Ari Salafia

Accountants found this to be really attractive for their clients and I was working with accountants across the country and a bunch of them were coming to me saying, hey, how do we come downstream to help these startup companies that can better qualify from these programs?

So we went to market with and piloted out a white label kind of offering.

And what we found was it was so painful.

So that's like you'll see that first number.

It was so painful working with accountants.

And now they're some of our best champions.

But we had to really drill down into how could we create the most value.

amount of people and we realized that we had to go direct to the businesses themselves because they were at the end of the day so excited about the money that they could get back so we're going to talk about acquiring customers cheaply when you don't have a ton of ad budget when you have straight development costs and human capital costs you've got to be able to be really scrappy and build referral programs and

Partnership programs to get larger.

And then nurturing.

Engagement is everything.

And I think that's a huge winning differentiator that a lot of companies miss out on.

That there are many free ways to engage and nurture your network that will pause extremely or will yield positive returns.

So the early days, getting buzz for Tax Taker, I started selling to CPA firms across the country with our product without having a product.

They saw some wireframes and they were like, this is amazing.

This technology is so cool.

So yeah, this was like a top 50 firm in the country.

And I was like, hey, we have got this thing.

Do you want to be part of it?

And they're like, yes.