Levi Morehouse

It was to audit, to build the automation, we needed to develop, our developer team needed to grow substantially.

And then we also, our sales has kind of been a mix of this sort of quasi outside sales, inside sales combination that's actually been very effective.

But we really needed to scale an inside sales team.

We just being practical and not having money to blow on acquisition cost, we found out what was effective.

So we try to get in front of a lot of potential customers in one place and actually taking the flight and going there and paying for the travel made sense if you got enough of that out of it.

So it never makes sense for we serve small business exclusively.

It never makes sense to fly around the country for a customer.

But for a group of customers, it makes a ton of sense.

So we were found that that model actually worked really well.

Then following that up with the inside sale actually converted really well.

So anyway, that's kind of the model that's worked okay for us.

Yeah, I keep that private.

But we got a good deal being that we had a lot of traction going up to that.

It's in that ballpark.

So total customers was probably just under 200 at the time.

Yeah, it's around 13,000 right now.

Being that I'm a CPA, these numbers actually are, I enjoy that about your show is that you always drill in on the numbers.

Those are kind of right at the back of my head.

Month to month, nothing up front.

That's exactly why we raised.