Nathan Latka

I plot basically everyone that's come on the podcast.

I plot their ACV.

Yeah, so like, you know exactly where I'm going.

There's a dead spot.

It's very hard to build a $100 million company with a price point between 500 and like 5K per year.

My question to you is, I totally get getting on the phone early on to learn, right?

But if you take 9,000 customers

Right.

Times 30 minute call each divided by 60 minutes per hour.

That's four thousand five hundred hours if you're spending that with every customer.

So just to be clear, do you still today get on a 30 minute call with every customer who signs up for 150 bucks a month or is this to learn in the early phases?

To summarize so far what you've taught us, the media business didn't work.

You pivoted to an SEO strategy where you recruited people talking about a company on Twitter to actually leave a review on a landing page you built for the company.

That would then rank for SEO.

Then you'd go close the company and the viral coefficient started.

You also casually mentioned paid ads briefly.

I want to understand, was that a big part of your growth or not?

How much were you spending on paid ads?

So just to be clear, if you were going to spend $500,000 that last year on ads, how much was on Google ads versus LinkedIn ads?

So Calum, as we wrap up here, because I want to close the loop on this and then talk about your new business that you're building.