Konstantin Bayondin

What's important?

So we run a pilot project with our customers to prove the value to them.

And we get and expect to get two-thirds of them to convert into recurring permanent customers.

And by far, we estimate that our churn should be like around 1-2% per month for those customers who converted from a pilot to a yearly project.

Yeah, so we spend very little on marketing.

So for Q4 last year, we spent only $4,000 on LinkedIn, Facebook, Twitter.

We invest a lot into marketing.

outbound, cold outbound sales.

We also believe that our next two channels to chase for are content marketing, foreign bound strategy to generate interesting content for decision makers,

and to get their attention and eventually get them as warm leads.

And the second channel that we believe in is the event-based marketing.

So going to events, conferences, and talking to the decision makers when they're ready to talk.

So in our industry, the upper funnel part is really tricky because it's very crowded in marketing technology space.

But whenever we get to a call, whenever we show a demo of our product, we get a conversion into a contract.

for like 20% of our conversations.

Yeah.

So we, our gross burn is 130 a month.

Okay.

130,000.

And our target cost on sales is 40% of the revenue.