Jason Pearsall

And now the focus is AEO, but definitely a priority.

A little bit of both.

Honestly, so each of those could be like a different chunk of locations.

They may be on a certain part of the region or country and we'd route a server to that part of the country for faster performance.

It could be a multi-course operator who wants their own individual database, doesn't want their customer shared with somebody else.

It could be a government or park entity that needs the same.

So there's both factors that go into it, both practical and intentional.

I mean, to grow a SaaS company, each of these are one channel and you need to have dozens of channels.

And at any point, only a couple of those channels are going to be successful.

And you just got to continue to try new ones to add that couple to become more and more.

But I mean,

We go to trade shows.

We call every golf course in the country.

We try to touch in and physically visit every golf course in a certain cadence every year.

We invest in AEO marketing.

Yeah, the entire BDR team.

BDRs are, I don't know, have quotas.

They've got a, we touch every golf course every quarter.

A different contact point within that golf course too.

It's not always the one person that you reach out that makes the decisions and tells you no.