Michael Cooney

But as you grow and you keep on going, you add content, Google, again, it's just going to keep on delivering.

So we're getting sign-ups from content that we added five years ago.

And the key thing, why I think it's a hedge against well-funded companies, is you can really focus on the top keywords that deliver a lot of value.

And even if your competitor does a similar amount of things, there's 10 spots in organic.

So if you get second or third or fourth spot and they get the one or two, you're still getting more than enough to compete with them.

So I really recommend content marketing, Google organic, using your authority in the space to create great content.

Another secret that well-funded companies may be able to create 1,000 pages of content

what ends up happening is a very small percentage of those pages actually generates the most of the value.

So if you can find out what pages generate the most value, you can be very effective.

So next goals.

When we started the company, our goal was to get to 2 million ARR.

We thought as two founders, it was going to be terrific.

And we got there in about, I think, six years.

And the interesting thing is, once we got to 2 million, we thought we would have made it by then.

We got to 2 million, and Jeremy and I went for a round of golf.

And we discussed this, like, hey, we're at 2 million.

This is what we thought.

What do we do now?

And we had a fairly small team.

We were nicely profitable.