James Kennedy

But that's what I was looking at at the very start.

Was I at least getting one demo with someone from one in every 20 customers?

Would they at least do a demo with me?

And if they did a demo, even if our product wasn't right yet, it taught me, okay, the good thing about our product is no one does a demo of a purchase order management system for fun.

So if they were doing it, there was some value there.

It's just a question we had to close the gap about what we did and what they were looking for.

It's one in 20.

More or less, yeah.

And now those figures are obviously all blended across channels.

Of course.

So it's radically changed.

Like a referral customer is going to be a lot different to a Facebook lead to, you know, some other sort of paid up.

Referral, of course, yeah.

Yeah, yeah.

And of course, referrals are free, right?

You never pay for that customer in the first place.

We do have a quite, we treat that separately.

We have a quite extensive partner network.

And we do pay up to 30, 40% kickback, depending on, but that's the kind of, we look at that different.

the lifetime value of the contract.