Mark Organ

They feel like failures.

They don't have enough leads.

They leave the company.

You're stuck with the worst reps that you can't get rid of because then you have no sales at all.

Right.

And I mean, I don't know how many times I've seen that.

Yeah, so, yeah, I didn't think that this interview was going to be, like, just going through our stats and stuff.

I didn't.

Yeah, so you say, like, what is, like, what do we...

Yeah, so our CAC is sort of complicated because it depends on, we have a couple different products and there's some that are less expensive than others, but our CAC is about $40,000.

They're about to acquire a customer and a customer to us is worth somewhere between $100,000 and $200,000 a year, depending on what products that they're buying and that sort of thing.

But again, it's

different for enterprise versus SMB, and so it's complicated.

But that's approximately what the stats are like.

So the payback period is not a main thing to optimize.

So if we're getting payback in about a year, we're pretty happy.

Even up to 15 months.

I think what we're really trying to solve for now is more on the LTV side and making sure that we win the right customers and we onboard them properly and that we make them successful faster.

that's really what the company's focused on.

And talking to a lot of other SaaS CEOs, it's kind of what they're focused on too, especially in the marketing software industry.