Stacy Chapman

The cost to acquire customers... If I was going to give you a real answer, I would have to capitalize what the whole history of those years of us having done

the wrong thing with the product were.

So that sort of depends whether I count the life of the company and the life of what few customers we have in that time.

I would say we should have paid back the cost of the customer in three months at the maximum.

But

With the weight that we're growing now, we're actually adding new integrators and new connectors all the time.

So we should be able to bring that down further as we get a more stable set of sort of plug and play system connectors.

I would agree with that.

I've really struggled to find the right salespeople because...

We're tiny.

The customers are very large and it's a complex consultative sale.

So finding people who feel comfortable in that fit has been a real problem for me.

Your typical feature function selling doesn't work when you're talking about data as a service.

So I've found the right guy now.

And I would say that, yes, we should be vastly more aggressive this year than we have been.

Sounds good.

The last business book I read, it's one of those ones about outbound sales.

How do you like that?

I can't even remember the name of it.

I've read about 10 in the past six months.