Callum McKeefery

We got on the phones.

I had salespeople on.

Just really on low, you know, I mean, our plans now have gone up massively.

But we were doing, our probably biggest plan was like 149 plan.

But we'd get on the phone for $29.

We wouldn't just be pure play product-led.

We'd actually get on the phone for $29 and talk to those people and build relationships.

No, that's really just to get blurred in the early phases to get a true product market fit.

You can't do that when you're at, you know, you're at 9,000 points.

I think these, you know, now reviews only gets on the phone in the 299 plan or 499 plan.

And even then, I think, you know, a lot of that is already done at that stage.

I think we were doing $1,000 a day for the last couple of years.

We were really targeting people who wanted Google seller ratings.

That was our biggest win.

30% LinkedIn, the rest on Google.

And I truly believe closest to the customer wins every single time.

I had some big competitors in reviews, like well-financed VC-backed companies that were back to like hundreds of millions.

But they weren't close to their customers.

They weren't there listening to them.

And I truly believe that we did well against them, against these well-funded companies, because we were listening to our clients and talking to our clients a lot more.