Ryan Urban

That number is always wrong.

Yeah.

So yeah, it's, it's, I told you, I, I like to look at what's, what's the CPA to acquire a qualified demo.

We look at what our break even is over the course of the course of the year.

So whatever, this, this is where I look at whatever, whatever the, whatever I think the contribution margin dollars are for that.

I like to acquire that.

I like to acquire that customer for 20% of what the, of what the, the qual, the,

The contribution margin dollars.

Um, yeah, but I'm factoring in close rate of the salespeople.

And since we have a small sales team, we, we have a really good indicator of what, what their close rates might would be for certain pockets of the market.

So that's cool.

Yeah.

No one talks about this stuff.

I don't even care.

I'm going to raise money without a deck.

I don't give a shit about a deck.

It's like, here, this is what we're doing right now.

You're going to want to work with us.

This is what we mean.

This is what we want to do going forward.