David Rusenko

Number two, if your marginal cost per additional user is low enough to sort of support the freemium model.

So there's a ton of different ways that people come.

I will say that for the most part, it's never been a simple sort of growth hacking trick.

There hasn't been a single sort of trick that's caused.

I would say the very large majority of our growth has just come from, to the best we can tell, dinner table conversations, conversations over a cocktail at the bar, just people who are saying, hey, here's where I am, talking to their friends about their needs.

and someone saying, hey, have you tried Weebly, right?

And so the very large majority of our growth has come from effectively untrackable, you know, either hits our homepage directly or searches Weebly on Google.

And that's where the large majority of it comes from.

Yeah, I mean, so that's obviously something that we look at very carefully.

I'll say that, you know, the specific numbers, you know, for our business obviously are proprietary being a private company.

But the things that we do really look at, I think the freemium model is really interesting because not only do you have your traditional sort of cohort cash flows over time that you would see in a SaaS business.

time from a signup cohort perspective.

Right.

So that adds like a really interesting layer, but what it does is it adds a lot of sort of historical momentum in the business.

So, you know, for us, it's quite predictable how many of, uh, you know, the, you know, the patterns are basically pretty consistent of how many people come to the door and how they'll convert over time.

It entirely depends what you're looking at in terms of cohorts or seasonality in the business.

It also depends on the customer type.

Are you looking at someone who's doing more commerce?

Are you looking at someone who's doing maybe a website for their classroom and they're a teacher?

Um, I think that, uh, you know, again, that those numbers are like fairly proprietary for us.