Nicholas

But the CRO of Zoom Info tell me, I'm not touching it.

I'm converting at 40%.

So that seems crazy.

So now we thought we're going to fix that problem.

So we built a solution, a JavaScript that you put in your page.

When people submit a form, it automatically qualifies them.

We do real-time data augmentation, data from the form, data from CRM.

We qualify, we route, we retrieve the reps, and we book the meeting real-time.

And...

No, so that's a fascinating thing that if you look at this curve, that's fascinating.

So 2017, we come up with this idea and we build this product.

Summer 17 segment, the company segment, does an A-B test to see if it works.

They doubled the inbound conversion rate.

So they didn't disclose the number, but they doubled it, and they bought it immediately.

And then Facebook comes to us and say, we want to do that for SMB teams.

They buy our software.

We do a contract with Facebook.

By the way, we have a no-discount policy.

So I do about five rounds of negotiation with, not negotiation, with the procurement Facebook.

They say, but you know we're Facebook.