Josh Ledgard

So customers that want to run a contest or a launch or sign up people for an event, they pay us a monthly a monthly fee depending upon the size of their campaign, meaning how much traffic they're going to generate, how many leads they plan on generating.

Um, most people have a good idea and we can also scale up and scale down a campaign so they can start with a lower price plan.

And then as they get going, they can scale up to a larger price plan, um, to that, that fits their traffic, their traffic needs.

And then larger companies obviously are pretty good at guessing, you know, this campaign, we're going to spend this much in advertising, meaning we're going to get this much traffic in general.

The average customer paying per month is around $75 to $80 per month.

Absolutely.

I mean, to a certain extent, we've just had to come to accept that churn is going to be a part of our business.

We probably have a higher churn rate than, let's say, a billing provider, right?

And so that's what we've just assumed as part of the model.

And part of what we do to mitigate that is we've started working in the last couple of years with a lot more agencies to run these kind of contests on behalf of customers.

And they may have customers that churn constantly, but they're constantly churning through five customers on a larger price plan for us.

And they stick around permanently.

And the other way we mitigate it is by finding a larger stable of the higher end customers.

And so where we probably were at a couple of years ago, an average of more like $39 a month, like the lower tier customers.

Now we're at that higher average.

But that also means the customers that are larger companies, larger customers, they're running monthly campaigns or campaign every quarter.

So they're less likely to quit and come back.

They'll just keep the plan open while they're preparing for the next.

Yeah, we spend money on paid acquisition.

We do two types of primary paid acquisition.