David Dobochnikov

We don't do enterprise sales or anything like that today.

Email list, yes.

Content writers, we work mostly with external content writers, like freelancers that we work with for a long while.

But social media, email content, brand awareness and planning, all those kind of like product side of the marketing as well.

So our monthly churn at the moment is about 12%.

So yeah, it's pretty high.

A large part of that is because our business is extremely seasonal as well.

The students do not have all the time in the year to apply to scholarships and all of that, and it's basically labor-intensive work for them, even with the tools that we provide them to make it easier.

So the majority of our time comes from that.

It costs me today $50.

Got it.

Yeah.

they stay seven to eight months in most cases.

Okay.

So we do it to scale.

The thing is that one of the big mistakes we've done in the history of the company is basically we started scaling before we fully nailed our unit economics.

And in a way we kind of woke up too late for that and we dedicated 2020 into fixing that.

And we are now in a much better place than we were two years ago, but still not where we want to be.

And a large part of our roadmap this year is actually dedicated to further fixing it.

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