 26, which is pretty- What was revenue?

We prefer to keep that a little tighter to the belt.

It was our first year over a million.

So a lot of the tributes that are started, we have strategic distribution campaigns.

So for distribution, we'll launch free tribute campaigns to get ourselves into new schools.

We'll do different distribution campaigns with nonprofits.

And so there's definitely a heavy contingent of this, which is a lot of our distribution strategy does rely on us giving away the free product.

There's a healthy contingent of that that's a strategic marketing point.