Robert Warner

The tech's an enabler to get us there, but it's about the idea first and foremost.

And then, once we'd done all that, we then started doing what we call partner launches.

Any of you guys run affiliate programs for your businesses?

Cool.

Well, we do that and we probably do it slightly differently to how you do it, but it works really well for us.

And we have a one-week promotion strategy.

So when we run with an affiliate, we typically run for one week.

And then we all move on and do our own things.

It's not a long-term relationship, typically.

But it allows us to sign up customers at scale.

So a one-week promotion for us, on a bad one, we'll sign up 30 new paid users.

So it's highly, highly time efficient for us.

So here's our growth.

And so for context.

We didn't start developing anything until April last year.

So April 2021, we started.

I get slightly weirded out by this slide, by the way.

I've sat in the big room where I watch all the grown-ups, where they've got charts that are like multi-years.

We start in 2014, and we've got 2017, and they've got these big time spans.

Some of them have got years.