Liz Pierce

So that's what we want to get them to get in the first minute.

Yeah, we actually, just this year, we staffed that as a full-time role within our product organization.

So if you have a B2B application, you start accumulating surface area in the product, you start fielding requests for new functionality that your customers want or your prospects want, and it's very tempting to follow the latest bright, shiny object.

And if you aren't simultaneously

allocating resources to figuring out that first in-app experience or what that thing is that will get a customer over the hump, you're probably doing a disservice to your business.

Oh, I don't know.

I have to check.

We actually cut our spend by 25% and kept our lead volume the same or better.

So I have to go back.

A hundred thousand.

Yeah.

I mean, it does vary.

So I would say, you know, between 7,500 and 15,000.

Yep.

Yeah, and again, to the earlier point, once you figure out the exact kind of customer you want, you have to take a different approach to marketing.

You may end up spending a little more upfront to get someone who will stay a lot more after they convert.

So we're figuring out that right balance, but I think it's important to be looking at.

I look at MRR.

Yeah, I mean, again, I'm not as upset if I churn out a one-user customer, right?

where I would be for a 200-user customer.