Mike Lapchick

Right, right.

So, yeah, that was the plan.

So I'll tell you where we failed is in the in-app marketing.

The biggest botched opportunity that we had was converting the free-to-paying users.

Well, so, well, let me, let me go on.

I'll tell you why, why that question is not as answerable as you'd think.

So, so when we raised our last round, um, we brought on a sales team.

And again, before this, we, we were, any of the revenue we had was accidental.

So, so the sales team, uh, started in 2016.

Um, and, and they, we had so much inbound interest that that's what they sold.

They never even looked at the 9,000 companies at the time as an upsell opportunity.

So we haven't converted many free to paying, not even close to what we had projected.

And that opportunity still sits there today.

And it will be, I think, harvested by this next group.

It's not an important metric because it's so low, right?

Well...

uh, I'm, I'm not doing it a particular way.

I'm, I'm saying that there are several ways to do it.

And that's one, one way that we look at, if we look at it, a marketing cost and you look at the return on that marketing cost, right.

That's one very different thing than, than my carrying cost.