Josh Ledgard

All the way to...

you know, these like enterprise software things that we could build.

Um, and you know, we crossed off the ones we didn't think we could effectively market or promote.

And we came down to a list of like five or six that we wrote out.

So I would say like two to five page business plans on, uh,

And then at that point, we were like, well, let's go deeper on them.

And we started coming up with numbers.

It all felt kind of a little bit like BS.

Like you could make up any numbers at that point.

Once you start getting that deep into a plan, you're like, oh, this is clearly a great market.

We could make tons of money and you could make any of those ideas look good.

And the reality is any of them probably were good.

And we thought the most effective thing we could do then was to put up landing pages to do customer validation.

And we said, well, why isn't that one of our ideas to do that?

Um, and so we added that as the sixth idea, um, and promoted the six started promoting the six ideas and actually built a prototype of that one.

Uh, the validation pages up just so we can host the other pages, sort of a prototype for ourselves, um, just to collect the emails and do the simple referral stuff that we, uh, that we do.

Um, and that idea, uh, and one other took off, um, in terms of us being able to market it and getting a lot of customers, we started down the path of building out both ideas, um,

Um, kickoff, what became kickoff labs started to see traction faster in terms of revenue, uh, and customers.

And so we kind of followed the revenue and the customers and started iterating on that idea and, and, and following what the customers wanted us to do, working really closely with people who are paying us.

And then, you know, kind of one customer at a time building up to where we are now.