Dave Bell

Um, we tend to be fairly aggressive, so we have a very business development oriented model versus a self signup model.

So, uh, you know, we are, we are not, you know, a company that leverages free trials or, or gives things away to acquire customers.

So people need to contact us.

We need to do some business development.

We need to go there and meet their team and we need to kind of do the presentation and invest a little bit of time upfront.

Uh, but, but that pays, that pays dividends down the road.

I mean, you know, like I said, at the end of the day, when you have a client,

You have to invest in their success.

And when you're educating a client, why you're different and how to view the data and what the value proposition of your product is, you've got to invest a little time in as well.

My background, when I was at Playphone, we were closing enterprise deals with customers like Walmart and Best Buy and big guys like that.

So we are very skilled and know what it takes to kind of go in and kind of interdepartmentally win those deals, even if it takes a little bit longer.

Yeah, I would say that's accurate or even a little more because a lot of our customers, like I say, they have, they have more than one app.

They have some of them address 30 territories at a time, right?

So

There are a lot of customers that scale beyond $30,000 a year for us.

And so we really invest that time in making sure that we can educate and that we can really be a resource to these guys.

You're right.

It's a factor of how many people we leverage to get on the account.

But there are some partners where we close them in a month.

There are other partners where it might take 12 months.