Nikos Moraitakis

We have thousands of them.

Interesting.

And right now, in the beginning, we said, let's find the 100 most popular jobs out there.

or you're going to look for interview questions.

We said, what do people look for when hiring?

Job descriptions, offer letters, interview questions.

And we started making some content around that.

And honestly, we just made some content.

We didn't SEO optimize it.

We put it out there.

Yes, exactly.

We just really put the WordPress out there and just put them there with no organization or nothing.

A few months later, we were getting thousands of hits on them.

And then we got an SEO expert.

And then we organized this beautiful site you see with guides, with how-tos, with anything you can imagine.

And people would just...

Find the software, sign up, use it, pay for it.

Over time, you get more sophisticated on how to pick up those leads, send them interesting stuff, nurture them, get them to convert through sales.

When you do SMB, your churn is relatively high.

For companies with less than 100 people, you could be losing 20% of your customers a year on that segment.