Dave Currie

So we made a deliberate move toward inbound marketing with content marketing.

And we experimented with having outsourced people writing that content, but ultimately found that it was much more successful to bring those resources in-house.

That would be specifically on Google AdWords.

Very little from display advertising.

We do a little bit of retargeting.

But the cost per customer acquisition doesn't really work for traditional advertising platforms.

So a target for the number is somewhere under $150 per qualified customer lead.

Yeah, just sorry, dropped out there for a quick second.

So we're typically looking at about a 25% conversion rate to customer.

Yeah.

Back of the napkin.

It works quite well.

Okay.

Industries that we serve a slightly higher in media properties and publishers than it is in ad agencies, for instance, but that's a pretty good back of the envelope.

We've got four key markets that we sell to in North America and the UK, but we also have the Winmo platform.

So we sell to the media properties and publishers.

So anyone who sells time and space to a national advertiser.

Within that, you've also got sponsorship, which are things like sports teams, large nonprofits.

They're still selling time and space.

It just happens to be on a foot of a NASCAR or the jersey or a stadium naming rights, that type of thing.