The Exchanges

Q argue and debate and get a higher valuation and less dilution, which is the name of the game, less dilution. Check it out today at founderpath.com forward slash products. That's plural forward slash valuations. Again, both plural founderpath.com forward slash products forward slash valuations. So 300,000 a year ago, 345,000 dollars a month. Now that's a nice growth rate. Where are you getting new customers from? How are you growing?

A So, um, a combination of some referrals from existing customers. So we have a program with existing customers that they refer us. And the other one is we do, um, The nice thing about our business is we know who the target customers are, and so we have a pretty strong list of about 4000, um, uh, prospects where we know their names, we know the people in the company, and so we can market to them and call them and so forth, and it's really about a cycle that somebody's, you know, you call them up and they, I'm not interested, they don't have a problem. A year later, they're not happy with their current solution. And so you just have to keep on remarketing to them. And over time, uh, those, um, 300 or so or 3000, I should say, prospects drop into the sales bucket.

AI assessment note: “a combination of some referrals from existing customers”

Q Yeah. Okay. Interesting. And do you have a big sales team? What's your team look like today? How many folks?

A No, there's only about three, and we do a lot of through marketing and referral. And, um, like all of our sales are done remotely. We don't have to visit the customer sites, which is kind of interesting in a COVID world. Um, and the sales cycle is anywhere from about a month to about four months, roughly. Uh, our customers range from on the low side, about 10 users, on the high side, about a 150 as an average. Uh, but what they do, and they're in sectors, so we have people that are in the IT integration business. We have people that are pure MSPs or managed service providers. We also have a group of physical security and fire suppression and fire security and fire alarm system companies. They all have the same common problem. They sell equipment. They need to quote the equipment and the labor. They have to deliver the equipment and the labor, and then they want to do post-implementation support, and that's really the sweet spot for our

AI assessment note: “No, there's only about three, and we do a lot of through marketing”