Russ Perry

So half my money had to go there.

I see.

So it's not actually.

We're the only service out there.

All of our team is full-time dedicated to us.

And this was a decision that I had from the very beginning is I just knew how hard it is to always having to find someone, build that relationship, explain what you need, explain your brand.

And from day one, our creatives have just worked for us.

So that was started with one creative, one project manager and myself, three people launching in January 2015.

I never wanted to actually be in between the client and the creative.

So our clients just work directly with the creatives and...

It was a super bootleg hacked together system.

The running joke is actually, if you knew what email address we used, you didn't even need a paid account because you could just circumvent the whole paying us thing.

And we just launched from there and just really looked at what is the average utilization that I could think of of a client and what they would need on a week-to-week basis.

And I was listening to a ton of startup podcasts at the time.

I was like, shit, I just want recurring revenue.

what's a price I could pick?

And I just picked that and went to market.

It is, but when you think about that, most of that is our labor in other markets.

This is where our cost of goods really comes into play because our gross margin is on a good month

You know, 68 percent on a on a on a when we start to grow and we're adding middle management, it gets down to low 60s.