Chris Golec

That's why they don't follow up on half of them because the leads are from the wrong companies, meaning companies are too small, they're in the wrong industries.

So there's this huge misalignment between sales and marketing.

And that all gets fixed with

account-based marketing.

Yeah, I did, but I had the previous experience of building a software company, and I do think a lot of consulting firms that try and go into software really struggle because it's a totally different effort in terms of building a company and getting it financed and hiring their team.

There's just a lot more risk involved in building a software company that you hope is going to generate revenue versus...

selling hours in a consulting type of model.

Oh, it was actually pretty good.

It was probably a few hundred thousand dollars because...

We were selling, the first product we had rolled out is selling business contacts to people so that they could create much more targeted lists to the companies they wanted to sell to.

Yeah.

Yeah.

So back in 2007 and before, it used to be that you had to buy a list of 10,000 names at a time.

And so we said, well, let's break that model apart.

Let's let people buy one at a time and they could build their own custom lists that were much more targeted.

And that worked very well, except the problem was people would buy one at a time.

It didn't scale as well.

The business contact space has become pretty commoditized.

That wasn't the vision for the company.

It was a starting point.