Ted Elliott

And so I checked it out.

And it's actually been great.

It hasn't been great at necessarily closing more deals.

It's been great at filtering out all the crappy deals we don't want.

So what we've seen from using that tool is that we're generating 800 inbound leads a month.

But of those 800 inbounds, four or 500 of them were just not even in the right category for us, either the wrong countries or not large enough as a buyer.

Well, the bot's able to do a lot of filtering of that so that then you're filtering forward all the quality leads.

Does that make sense?

Driving less than 20%, 25% of the deal flow.

But what we're seeing, our enterprise buyers,

In our market, we believe 15% to 16% of the buyers that we're targeting are in active purchase mode in any given year.

We think there's about 2,500 buyers that we're targeting.

There are 250 buyers, maybe 300 buyers active in any given year in the sweet spot of the type of companies we're going to.

And almost 100% of those buyers are going to two or three conferences.

So we don't show up at those two or three conferences.

We're not playing ball.

Would you say we're in a very specialized market?

So there's something called staffing industry analyst that puts on four conferences a year.

We go to the American staffing association.

Um, we go to a bunch of shows in Europe that are similar or type of organizations and one in Australia.