Charging More For Your Software

Welcome back to MicroConf on Air. I'm Welcome back to MicroConf on Air. I'm the host, Rob Halling. And every other the host, Rob Halling. And every other the host, Rob Halling. And every other Wednesday at 1 p.m. Eastern, 10 a.m. Wednesday at 1 p.m. Eastern, 10 a.m. Wednesday at 1 p.m. Eastern, 10 a.m. Pacific, we live stream for about 30 Pacific, we live stream for about 30 Pacific, we live stream for about 30 minutes. And we cover topics related to minutes. And we cover topics related to minutes. And we cover topics related to building and growing ambitious SAS building and growing ambitious SAS building and growing ambitious SAS startups that bring us freedom and startups that bring us freedom and startups that bring us freedom and purpose and healthy relationships. We do purpose and healthy relationships. We do purpose and healthy relationships. We do not ask for permission to start not ask for permission to start not ask for permission to start companies. We build and ship real companies. We build and ship real companies. We build and ship real products that sell to real customers who products that sell to real customers who products that sell to real customers who pay us real money instead of using pay us real money instead of using pay us real money instead of using excuses like, "I need to go build a excuses like, "I need to go build a excuses like, "I need to go build a slide deck." Instead of actually slide deck." Instead of actually slide deck." Instead of actually shipping features, getting people to pay shipping features, getting people to pay shipping features, getting people to pay me. I'm excited today for our guest. me. I'm excited today for our guest. me. I'm excited today for our guest. We're going to talk about how to charge We're going to talk about how to charge We're going to talk about how to charge more for your software. And I love these more for your software. And I love these more for your software. And I love these these uh stories because you know micro these uh stories because you know micro these uh stories because you know micro comp startups for the rest of us have comp startups for the rest of us have comp startups for the rest of us have really had a message for the past 10 11 really had a message for the past 10 11 really had a message for the past 10 11 years and it's usually we're not years and it's usually we're not years and it's usually we're not charging enough. Either we're not charging enough. Either we're not charging enough. Either we're not charging enough to a particular customer charging enough to a particular customer charging enough to a particular customer segment or we're not charging enough to segment or we're not charging enough to segment or we're not charging enough to all of our customers. And if you're not all of our customers. And if you're not all of our customers. And if you're not re-evaluating your pricing about every re-evaluating your pricing about every re-evaluating your pricing about every year, it depends on your space. If it's year, it depends on your space. If it's year, it depends on your space. If it's a fastmoving competitive space about a fastmoving competitive space about a fastmoving competitive space about every 6 months and if it's maybe it's a every 6 months and if it's maybe it's a every 6 months and if it's maybe it's a little slower moving, fewer competitors little slower moving, fewer competitors little slower moving, fewer competitors 12 to 18 months um you should be 12 to 18 months um you should be 12 to 18 months um you should be reevaluating. If you're not doing that, reevaluating. If you're not doing that, reevaluating. If you're not doing that, you're falling behind. And so today I'm you're falling behind. And so today I'm you're falling behind. And so today I'm going to in a moment going to be going to in a moment going to be going to in a moment going to be welcoming Iran Galperin to the show. And welcoming Iran Galperin to the show. And welcoming Iran Galperin to the show. And we're going to be talking about not only we're going to be talking about not only we're going to be talking about not only a a uh rebrand that they recently did, a a uh rebrand that they recently did, a a uh rebrand that they recently did, but talking about how he planned and but talking about how he planned and but talking about how he planned and rolled out a pricing update just over rolled out a pricing update just over rolled out a pricing update just over the last it was last month, I believe.

