Brian Clayton

So it was probably 2015 before we had more than 100 customers.

And then after that, we started to figure out, okay, well, we can't pass out flyers all day.

Because one time I got bit by a dog passing out a door hanger.

Oh, jeez.

So it's like 10 customers per dog bite is not a scalable user acquisition strategy.

Yeah, that's right.

Yeah.

You only got one leg left.

And so we bet the company on organic SEO and we started figuring out, okay, how do we reverse engineer what big players like Angie's List and Thumbtack are doing and apply it to lawn mowing?

And we started to really just bet the company on that.

How do we create great content?

How do we get people to find us when they're looking for us and

And that's when things really started to grow.

We're getting about 100,000 people sign up a month through Google organic search.

And that's across thousands of landing pages.

We have landing pages for every single little city and town all over the country.

So if you live in Lincoln, Nebraska or Peoria, Illinois, there's a landing page for you to sign up for GreenPow.

And it's taken us a long time to build out that content.

Just good old-fashioned internal tools where we would pop up an HTML page for every single one of these cities.

And we had to build our own internal CMS.