Chris Buttenham

We really, that's sort of when we discovered that, uh, you know, we've hit this elusive thing called product market fit.

Um,

defined by just surveying a lot of users and using some of the existing frameworks out there.

But now we have churn really stable.

It's below 3% a month.

So it took us a long time to figure that out, though.

And it's become the core product when I talk about the mid-market product that's

based on top of Slack, that's very niche for us.

And that's why we recently developed the browser extension to sort of broaden our horizon a little bit.

But in order to get to product market fit, in order to get that churn down and really understand who a qualified customer was, we had to narrow that scope a lot.

Yeah, so that's where it's a blessing and a curse for us.

So we do not yet know how to take $1 and turn it into two, which is unfortunate.

What is fortunate about our model is that 95% of our sales come inbound organic.

So we're relying heavily on existing channels of distribution like the Slack app directory, the Atlassian marketplace, Google marketplace, so on and so forth.

We're investing in content marketing and SEO, which seems to be starting to work.

But we do not do almost any paid acquisition.

We do some experiments from time to time.

We do a little bit of retargeting.

So I can't actually tell you what our our CAC is.

Oh, yeah.