the last it was last month, I believe. the last it was last month, I believe. um because he and I were chatting about um because he and I were chatting about um because he and I were chatting about it. He's in Tiny Seed the fall batch of it. He's in Tiny Seed the fall batch of it. He's in Tiny Seed the fall batch of Tiny Seed and so um we were strategizing Tiny Seed and so um we were strategizing Tiny Seed and so um we were strategizing and and he went on and did it and so and and he went on and did it and so and and he went on and did it and so that's that's the kind of stuff we're that's that's the kind of stuff we're that's that's the kind of stuff we're going to talk about today and it's a going to talk about today and it's a going to talk about today and it's a rare micro uh on air because we already rare micro uh on air because we already rare micro uh on air because we already have an audience question and uh we'll have an audience question and uh we'll have an audience question and uh we'll get to that in a few minutes. If you get to that in a few minutes. If you get to that in a few minutes. If you have questions uh for Iran or myself as have questions uh for Iran or myself as have questions uh for Iran or myself as we move forward just go ahead and type we move forward just go ahead and type we move forward just go ahead and type them into Microcom connect in the them into Microcom connect in the them into Microcom connect in the Microcom on air channel or you can type Microcom on air channel or you can type Microcom on air channel or you can type them into the uh the YouTube chat. So them into the uh the YouTube chat. So them into the uh the YouTube chat. So with that, I'm going to welcome Iran with that, I'm going to welcome Iran with that, I'm going to welcome Iran Galprin to the show. He's the founder of Galprin to the show. He's the founder of Galprin to the show. He's the founder of Jim at gymdesk.com. It's online Jim at gymdesk.com. It's online Jim at gymdesk.com. It's online management software for gyms. He's been management software for gyms. He's been management software for gyms. He's been building tech companies since 2003, building tech companies since 2003, building tech companies since 2003, about as long as I have, and has over 20 about as long as I have, and has over 20 about as long as I have, and has over 20 years of experience in software years of experience in software years of experience in software development and leading product teams. development and leading product teams. development and leading product teams. Welcome to the show, man. Welcome to the show, man. Welcome to the show, man. Hi, Rob. Hi, Rob. Hi, Rob. It's great to have you. It's great to have you. It's great to have you. Glad to be here. Glad to be here. Glad to be here. Yeah. So, I want to talk I want to dig Yeah. So, I want to talk I want to dig Yeah. So, I want to talk I want to dig into this pricing change because I think into this pricing change because I think into this pricing change because I think people are going to be really interested people are going to be really interested people are going to be really interested to hear about it because they they hear to hear about it because they they hear to hear about it because they they hear a lot of theory around oh you should a lot of theory around oh you should a lot of theory around oh you should charge more but the reality of that is charge more but the reality of that is charge more but the reality of that is can be stressful and it can be more can be stressful and it can be more can be stressful and it can be more complicated than just well how much more complicated than just well how much more complicated than just well how much more do I charge who do I charge more to how do I charge who do I charge more to how do I charge who do I charge more to how do I think about this so do you want to do I think about this so do you want to do I think about this so do you want to like talk us through a you know what like talk us through a you know what like talk us through a you know what made you reevaluate and think I'm gonna made you reevaluate and think I'm gonna made you reevaluate and think I'm gonna you know I am going to raise prices and you know I am going to raise prices and you know I am going to raise prices and then b how you went about trying to do then b how you went about trying to do then b how you went about trying to do the nuts and bolts of it.

the nuts and bolts of it. the nuts and bolts of it. Yeah for sure. So I think it's a very Yeah for sure. So I think it's a very Yeah for sure. So I think it's a very common story. Uh when we just launched common story. Uh when we just launched common story. Uh when we just launched um literally six six years ago, January um literally six six years ago, January um literally six six years ago, January 2016, 2016, 2016, um we had a very basic version of the um we had a very basic version of the um we had a very basic version of the product that we have today and we were product that we have today and we were product that we have today and we were going up against very powerful uh going up against very powerful uh going up against very powerful uh competitors in our space, established competitors in our space, established competitors in our space, established brands. Um and we priced oursel in a way brands. Um and we priced oursel in a way brands. Um and we priced oursel in a way that we would compete on price. that we would compete on price. that we would compete on price. Um and over the years as uh the product Um and over the years as uh the product Um and over the years as uh the product evolved based on user feedback evolved based on user feedback evolved based on user feedback um it was becoming obvious that we did um it was becoming obvious that we did um it was becoming obvious that we did not price oursel correctly to what we not price oursel correctly to what we not price oursel correctly to what we have today. I think the pricing that we have today. I think the pricing that we have today. I think the pricing that we had worked for us when we launched six had worked for us when we launched six had worked for us when we launched six years ago but we were way underpriced uh years ago but we were way underpriced uh years ago but we were way underpriced uh coming into 2022. coming into 2022. coming into 2022. Um, and it's something we thought a lot Um, and it's something we thought a lot Um, and it's something we thought a lot about before we joined uh the Tiny City about before we joined uh the Tiny City about before we joined uh the Tiny City Accelerator.

