Erin Berry

And about 60% of adults don't have just the simple legal documents.

So there's a really big pool of potential customers, more of whom are turning to online tools because of COVID.

And in terms of how we actually create that predictability, it's through marketing around life moments.

We know that having a child and the death of a loved one are the two major life events that cause you to think about these things.

And once we have you in the door, then we become a trusted source for other products in future.

Well, we launched in the end of October.

So I'm assuming a couple thousand dollars by the end of that calendar year.

But really, my husband started it initially.

I was running a marketing agency at the time that worked with consumer tech companies.

So I joined full-time after about a year.

And I think in the first year, we probably did a couple hundred thousand dollars of revenue.

So we felt like we had some good product market fit in that there were people paying from day one.

But we didn't truly achieve some of that scale until I'd say the last 12 months.

I'd have to look back at the numbers because our fiscal is June 30th.

So for us, I'm always thinking in fiscal.

Yeah, I mean, actually, it's funny because now it sounds like it was all planned out in the stars to join Willful.

But initially, I left the agency for other reasons.

I was just not feeling challenged, wanted to move on.

And as I actually looked around at all of the options and what to do next, Willful just was the obvious choice to learn.

I'd never run a venture-backed company before.