Chris at Blackthorn.io

It's payments and events.

Anybody will buy this thing.

Well, what we did is over time, we looked at all of the leads that were coming in and we saw most of them were from higher ed and nonprofit.

At the time, we had no go to market.

And I thought go to market was like this baloney term.

But this is a real thing for sales and marketing teams to really focus on.

So what we did was that we flipped it over and we ended up focusing on higher ed and nonprofit.

So with Salesforce,

I asked, hey, you know, what are your metrics on higher ed and nonprofit?

You can see some of them are quite small, but a lot of them are quite big.

So we didn't want to sell two, three, four or 5K subscriptions.

We wanted to do 50K, 100K plus based subscriptions.

So we had to go upmarket and find out where these different customers were.

Same thing with nonprofit.

It turns out a lot of nonprofits have really a lot of money and they have very sophisticated requirements.

You can't just sell something really basic and they really need a lot of time.

So there's a lot of business there and nonprofits, which I never really understood.

And it turned out being quite lucrative.

So in order to figure out what it is that we wanted to do, we started with two products to do payments and events on the Salesforce platform.

We ended up building nine products, which I really don't advise you to do.