Jeff Gordy

So we base our pricing on the number of records in each database.

Um, and we kind of view our own success through our customer success.

And if they're successful, we're successful.

So the way that they are successful is by raising more money and putting more donors in their databases.

And when that happens, we also succeed with them because their monthly fee goes up.

Got it.

So generally, every month, we'll have a bunch of customers that are increasing their database size, increasing in donors, increasing the amount of money they're raising.

And then we go ahead and just increase their pricing tiers as we grow with them.

Yeah, so right now our customer acquisition cost is around about $1,100.

Okay, so walk me through where you're spending some of that money.

Yeah, sure.

It's changing as we speak.

So in the beginning, and actually all the way up until last year, I did all of the sales and marketing, well, not all the sales, but all of the marketing myself.

I had one kid helping me out of school, Andrew, that was good at content, but I was really managing all of the marketing.

I just hired a CMO this year that I actually offered a salary that was higher than myself to bring him on board, as an entrepreneur would do, who knows his money.

Mark now is really adjusting our strategy.

We're bringing in an external marketing agency.

We're starting to really pay attention to all the channels and all the numbers and what has the best acquisition costs and everything.

Historically, we've used Gartner products a lot in advertising and promoting the product.

not made good use of Google, unfortunately.