Dave DuPont

So first of all, um,

We benefit from having a consumer application and enterprise applications.

So we've got both.

So we actually have two modes of acquisition.

One is consumer, and that has two components itself.

And the other is enterprise, and that's got a number of components that I'll get to in a second.

So on the consumer side, we have about 30% of our new customers come to us through referrals.

You're the coach of a team or you're a player or a parent on a team that uses TeamSnap and you tell other people about it and they use it.

So that is the only way we were acquiring customers in the early days.

And now that we have money to spend on marketing, we've augmented that with mostly paid internet marketing.

So Google, Facebook, et cetera.

We're spending about half a million a month.

Yeah, yeah.

Yeah, we do other things besides, but the payback is very strong for us.

What is that in terms of months?

It ends up being, we especially look at LTV to CAC, and that's about 3.5%.

No, we're a year or less.

Yeah, and I should mention that we, over time, have been expanding our monetization streams.

So when I talk about those figures and we talk about the time to break even, I'm referring only to the subscriptions.

And when a team starts using us, we're starting to make advertising revenue, starting to open up other streams.