Accelerator. Accelerator. Um, we had some conversations with Um, we had some conversations with Um, we had some conversations with investors investors investors um that mentioned that potentially we're um that mentioned that potentially we're um that mentioned that potentially we're uh underpriced, but it it's really hard uh underpriced, but it it's really hard uh underpriced, but it it's really hard to find the right timing to do a pricing to find the right timing to do a pricing to find the right timing to do a pricing update. Um, first of all, there's a lot update. Um, first of all, there's a lot update. Um, first of all, there's a lot of anxiety around changing your pricing. of anxiety around changing your pricing. of anxiety around changing your pricing. A lot of the customers that did join us A lot of the customers that did join us A lot of the customers that did join us while we had a lesser version of our while we had a lesser version of our while we had a lesser version of our product, they they did so because the product, they they did so because the product, they they did so because the pricing was right for them and we were pricing was right for them and we were pricing was right for them and we were um justifiably afraid to lose a lot of um justifiably afraid to lose a lot of um justifiably afraid to lose a lot of those customers um that were to rely on those customers um that were to rely on those customers um that were to rely on us to manage their business. Um so just us to manage their business. Um so just us to manage their business. Um so just for the audience a little bit about what for the audience a little bit about what for the audience a little bit about what Gym is. Uh we provide online management Gym is. Uh we provide online management Gym is. Uh we provide online management software for gyms, uh martial arts software for gyms, uh martial arts software for gyms, uh martial arts schools, uh yoga studios and any kind of schools, uh yoga studios and any kind of schools, uh yoga studios and any kind of membership type business. Um and they membership type business. Um and they membership type business. Um and they basically use it to run their entire basically use it to run their entire basically use it to run their entire business. So um we also built a personal business. So um we also built a personal business. So um we also built a personal relationship with a lot of those relationship with a lot of those relationship with a lot of those businesses. Um so it's kind of hard to businesses. Um so it's kind of hard to businesses. Um so it's kind of hard to tell them when they rely on you to tell them when they rely on you to tell them when they rely on you to manage their business. It's like, okay, manage their business. It's like, okay, manage their business. It's like, okay, now it's going to cost a lot more now it's going to cost a lot more now it's going to cost a lot more because we did uh um raise prices because we did uh um raise prices because we did uh um raise prices significantly.

