All right. I'm ready if you're ready. You sure? Yeah. We're recording. Let's go. You always look at it.

I got a double check. I slipped one time. You did slip. That's how sometimes I think you don't remember

anything and then like you think like that. So all right, I want to first apologize.

I want to apologize to our fans because, you know, I think the secret sauce of seeking

wisdom is that we make it super tactical.

Yep.

I think we slipped a little bit.

How many more?

So the numbers have been growing, the ratings have been growing, but I think, you know, the mark of somebody who always wants to get better is even when things are good, we got to look at our podcast and say, how can we make this better? There we go. And so, you know, the secret sauce is keeping things tactical and I want to make sure we get back to that. Bring me back. You said it the other day, so we're going to get back.

All right.

So today, on Seeking Wisdom, we're going to talk about something new that we're doing here at Drift in 2017. We try to open up the, you know, behind the curtains and show you a little bit. And so we're doing this. We have a new approach. we've been doing it for a little while, but this is the first time we're going to talk about it.

So, DC, what is our... Tell the people about our... And so we're doing this. We have a new approach. We've been doing it for a little while, but this is the first time we're going to talk about it.

So, D.C., what is our, tell the people about our approach to how we're growing the business this year.

So we went into this year splitting our funnel.

So if we think about our sales funnel, 2016, we had one funnel that we were all part of from a product standpoint, sales, marketing, et cetera.

And that was a, let's think about it as a purely freemium funnel.

So people come to the website, they sign up for free, and then they can choose to upgrade or not.

And depending on different points in that throughout the year, maybe there are humans

assisting them, maybe there weren't.

And learned a lot through that grew 33X.

Yeah, 33X growth in customers.

Yeah, in 2016, obviously small base, but massive growth.

...