Matt Ekstrom

That was it.

And we were overwhelmed at that point with customers and customers.

Users on a daily basis trying to do support trying to do everything that a business needs to do Including continuing to scale grow So I think they saw that the fact that we hadn't put a dime into marketing other than using our own tool Eating our own dog food so to speak.

So I think a lot of that played into it

Really, that's a very interesting question because we're just about to launch our company search, which will include about 10 to 12 million companies.

starting in the US, where you can do that sort of hyper-targeting on the type of company, which, you know, and then be able to prospect people on top of that.

But no, we had to, you know, go without those sort of specifics, I guess, so to speak.

Yeah, it was more using Google to really hyper-target, you know, certain individuals.

I think we saw our most success from an outbound standpoint, just looking for terms like sales hacker, things like that.

But overall, our customer base is pretty diverse, so we're really trying to still figure out who our ideal customer profile really is.

Got it.

What is the- And I think it's changing, I'm sorry, with the company search that we're gonna release, we're gonna appeal to probably larger teams than we have in the past.

Of course, yeah.

How many?

I think every company does.

It's less than 5% churn.

Annually or monthly?

altogether annually, but you know, most of them were, you know, we had a couple of wealth advisors as an example that came in, bought our biggest package, prospected, you know, got 5,000 people or so out of it and then realize, Oh, I don't need to do this anymore.

So the, you know, not necessarily people we targeted, but word of mouth got around, Hey, there's this new tool that will help you.

And I think they got more than they bargained for.