Sri Shalapa

So really our first year of revenue was 2016.

And we started off, you know, really focusing on the engagement part of the product, right?

We were focusing on how to actively engage employees, how to keep them connected in the organization.

So we started off with employee social, gamification, things like that.

And then later we became more of a talent management suite.

Well, the first customer was my previous customer,

That's how we kind of built the product around their needs.

And then after that, it was just a hustle, man.

It's not easy, right?

After that, it was a hustle.

We started doing some PPCs.

We started doing some cold email campaigns.

And that basically was it.

PPC, we spend about $20,000 a month.

Our payback period is typically within six to nine months to get a new customer.

But PPC is not the only thing.

We do have an SDR team as well.

My company is about 102 people.

Sales folks, well, sales and marketing is two different, right?

So sales itself is about 18, 20, something like that.