Chris at Blackthorn.io

That was our business for a long time.

And he just killed it saying, I wanted to focus on this other thing that was doing really, really well.

So we killed a whole bunch of stuff that was at 80K, 100K, 150K ARR to focus on where stuff really mattered.

And now it's really working.

You have to try stuff.

I never would have bought the taxi company if I hadn't bought PCI-Fi because it was easier to finance, it was more structured.

Try to hike the pricing.

For me, it was very scary early on until I hired some salespeople who understood the markets, they knew how to tell the story, and then they helped me kind of understand how to hike the pricing.

And try some partnerships.

A lot of them won't really do anything, but some of them might actually be pretty awesome.

But be quick to sort of like abandon them.

There's like the hire slow, fire fast kind of thing for people.

There's the same thing for partnerships.

And listen to customers, especially if you're in B2B SaaS.

They're just going to tell you what it is that you want to do.

And sell your journey.

The journey is everything about telling your story and making this all happen.

So a few things.

We started out with this thesis of doing payments and events.

And we kind of knew it was right.