Drew Liwer

Why?

One, remember what I said, audience.

They're selling to my audience.

I'm selling to mid-market.

Car dealerships are mid-market.

By the way, the car dealership that you're driving by and you see a car dealership on the road, it's normally part of a conglomerate of anywhere between 5 to 20 of them.

So it's a mid-market business.

It's about 2,000 employees.

And they have an inventory of anywhere between $20 to $50 million.

So it's a real business.

So one, the audience was spot on, our audience.

Two, they had a really good incentive to sell us, because that would mean that they can generate brand new revenue and create stickiness with their customer base.

And three, there was a reason.

Their customers needed this, because if they hadn't done this, they couldn't have offered loans to their customers, which is why also the onboarding was so, so quick in this realm.

So just a couple of KPIs before I get off the stage.

So how do you measure a partner program?

One, how many partners do you have?

What is their activation rate?

Activation rate is basically the difference between paper contract and actual producing contract, where the partner actually produces revenue on your behalf.

Activation rate varies dramatically depending on the industry.