Jan Elman

Our customer acquisition cost is about one year of new revenue that they bring in.

So in about 12 to 14 months, we recover from customers that are onboarding onto the platform.

So it's a combination of online marketing.

It's a combination of shows that we do.

We partner with a couple of technology companies.

One of them is Progress Software, a company based out of Boston, where we help their customers to modernize on top of their existing database and platform, and also increasingly in vertical markets.

We have been quite active in healthcare.

So we will then spend time and money on vertical healthcare shows to exhibit there, to visit there, to sponsor and speak those kind of conferences.

But increasingly, we see it moving towards online spend.

There are two scenarios that are possible for us.

One would be to have a strategic partnership with one of the larger vendors who is not yet active in this space.

As an example, and without being very specific, IBM and SAP and nearly all of those vendors, Dell,

want to move into this market, into the space of low-code software development, but don't have a current or don't have an up-to-date offering.

In terms of strategic partnerships, you'd more be looking at, for example, large ERP vendors.

So one pretty cool thing that we're seeing our customers starting to do is they use our platform as their own platform.

So imagine you're a software vendor, you've built an ERP, and now just like Salesforce, you want your own force.com.

You want your customers to be able to build within those software applications.

And that's how we designed our platform.

We had this vision 10 years ago, we were too early, but now we are seeing our partners starting to do that.

And for us, that's an additional sales channel.