Ari Salafia

And we started talking to our customers and they're like, hey, you know, you actually have a really pretty product for tax.

And but like, we don't care.

We just want the money.

Just tell me what I have to do to give you the money and like, I'll do it, right?

So we pulled back in certain areas with our engineering.

So we have integrations that pull into payroll, HR data, ways for clients to quickly upload things.

But we scrapped our surveying process completely.

And that actually sped up our project turnaround times by weeks, months, right?

because again, they could just talk to a human quickly.

We could get more robust information on a 20 to 40 minute project interview call than we could having them go through surveys inside of the product.

So that was a big wake up call for us.

And then they go through tax filing and report.

And then we ask them if they're happy about the money they got back.

And most times everyone is happy about money that comes back to them.

And then the customer journey just continues year after year.

So again, revenue growth.

This is us pilot testing.

This is us shifting to very early stage startups.

This is us peeling back our product and then all of a sudden our compound effect with our partnerships, our referrals, our advocates, us actually leaning into humans can be part of a scalable process is allowing us to finally start to get that little hockey stick.

So super excited.