Max Pechersky

At the end of 2015, after we had this great traction, we wanted to understand how fast.

So we understood that we know how to sell, but...

But the traction was the growth on paying customers.

We were growing within five months, 100% monthly on paying customers.

Of course.

But if I look in the numbers, it was like starting with 97, then 136, then 268.

So it was not like from one to two.

Monthly churn 8% without working with this churn.

So at the end of 2015, we had to decide either we focus on US customers and totally a little bit different segment, marketing freelancers, or we work with product and decrease this 8% churn.

We had on board those owners of small businesses, and this is a quite difficult target audience.

Some of them close their businesses, some of them skip their priorities to other channels.

That was exactly the case in our case.

But we realized that there was 15% of other type of customers and those were freelance marketers that were helping SMBs.

with social media marketing.

And those guys didn't churn.

They had all the customers connected to our platform and we decided to go for this segment in US and it seems to work out.

In U.S., it is slightly above $100.

In Russian speaking, internet, $14.

So paid channels are really not overcrowded like they are in the U.S.

So we had to really start to open, yeah.