Erin Berry

They do have a quota that they're aiming for, but they also do a lot of fulfillment of those partnerships as well.

So actually working with partners on the account management side and then also doing a lot of the outbound.

Yeah.

So for us, it's really kind of

We always have offered a percentage of revenue, but again, we're not a huge price point product.

So we have to find other ways to incentivize partners to promote us over a bank insurance company where they might be making thousands of dollars in commission.

So we've started to expand from those learnings into earnings per click and for signups instead of just for conversions.

And I think that's something that others in the space are moving to as well.

100%.

And also because we have a conversion manager whose job it is to create great journeys once they get there and to also be tweaking the product continually to know that we can actually service them.

The hardest challenge for any startup is getting someone's eyeballs on you, right?

So for us, we're happy to pay, especially as you said, a very targeted market like new parents, new homeowners, etc.

And to pay for that versus a conversion.

The Power of Habit by Charles Duhigg.

Great question.

I mean, I guess Cody from Trust and Will.

I really admire his leadership style and what he's been able to achieve in the business.

Asana.

It's my Bible for project management.

Oh, I sleep a lot.