Nicholas

So that's 2016.

And then we start getting some good business.

And then we start looking, okay, now how do we build a real company?

Because now we're cash positive.

We can hire more people, but we don't have a real business.

When you talk to VCs, it's like,

ridiculous product that you do is a hobby.

So we're looking for other opportunities to do something and we found these people called inbound SDRs.

So I said, what is your job as an inbound SDR?

I said, you've seen on the website when people come to request a demo, they submit a form, they get a thank you page, they say thank you, somebody's going to call you.

Well, it's my job and I call them to book the meeting.

And I said, that's great.

How is that going for you?

And they say, it's going great.

I'm converting at 40%.

And I thought, you mean to say that 100 people asked for a demo and 60 of them didn't get it?

And the reason why they thought it was great is because the outbound guys convert at 1%, right?

They go for people.

But of course, people never ask for a demo.

It was nuts.