Max Yoder

I mean, it's pretty easy because we can look at the cash balance in the bank and we can look at our ARR as a business and we can say, hey, we're doing it or we aren't or we're on track to do it.

And so far, we're exceeding the amount of cash that we've spent over time in terms of our annual revenues greater than that.

So pretty easy metric to track, but one that really motivates me.

When we talk to investors on the coast, they're usually quite excited about the fact that you can turn a dollar of capital into a dollar of ARR.

Because they said, one person told me last week, we've had given somebody $10 million, they turned it into $1 million.

It wasn't a great magic trick.

Yeah, we have 450.

We just passed the 450 mark.

Yeah, great question.

Largely inbound.

They're coming to us.

More than 60% of our customers are finding us on the internet through either organic search or directories.

And they are liking what they're seeing and converting.

And the other 40, actually the other 30, there's 30% that are coming from outbound sales and like 10% referral.

Oh, yeah, sure.

Yeah, we're outpacing 100% on the dollar side, and that feels really good.

I mean, what I always say to the team is we don't want 20% of our clients to leave every year, but I think the 80-20 rule holds pretty strong.

The Pareto principle around 80% of people are going to find what they need, and they're going to buy more to make up for a loss if there is the 20%.

We've outpaced that 20% in certain quarters and fallen short of it in others.

Uh, but I, I think it's kind of healthy for people to not agree with our philosophy in some small portion, because that means we have an opinion and we have a direction.