Ari Salafia

So just kind of building the buzz and knowing that we were going to need others to kind of build the machine from a partner standpoint was really key for us, although we actually ended up having to completely scrap our first go-to-market strategy.

I should go back to this though.

So one of the reasons why we had to shift our go-to-market strategy was basically you think of your account and think about all the things that they have to do for you every single year in your tax return.

Our government tax credits, while extremely lucrative, that's just one line item.

So our business model was pretty challenging at the onset because

They were excited about what we had to offer and that they could now offer their clients.

So it wasn't so much that the technology wasn't working because we got there pretty quickly with the technology.

But it was more so they had so many other priorities that would take precedent or take urgency with our clients.

So we couldn't get faster.

And bootstrapping the business originally, I was like, if I'm going to wait around to sell our product for us, we're just not going to make it.

So that's why we had to make that shift to just going to the companies directly.

So one way to acquire customers on the fly and cheaply is through affiliate agreements and revenue share partnerships.

This has been key to tax takers overall growth

plan.

And by design, we've built out channel distribution programs and actually have not ever really done any paid programming.

So we don't do PPC, any paid SEO, SEM.

These agreements have done wonders and have yield hundreds of thousands and now over a

So this is something that will live on, I think, after the presentation and I can also send to you afterwards.

But one thing that we were pretty steadfast on is, you know, if we're going to have folks that help us get to that next customer, we're going to pay them handsomely.

We're not going to be cheap.