Nathan Latka

So you're at $15 million of revenue today.

How many folks are full-time on the team?

And are they based in Romania mainly, or what's the split?

Well, how do you structure it?

Because you're in a very tricky spot.

28,000 paying customers at 15 million of ARR means the average customer is paying $535 per year.

But the variant is huge here.

You have some customers paying $16 per month, and you told us your largest customer is $200,000 per year.

You can't put a sales rep on a $100 per month account, but you absolutely need a sales rep on a $200,000 per year account.

How are you solving this?

Gabriel, it looks like one of your biggest growth strategies, maybe early on especially, was SEO.

I mean, you are a really, really high domain rating here at 91.

That's generating almost 168,000 organic hits to your website per month.

I mean, this is really hard to do.

Was this intentional?

Was it accident?

Tell me about your SEO strategy.

It looks like based off my sort of quick forensic analysis on your SEO background here, the most successful like tactical SEO thing you've done are templates because they're driving 60,000 clicks to your website free per month right now.

If somebody else was competing with you paying five bucks a click, right, that's $3 million extra they're having to spend to get that same traffic.

You also have templates driving 15,000 clicks a month.