Raj Sheth

We are going up as we go.

So I'll break it down what happens.

So just think of it as a production line, right?

First, we optimize the funnel, like the ads and the landing pages.

Why aren't we getting more than so many people requesting the demo?

Then the second point, our SDRs are just trying to do a better job of qualifying the demos and getting more people to demos.

So we fix that part of the funnel.

Now we are fixing the conversion part of the funnel.

So our math is that

worst case, we should be doing a 20% conversion.

Actually, our target is 25% conversion, meaning when our account executive, our salesperson is on a demo, one in four of them should go to one of these $3,000 plans, right?

As soon as we have this working predictably, which pretty much we sort of do right now, we're doubling down.

We have two SDRs and two AEs and we want to feed 40 demos per AE per month.

And all this spend right now is getting us about 80 demos, which to be honest, which we don't like.

I'm kind of sharing this on this podcast, but it's kind of an embarrassing number for me because when I talk to some other people, some people are getting double the demos of the same spend, but that's okay.

It's not an apples to apples and every product category is different.

To answer your question quickly, we're going to double down on our budget.

We're going to add two more A's, go from 80 to 160, do more ads.

But here's the kicker, though.

It's not that if you start spending 60,000, you'll get twice as much demos.