Garrett Moon

You can only push the ACV so high.

What's got larger customers?

Our customer, so we really focused heavily on inbound marketing.

So maybe the weirdest thing we did is we actually started doing inbound marketing long before we even had written code.

We actually started with marketing for our entire product.

So we launched our site, we started our blog, and we started talking about the topic that we were building, which...

It's something that a lot of people are doing more so now.

They didn't do a lot of that in 2013.

So I've actually published and wrote blog posts taking away from development time every single week to build our email list.

And so one of the cool pieces of that was when we launched, we had over 10,000 people in our email list already interested in the product that we were launching.

Yeah.

Really good.

Headline Analyzer, that is a weird one because we actually started looking at this mass amount of data that we had in our tool set, right?

People are adding blog posts and they're scheduling social messages.

So we had this really great correlation between the headlines that they were writing and the social messages they were sending and how well those messages were performing.

So we started analyzing that.

So like literally sifting through Excel files of headlines and breaking them out and trying to get hints as to what types of headlines were performing well was a very long tail piece of marketing that has paid off for us for multiple years.

Headline Analyzer has brought in thousands to our email list, thousands of lead, thousands of customers.

I mean, it's been a huge, huge win.

Social message optimizer is the same type of thing, right?