Ilya Semin

So that's what drives this annual payments.

San Mateo, California.

South.

It's between San Francisco and San Jose.

Silicon Valley.

So HubSpot, they have a lot of sales reps and sales development reps.

So every day they log into our system or they use us directly from their CRM to understand their prospects or customers a little bit better.

So let's say if a sales rep wants to make a call, they want to learn as much as possible about this company, either using their competitors, for example,

or if they're using a tool that might be irrelevant for them, so they can get all this information from Data Nice directly, and they can be more prepared for this call.

And if you're a sales development rep, so for sales development, the key is to schedule demos.

So they try to leverage data in our system to find

high potential leads.

So they use all the different filters to find a good subset of companies that are more likely to use HubSpot.

And then from there, they find the right contact within these companies and then find their email information, which all these steps we do very well.

So this is how they use it on a daily basis.

Well, actually, at the beginning, we're not doing any marketing, nothing whatsoever.

It was mostly word of mouth and me trying to put my sales hat on and try to reach out to some people and...

using different techniques, try to sell my solution to them.

Over time, we've built a great marketing machine as well as outbound machine.

So inbound and outbound, and of course for outbound, we eat our own dog food.