Nathan Berry

And so it's a little painful and expensive.

Yeah, so it's all custom coded.

It probably ends up being about 25 to 30 different variations, but they're pretty small tweaks.

So it's a manageable number.

Okay.

And it's things like if you put in that you have over 5,000 subscribers, then that alerts our demo team and it tries to get you to schedule a demo and we're following up with you, right?

Because then you're raising your hand saying, hey, I'm a lead that you should pay attention to.

And then there's other little tweaks down the road.

So like the emails that we send, um, if you're using WordPress are going to talk about, uh, setting up our WordPress plugin rather than like, here's how to embed a form in Squarespace.

Yeah, I see.

Yeah.

So I think the biggest thing is knowing, like making a decision.

Are we still learning or have we learned everything there is to learn on this?

And up until this point, we're still learning.

We're making tweaks.

It's highlighting problems at specific parts of the funnel, whereas before we looked at the funnel as a whole.

And so now we're seeing, okay, we found a problem that a lot of these trials, tons of new trials, but a lot of them weren't coming back a second day.

They weren't logging in a second time.

So that's a significant problem.

And if we were looking at the funnel as a whole, we wouldn't have noticed that.