Paris Childress

Well, right now we are optimizing for a cost per acquisition in the high 20s.

Let's say $27, $28.

And the trial conversion rate is about 60%.

So they have a pretty good understanding of the maximum customer acquisition cost right now.

No, about 60%.

I don't know how I squeaked in, Nathan.

I figured I wasn't going to raise any alarm bells.

But yeah, we're an agency.

That's probably what happened.

Yeah.

Well, no, I did not have a SaaS business before this, but we have worked with SaaS companies for years.

And through that experience, we've really learned a lot about

the marketing metrics that really drive these valuations and outcomes for SaaS.

So what really helped us determine that we wanted to focus only on SaaS was the success of some of our current clients and the realization... Can you name one or two of those?

Sure.

Output.com is one of our largest SaaS customers.

They recently raised $45 million from Summit Partners about a month and a half ago.

Right now, I'd say probably 70% of their revenue is SaaS.

On both.

When we started working with Output.com, they were only traditional software.