Michael Cooney

We don't have a sales team, or we haven't had one.

We plan on, we're currently building one.

But in the early days, it was pure software sales.

We didn't have a sales team.

So the idea was when an agency shows interest, our focus was let's just get one client.

Just try us out in a free trial.

We're not asking you for money.

We're just asking you to

try and test us with one of your clients.

So it's a very soft sell, and the hurdle's really low.

It's a free trial.

Come on, give it a go.

And we even, you know, it takes time.

There's friction in time, you know, getting somebody to try your product.

So we said, look, it's going to take you five minutes, and we'll do the rest of it.

So we show the benefits with one client.

They clearly see that the product's a lot better, gives you a lot more than they expected.

They came for call tracking, and they get a whole lead tracking platform.

And then they bring over all their clients.

So this has enabled us to be very focused on targets that give us multiplication.