Michael Cooney

So we didn't think anything of this, but when I shared this

or this conversion metric with some people, they were astounded.

Like, you mean of every trial that you get, 70% become customers?

And we're like, yeah.

And they said, okay, that's incredible.

But I think it comes back to that technical customer support and onboarding as well as having a great product.

So what I mean by a better product or a great product, you'll see this is our menu with our features, our feature set.

And you'll see we have three buckets.

We've got lead tracking, lead management, and lead reporting, which is analytics and insights.

And so what we do is we use call tracking as a mousetrap.

The reason we use call tracking as a mousetrap is it converts really well.

It's the only lead type that requires a third-party software to work.

So we get people in for call tracking at a low fee.

It's $30 a month.

But once they join us, we automatically track their forms as well, or we get their permission.

So they join us for call tracking, and then all of a sudden they're getting all their leads tracked with all their marketing attribution, and then they're getting this great reporting as well.

So it's just by having that great product, and it's obviously better than our competitors who are well-funded, has allowed us to grow and compete, even though we're dealing with all these well-funded competitors.

Another benefit of having a

better product than your competitors, is you can use a land and expand strategy.

So our land and expand strategy is around marketing agencies.