Jason Pearsall

So it's important to go wide and deep in the organization.

And so, yeah, we've got, you know, full resources within our team to manage each of these, both inbound and outbound.

Just pay-per-click on Google.

We also invest in review websites like Capterra and G2 and where our customers are going to find out where the best solution is.

We want to be promoted there.

And so we ultimately, I think the best thing that you can do as a vertical market software company is put yourself in your buyer's shoes.

How is your buyer going to shop?

What are all the different ways that your buyer is going to come across software?

Is it

going to be mouth to mouth and, you know, basically or word of mouth rather in the golf course next door recommending something?

If so, you should have a recommendation program set up and be loud and clear about why you want advocates and what they get out of it.

That's one channel.

Is it going to be, you know, a trade show?

Does somebody only communicate in person?

Does somebody...

You know, all of these are just different buyer profiles.

And we try to go after every single one and every opportunity at a golf course, especially when you only have a limited number of golf courses.

Like for us, there's 15,000 golf courses in North America, seven, 8,000 are within our ICP, you know, ultimately three to four contacts per golf course.

There's 35,000 people that we need to get in contact with a multiple times a year with strategy time and resources.

Always.