Tom Wright

We don't like going on site with customers, obviously.

customers in 68 countries, so that can be quite challenging.

But if necessary, we will go side-by-side with those general managers and actually present Cascade internally as a tool that's solved

No, so the vast majority of our marketing is inbound.

So we have like a pretty good kind of like presence on Google.

If you search for Google things like how to write a vision statement, how to create a strategic plan, really generic strategy terms, we're pretty much number

one for almost all of those terms with our blog posts, our e-books and things like that.

So the vast majority comes through that.

Because of that, it's difficult to measure the exact cost.

Obviously, there's a time investment.

We don't do any advertising per se.

We do a little bit of remarketing on Google AdWords.

Yeah, so we only have kind of like one full-time marketing person, and I obviously do a lot of the blogging myself.

So we have one marketer and then we have one salesperson based in our head office in Sydney.

And then we have just added three salespeople over in our Portland office.

But that's literally brand new as of like a couple of months ago.

There's not a lot of competition, which means.

you're not really competing from an advertising perspective.

That also has downsides because you've got to create a value prop that people don't know exists.

It's not like selling a CRM where people can see it as a commodity with a comparable feature set or a comparable cost.