Mike Winn

And what would have taken previously about 10 days, you can now do it in one day to actually get the data, understand the quality of the earth movements, where the earth should be moved, how many tons of soil.

All of this can happen in one tenth of the time.

We're pretty unique in the industry in the sense that we are almost entirely inbound.

We have a really successful blog.

The

That's, we think it's definitely the leader in the industry of sharing, like how people actually use this technology that drives our leads, we vote ourselves up a really strong brand, because we have freemium, everyone can use it.

And we've generally, we've always had high NPS scores, all of those things.

It's, it's generally around 40.

Yeah, that's good.

And,

All of those things have brought us leads just kind of for free.

They come in, people take out their credit cards on our website and they pay.

And some fraction of the time when we determine through MQL scoring that they are maybe a bigger business, we actually contact them and call them up.

And so a bit less than half of our sales are done through the sales channel.

Six of them.

Yeah, we've actually got a disproportionately large engineering team.

That makes sense, though, right?

Yeah, it's quite a technical problem, and we do quite a lot of things.

Yeah.

So it's important for us.