Nick Girard

We obviously prioritize people who have large audiences, have existing followings, who want to do things like brand partnerships or whatever.

That's not the only criteria that we use.

So one of the key things that we track is when people come on, they request an invite to Norby, they tell us upfront what they're most interested in.

There's usually a particular wedge that they come to us for.

We marry a bunch of different functionality, right?

So we have landing pages, we have SMS, we have emails, we have event hosting, we have LinkedIn bio.

We ask people in our onboarding flow, what are you primarily interested in using Norby for?

And maybe they do a bunch of online events.

They do a bunch of events as they're marketing.

They're looking for a better event management suite.

Or they've wanted to get into SMS, but community starts at $100, $150 a month or whatever, and it's expensive.

And that's really the only consumer option or whatever.

They want a more customizable link in bio than Linktree, whatever it is.

One of the key things that we measure is when do they reach for a second tool?

They told us that they came in for events, and now they're sending text messages.

They told us that they came in for LinkedIn bio, but then they realized they can do their newsletter through us.

That time, how long does it take them to discover they can do a second part of their operation through us?

And how engaged are they with that second feature?

As soon as they reach for that tool, as soon as they reach a certain threshold of engagement, we know that we're going to convert that person.

So decreasing that time, increasing the discoverability of features, product education, tightening up that kind of onboarding experience during your trial has been really the focus for us for the last couple of months.