Andrew Jacoby

So it's still growing.

But as you saw in the first three years, we were growing hundreds of percent.

Well, I mean, number one, I respect what you're doing.

I think it's great.

And number two, you're a gatekeeper to an audience that we want.

We work with B2B SaaS companies and the consulting cloud around them.

And that's who we're trying to reach.

We staff up, we built a sales development as a service engine that we bolt onto companies.

So essentially, if you're saying to yourself, hey, man, I want to go hire a bunch of SDRs or I'm going to go hire an SDR to build top of funnel for me, we staff up.

go ahead go do that if you want to do it when you've gotten beaten up punched in the face 1500 times trying to do that then you come to us and we say okay we have the intellectual property it's all we've done we've built the hr engine it's a tough job to hire for as you know nathan it's high churn you're dealing with young kids and it's not it's a hard emotionally difficult job every single day i started in the business that's how i know what it's like

How many are on your team today?

Actually, believe it or not, our CEO, I was his SDR in 2008.

It's a full circle.

Sorry, Bryce.

Right now, we have 36 SDRs.

Oh, wow.

Yeah, we have 36 SDRs, 53 employees total.

At one point we were, yeah, we've become much more efficient.

At one point we were over 105 employees and we've slimmed the model down.

How does that math work?