Jason Pearsall

Look, we only have two.

We service golf courses and it's very clear who our buyers are.

I can tell you at every golf course who runs that golf course, who the golf professional is, what software they're using, when their contracts up.

And so when you have a very small niche, it's all about data and it's all about knowing how to action the data.

And so, you know, we're very intentional about approaching golf courses that have high signals that they're going to be making a transition.

Same with multi-course operators.

It's been another fuel of our growth is that there's been a lot of consolidation where we can win one deal and win 100 accounts, where in the past, you know, you haven't been able to do that.

You know, one multi-course operator represents 100 golf courses.

So we've won a couple of those and then, you know, we've just gotten better at selling.

Other element is a big part of it is just investment in product.

I mean, there's significant investment into product that's enabled us to build a superior solution.

And when you have, you know, when you have likely the best technology for the customer in the vertical, you know, you kind of get out of your own way and just let the technology work.

Yeah, look, of course it's true.

And that was just one of the elements of that SEO wasn't a priority when we didn't have the capital as an early stage business to invest in SEO.

And we recognize that SEO investments take time to get an ROI on.

And so we couldn't make decisions that were

18 months into the future that sometimes you have to be able to make because we weren't funded to do that.

Right.

And so, yeah, certainly a priority.

That was the case.