John Brakey

It breaks down into support, like customer service and so forth, implementation training, and the other part of it is the dev development.

We're always doing updates and releases, adjusting to what's the need for in the marketplace.

So we do a new release every two to three months, actually.

I'm not sure.

I don't do math very well.

Yeah, that's about right.

So a combination of some referrals from existing customers.

So we have a program with existing customers that they refer us.

And the other one is we do...

The nice thing about our business is we know who the target customers are.

And so we have a pretty strong list of about 4,000 prospects where we know their names, we know the people in the company, and so we can market to them and call them and so forth.

And it's really about a cycle that somebody's, you know, you call them up and they, I'm not interested, I don't have a problem.

A year later, they're not happy with their current solution.

And so you just have to keep on remarketing to them.

And over time, those 300 or so, or 3,000, I should say, prospects drop into the sales bucket.

Yeah, pretty much.

We've had a lot of good cash flow and we had our own investment from some other businesses that we sold.

So we've never really had to go outside in the marketplace.

Good mathematician there.

Well, I think that what I've learned from some previous businesses that I've owned is that train time is any time.