Hewitt Tomlin

So when a lead kind of reaches the part of the funnel where we feel like sales can maybe schedule a demo with this person, that's what we zero in on.

And then once we get that person on the demo, typically we've sold them, but the sale is not over.

They then have to go to someone on their end and get

funds approved and we've been through that process so some of our sales collateral that we hand our prospects after the demo it's actually sales collateral that doesn't directly speak to them per se but it speaks to the person above them usually an administrator and it talks to them in business language return on investment cost savings efficiency so it's kind of a two-pronged sales process one up front for the prospect and then for the decision maker in the background

We're probably dialing in at with sales qualified leads, converting about 25 to 30% of them.

We only have one salesperson.

We're probably adding, I'd say we're probably adding somewhere between 40 and 50 new customers a month.

No, I do look at those.

But if we interpret those things, literally, if we search for ROI on every decision and try to quantify it, I think sometimes you lose the forest for the trees.

I can tell sometimes when we're acquiring customers at a really, really high clip and it's not worth it.

And we test those things out and then we back off really quickly and then we know when we do it efficiently.

So your figure is not far off, but there is a lot of stuff that goes into lead generation before then.

And then every sales process is not that easy.

Some are longer than others.

So there are some things that kind of distort that CAC.

But around the same ballpark, we always stay conscious.

We're all based here in Landover.

And then some freelancers are based in Denver.

mostly from adding new customers.

We expand, but expanding customers is not a significant portion of our growth.