Michael Maximoff

The second one, our agency clients were the low hanging fruit.

So imagine this, we have this hundred clients that we work as an agency, we deliver the service, right?

And we know these guys because we have an account managers assigned to them.

We know how much money they spend on marketing, et cetera, how big their sales teams are.

We know that they are sending cold emails, right?

And we know that they have a problem with spam.

So the first thing we do is we go to them and say, hey guys, we can solve this problem to your sales team and this is how much money that's going to cost.

So in a way, they don't necessarily even need to have a product for this to solve, right?

They just need the problem, they have a problem, they want the problem to be solved.

So in a way, we start making the first money out of

being able to solve the problem and not offer the product.

And that was a great sort of like experiment for us because then we knew who was ready to pay us for the problem and how much money they were able to pay us.

And I will actually go back to this, but just want to show you, this is one of the first clients that we had, and this is the email that we sent.

So in a way, what we realized, we're like, okay, now we need to understand how we can package this.

Defaultly as a product was grow from a service.

So what we did, we sell this audit.

So we came into a client and we say, hey, we wanted to understand what's your current sending reputation is and what the problems are.

And there's an audit that's cost $2,000, which is obviously we just take it off.

It's not a real number, right?

So we can spend $500 on that.