Jesse Leimgruber

to their overall budget.

Like celebrity endorsements and influencer marketing isn't working for them.

Not really as much our software.

Exactly.

So even though our business is SaaS, you know, a lot of businesses, it's a one-year license, but they just launched the company or they just launched a new division and they don't need it after that.

So that's something we deal with.

And it's really just about picking better customers, picking better

you know, getting API customers, larger deals, multi-year deals, that sort of thing.

So customers that expand, you know, there's this tiny segment of customers that expands like significantly that drives most of our growth.

So

To put that into the actual numbers, we've had quite a few customers start at under $100,000 a year with us and actually expand to over a million dollars a year.

And those types of customers, this tiny niche that scales massively, drives almost all of our growth.

Um, we, we have difficult time doing marketing attribution because of the scale of our leads and because of the length of the leads.

I know.

I know.

It's really bad.

We joke about that all the time.

Almost, almost, almost a hundred percent of our leads are inbound, right?

But we get over a thousand inbound leads a month.

What really ends up happening is, you know, a salesperson flies out, we meet with them, we see them at a conference again, you know, we, we work with them for a year and then they sign a million dollar deal with us.