Matthew Bellows

Yeah.

So how do we set it?

We just basically, we looked at what people were doing and what we thought they could do and what would pay, you know, what would work out sort of economically.

And we've actually been pretty good at hitting that quota.

My board was pretty surprised when they saw that article come out.

Are you sure you want to be?

Transparency is all good, but really, come on.

We do a little bit of paid, but I would say 90% of our leads are from inbound to the website or inbound to the Chrome store or the Google Apps Marketplace.

Those are our main channels.

We also get some leads from the Salesforce App Exchange.

And we get a lot of word of mouth, a lot of sales people just leading over to their colleague and saying, hey, check this thing out, it's really awesome.

So the product has to do a lot of that for us.

We generally want them to install the product first.

And the reason why that is, is because we try to provide a lot of value very quickly in the product.

And the way we sell is we let people download the product at the start of the 30-day free trial.

And then we look to see where it's catching on.

And so then we'll call into the company where a company already has... Matthew, I want to dig there.

Yeah, so if a company has 10 or 20 or 30 reps already using Yesware, and on average, you know, 5 to 10 will be paying reps, paying users who they will put in their credit card, that's a great lead for us.

So we want to spread this product broadly, let salespeople use it and get value from it, and then use that as pre-qualification to call into that firm.

So when we're going in, most of the time, there are a bunch of users actively using Yesware already.