Collin Stewart

Like if we step back of like, why do we think of this as a funnel, right?

What we're looking at is the number of people we put into the top of the funnel and how many people make it to the bottom, right?

When you offer, hey, let's take the next step.

Are people like, hell yeah, let's do it.

Or are they saying no?

And if nobody is taking that next call, it's a very strong indication that you're not working on a pain that's important enough to them.

And so that would be, that's why I think about it as a funnel is you want to look at the ratio of like one level to the next.

So you can see like, what is the volume of people?

What is the conversion rate from one stage to the next?

And then how quickly, what's the velocity?

How quickly do they move?

Mm hmm.

Yep.

Yep.

And that's the easiest way.

And if you do get to the end of the customer funnel and you get some money from them, the next thing is what features do I need to build to get you to refer me to three of your friends?

The ask for the referral never ends.

Because if you think about to my think back, if I think back to my carb experience, we went zero to a million in ARR in three months, selling $500 a month deals.

It's a lot.

I mean, it's not a crazy amount, but it's still.