00:10:02.320but what we've found is we're just not getting conversion.
00:10:04.400were you ever running paid ads for your primary sacred rides uh yeah we're still doing that is
00:10:10.160that profitable like the are the return on ad spend we're still trying to figure that out see
00:10:15.440i mean well that i mean obviously that'd be the so it's kind of like when you and we'll so you
00:10:19.900want to talk about acquisition retention and then just pricing model and structure so like when i
00:10:25.280think of acquisition um in any business the key is to figure out who's the and i always look at
00:10:31.860two kind of like levels. Highest value, easiest to work with, fastest to sell, highest value,
00:10:39.880right? And this is true for all SaaS businesses. They come to me and they're like, okay, I want
00:10:44.120to fix my model. I say, okay, you got a thousand customers. Let's draw kind of a grid and say,
00:10:49.280okay, well, who are the customers that generate the most lifetime value and are the easiest to
00:10:53.580close? And truthfully, if we're going to build a business, let's focus on that customer.
00:10:58.340And then what we want to do is once we have that, then we want to figure out what's the core value or the package or the solution or the service or the plan that that type of customer buys and front load that in the sales and marketing activities.
00:11:11.780So it sounds like you really understand the kind of $3,000, $4,000, $5,000 customer and it's better, it's easier to get an ROAS, a return on ad spend on that customer because you can spend more, right?
00:11:22.780And you have more gross margin to play with.
00:11:24.360It's a lot tougher the smaller you go.
00:11:26.340That's why there's certain e-commerce products.
00:23:40.740yet if you don't make the investment I know you won't prioritize and look I'm
00:23:45.780no different there's a reason why I invest tens of thousands of dollars to
00:23:49.320go to things because it ends up in my calendar I reschedule everything else
00:23:54.540I don't cancel it it's just it's just a different level so unfortunately that I
00:24:00.600think that there's there's either a social commitment either like a public
00:24:05.520social like I'm gonna do this or else all my friends are gonna make fun of me
00:24:08.520So like, that's like, I'm going to climb this mountain.
00:24:10.660I'm going to lose 50 pounds or kind of like that, that social peer pressure, or there's a financial one.
00:24:15.600And if you, you know, in the lieu of getting your customers to do something like that, you know, I think it's about an economic one.
00:24:22.480And it's going to be really important from a business model point of view to ensure that, because if I think of like, what's your dashboard look like?
00:24:32.000It's a map with the regions that you've mapped out for sale, essentially like a real estate thing.
00:24:36.660And then it's a performance per real estate.
00:24:38.520So essentially, like, here's a map of the world.
00:24:40.880We have 25,000 regions that we think are prime
00:24:43.700for our program, and it's either red, green, yellow.
00:24:48.140Green means they're rocking at X amount of revenue
00:24:50.360per year because you guys track it all through your platform.
00:24:52.700Yellow means that they're on the borderline
00:24:54.620or they're declining, and red means they're just
00:24:56.200not performing or they haven't been sold.
00:24:58.220And I would look at this map every day