David Walsh

That's a great starting point.

Yeah, I launched a referral program in two separate companies, one back in 2018, and it was all Excel spreadsheets, email marketing, and I was like, this needs to be improved.

So...

Yeah, absolutely.

I think I'll give you the kind of two headlines.

The first one is a lot of times in B2B, so we're a B2B referral software.

We help companies that are selling to other businesses.

influenced the word of mouth of their current customers and users.

And for the most part, a lot of companies struggle with that.

And right now, a lot of companies are looking for new ways to grow and more efficient ways to grow.

So the timing was right.

And so, yeah, the two things that we heard in customer interviews and doing conversations before we actually started to code anything was a lot of people aren't aware that there is a program in place for B2B.

It's at the bottom of a sitemap or it's an email marketing campaign.

you aren't really aware that there is a program.

And then if you are aware, the incentives are really poor.

It's like $50 discount for your employer's subscription to the software.

So we wanted to improve those two things.

And we started with that problem set.

And we have kind of a unique way in which we do that.

So started building midway through last year.