Colin Earle

So we pay, in some categories, we're paying for placement in the list, and in other categories, we're not.

It does, yes.

It varies, but typically something in the order of $30,000 to $50,000 a month.

Yeah.

Let me think.

No, not at present.

We're willing to pay in total something in the order of six months worth of revenue, SaaS revenue from that customer.

Yeah.

Six months of revenue ensures that we're profitable in the first year.

Now, the norm in the SaaS business, incidentally, is to be willing to pay up to 12 months of revenue.

But we have a problem.

We can't hire people fast enough to address existing customer demand.

We're growing at over 40% per year.

And we're based in Silicon Valley.

Revenue.

It is simply a nightmare hiring smart, qualified people in the Valley.

We don't need programmers.

We just need people who have attention to detail and natural intelligence, raw intelligence.

Even there, it's really tough to find the caliber of individual that we need.

So we're deliberately spending less on marketing and sales than we could