Tom Cameron

We've got other sources that get us bigger traffic, but obviously they cost a bit more.

Okay.

Captera.

Captera and GetApp.

Listings on the software directories.

Interesting.

Clearly, people are going straight to those directories to find products that meet their needs.

And that traffic is very high quality traffic.

We get a very good conversion rate at the front end of the website.

How good?

And you get reasonably about between 15 and 18% of those people who come to the front website actually sign up for a free trial.

No, they don't start paying.

They sign up for a free trial.

Okay.

And then other sources of traffic tend to sign up for a free trial more around the 5% to 10% range.

Um, we're getting around a 4% conversion of trials to a new account.

Yep.

That's great.

We're finding we're just getting outbid by everyone else.

They're paying much, much higher bid prices to the point where to even try to get beyond their positions, we'd have to pay five to ten times what we're currently bidding.