Jeff McQueen

We break our customers into two categories.

There's the self-service category, and then there's the qualified or sold to category.

And I think that's actually really good advice for other SaaS founders to do as well, particularly if you've got a model that does have the online trial self-service model.

is really break your segments up.

We've only got the two segments, but in the future we'll have a bunch more.

Really break your segments up and think about issues like CAC,

churn rates, all that sort of stuff based on different, different personas.

I highly, highly recommend that.

We're spending it a few different ways.

When we actually value or look at our CAC, we don't just put it into what we spend on paid acquisition.

We're actually layering in not only all of the sales salaries and the marketing salaries, but also 50% of our success team overhead.

Oh, sorry to clarify.

Well, um, in terms of the eight months payback, we've got a similar number for the no touch as well as the, um, to the, uh, ones that we have AEs involved with.

Got it.

Thereabouts.

Yep.

Um, so we've got, I think 12 people in marketing and sales combined.

Maybe it's 13.

It's ridiculous.

Um, I was trying to remember the numbers.