Luke Swanick

And what we found actually was that we were selling more through these nonprofit consultants that we had relationships with than what we were doing internally.

And so we actually had the idea on what happens if we build scalable infrastructure behind these partner processes.

And so what we did was we took basically 48 hours to run a test.

Neil and John set up a basic mock landing page that would just have a company's name and the partner program channel manager's email address.

And if somebody wanted to sell for one of these companies, it would just send them an email through our platform.

And we had about, I don't know, roughly 25 to 70 companies.

I can't remember for the life of me, sign up in 48 hours.

How did you get traffic to the page?

We just called the shit out of everyone.

So we didn't know what a partner channel was.

We didn't know that reseller programs were a thing.

We had no familiarity in the affiliate space.

Like all of this was new.

So as we reached out to companies that we liked, we found the points of contact for people that were running these kinds of programs.

And we just cold called them all.

Probably made 200 plus calls in the first 48 hours.

It was interesting.

We had no nibbles initially.

Nobody cared for it because they would go, they would look at our network.

This would have been early 2015.