Vitaly Pacherovsky

There's obviously opportunities to maybe bring it lower, but it all starts with a benchmark of what are you willing to pay for every customer

And if you're able to hit that number, then, then the question is how many more customers can you drive?

Um, we, um, we work right now, uh, because of that seasonality, um, you know, some customers come and go, uh, based on,

the time of the year, but we work with around 400 customers.

Um, about 90% of them are from sales.

Uh, so we are ramping up our inbound strategies.

Uh, but that's something we've grown up on, on inbound.

But the challenge was that inbound attracts a lot of different types of customers.

And it's, it became very hard to figure out where we should be really doubling down on.

So once we understood, um,

Out of this pie chart of all types of different customers, different sizes, different countries that they're from, we understood where our best fit is and we just started doubling down on.

And once we know where we're getting the most success, then it's becoming evident that sales team is probably the best way to actually reach them or the fastest way to do it.

Okay.

Or just on search.

It's very short.

Yeah, probably even within a month.

Our biggest challenge right now is how do we close more deals faster?

There's a very strong fit with our customers, but there's a lot of opportunities and we're just strapped for resources, trying to hire as fast as possible.

We raised capital.

It was less than $3 million, which basically meant that we had to always think of business fundamentals.