Scott Chisholm

And then just cold outreach, sort of the tried and true sales.

We have a big inside sales team.

We're experimenting with sort of hybrid field sales as we move up market, but we're 99% inside.

And I'd say marketing covers about, say, 60% of the floor.

The other 40% is just cold outreach, calling up different organizations that we think would be a fit.

We're about 220 folks.

The makeup of that is about 45% sales, about

35 to 40% dev and then everyone else's is the rest.

We are, yeah.

And we started with almost zero paid spend and we started to ramp that up.

And the strategy is interesting because we find that less people will just click on an ad and just go right into a trial or something like that.

So we've really had to be methodical about how we track attribution across all the content.

We just implemented a tool called Full Circle, which has been really awesome for illuminating how people digest and read our content, not only one contact, but across multiple contacts within an account or an organization.

So at one point, for one of these larger organizations, we actually realized that 41 unique people were reading our content at one time.

We never really had the visibility to see that.

Yeah.

And it all started with a paid ad.

So circling back to what you said, we could

way, it was hard for us to see what happened after that.

Did they come back?