Ryan Petersen

We showed him the letter of the law.

Explaining why this is public record and it's public record.

And then he sent us a letter, an email later saying, hey, thank you so much.

I had to explain.

I shared that with Apple's team.

Thank you for taking the pressure off of us.

But it was a bit of the early days of like, you know, how do you get attention and traffic for a new product?

That's pretty cool.

It's kind of like a really viral marketing type thing, even though it's...

Most important one is the user retention.

The company's great and the data set's extremely valuable, but for a lot of users...

You don't need to keep paying for it on an ongoing basis.

You can get the data, run your search, find the factory that you're looking for or the data, and you don't need to keep subscribing.

So we had a relatively high churn rate.

We eventually figured out which types of customers would pay every single month.

Tended to be actually a lot of freight forwarding companies.

Oh, interesting.

We use it at Flexport.

It's for list construction, lead gen, like finding who's importing.

They have my sales team call them and talk to them about their freight.