Mitch Calleran

referral partners that send over customers.

Yeah, absolutely, they don't.

That's the quick answer.

For companies the size of MailChimp and Eventbrite, they have an open developer platform where you can get an application key, you can start integrating their APIs, and you get listed in their partner directory.

They've built the program at MailChimp, and this is what I did at Eventbrite, where you build carrots for developers to integrate with your platform, and part of that is marketing.

So they have open programs that are available that we integrated into to get small amounts of traffic and customers.

Uh, yeah, they, they did drive us some material customer volume in the first year.

Um, and we have now about 12 of these integrations and, um,

The tough part is it's really hard to predict how much value is going to come from integrating another partner's API.

I think every partner will boast about their marketing programs and what they're willing to do.

Obviously, for the big ones like MailChimp, they do very little for someone who's just coming to the platform, self-sign on, get an application key, build an integration.

But their volume is so massive of their millions of small businesses that use them.

We just need a few to stumble upon.

in their app directory.

And then there's another approach where you can go to smaller partners that are more aligned or more your relative size and build deeper relationships with them.

And so we have integrations with

software like Kindful, which does donor management.

And they're another SaaS platform based in Nashville.

And we've done co-marketing with them that's more high touch.

So they have a much smaller user base than something like MailChimp, but you deploy different strategies to get