Dave Currie

I came in in 2005 with the then owner, Todd Newton.

So prior to that, my background's in the agency marketing services space.

It was through a joint venture with a company out of the UK that I was working with.

The accent's Australian, but I happen to be working in London at the time.

So a combination of things that drew me to this opportunity in the North American marketplace being the largest advertising market in the first world sort of side of it.

We're currently at about 85 people.

And the vast majority of those are based here in our headquarters in Atlanta.

We've got teams in New York and scattered throughout the country as well.

Our average subscription rates, relatively low.

It's a nice low entry fee of around $6,000 to $7,000 based upon the subscription level they're signing up for.

And then we charge an additional user rate between $400 or $500 per user per year.

And just like a lot of SaaS platforms, the account base is built up by user or seats.

It's more commonly known.

That's about right.

So we look at customer acquisition a couple of different ways.

Given a relatively low ACV, we were very deliberate in our marketing efforts.

Up until 2014, we were spending a lot on paid search and a lot of the traditional advertising norms.

On average, on an annualized basis, somewhere in the vicinity of 100 to 150,000.

Yeah, we rapidly declined that down to around $50,000.

So a third of that and placed the remaining dollars into content marketing.