significantly. significantly. Um but the point came where it was time Um but the point came where it was time Um but the point came where it was time to update our pricing and we were in the to update our pricing and we were in the to update our pricing and we were in the tiny city accelerator. That's one of the tiny city accelerator. That's one of the tiny city accelerator. That's one of the u main talking points that you guys u main talking points that you guys u main talking points that you guys make. Um and I decided it was time. We make. Um and I decided it was time. We make. Um and I decided it was time. We were also updating our brand which we were also updating our brand which we were also updating our brand which we will talk about in a little bit. and I will talk about in a little bit. and I will talk about in a little bit. and I felt like together um that was the time felt like together um that was the time felt like together um that was the time to do it. to do it. to do it. Right. That makes sense. And I I like Right. That makes sense. And I I like Right. That makes sense. And I I like that you brought up the anxiety around that you brought up the anxiety around that you brought up the anxiety around it because that is something that it's it because that is something that it's it because that is something that it's easy to say you should raise your easy to say you should raise your easy to say you should raise your prices. It is hard to raise your prices prices. It is hard to raise your prices prices. It is hard to raise your prices and every time I've done it, it has and every time I've done it, it has and every time I've done it, it has really stressed me out. So I think nuts really stressed me out. So I think nuts really stressed me out. So I think nuts and bolts wise then how did you arrive and bolts wise then how did you arrive and bolts wise then how did you arrive at new at the new pricing tiers and can at new at the new pricing tiers and can at new at the new pricing tiers and can you give us an idea of what kind you you give us an idea of what kind you you give us an idea of what kind you know what the increase was like? And know what the increase was like? And know what the increase was like? And then we could then we'll get into then we could then we'll get into then we could then we'll get into grandfathering like you know because grandfathering like you know because grandfathering like you know because that's a whole other topic that right that's a whole other topic that right that's a whole other topic that right now we're just talking when you say now we're just talking when you say now we're just talking when you say raise prices in a SAS app it's like well raise prices in a SAS app it's like well raise prices in a SAS app it's like well I'm going to update my pricing page so I'm going to update my pricing page so I'm going to update my pricing page so new customers pay more but then you have new customers pay more but then you have new customers pay more but then you have to go think do I also raise on existing to go think do I also raise on existing to go think do I also raise on existing right so when we picked our original right so when we picked our original right so when we picked our original pricing I did do a lot of price pricing I did do a lot of price pricing I did do a lot of price comparison with our competitors and I comparison with our competitors and I comparison with our competitors and I priced oursel a little bit below priced oursel a little bit below priced oursel a little bit below everything they offer. Now over the everything they offer. Now over the everything they offer. Now over the years they also updated their pricing years they also updated their pricing years they also updated their pricing and we didn't follow suit. So um to and we didn't follow suit. So um to and we didn't follow suit. So um to prepare for this I went over everything prepare for this I went over everything prepare for this I went over everything that they do with pricing because that they do with pricing because that they do with pricing because there's a lot of different approaches.

there's a lot of different approaches. there's a lot of different approaches. Uh some people do it um based on feature Uh some people do it um based on feature Uh some people do it um based on feature based on usage uh some combination based on usage uh some combination based on usage uh some combination um and there's some interesting uh um and there's some interesting uh um and there's some interesting uh pricing uh plans that I saw some of our pricing uh plans that I saw some of our pricing uh plans that I saw some of our competitors do. Um I wanted to keep it competitors do. Um I wanted to keep it competitors do. Um I wanted to keep it simple. I believe simplicity is um simple. I believe simplicity is um simple. I believe simplicity is um especially for uh products that appeal especially for uh products that appeal especially for uh products that appeal to very small businesses, simplicity is to very small businesses, simplicity is to very small businesses, simplicity is very important to um stay uh very important to um stay uh very important to um stay uh simple for them to understand. I don't simple for them to understand. I don't simple for them to understand. I don't know how else to put it. Um because they know how else to put it. Um because they know how else to put it. Um because they they have so much to worry about as a they have so much to worry about as a they have so much to worry about as a small business owner. I am one, you are small business owner. I am one, you are small business owner. I am one, you are one. There's just so much we do. Um if one. There's just so much we do. Um if one. There's just so much we do. Um if it's an enterprise type SAS completely it's an enterprise type SAS completely it's an enterprise type SAS completely different sales process you know you different sales process you know you different sales process you know you talk to somebody whose whole um job is talk to somebody whose whole um job is talk to somebody whose whole um job is to decide whether to purchase you or to decide whether to purchase you or to decide whether to purchase you or not. Um it's not the same. So um we not. Um it's not the same. So um we not. Um it's not the same. So um we shopped around. We looked at everybody's shopped around. We looked at everybody's shopped around. We looked at everybody's prices and we said we don't want to be prices and we said we don't want to be prices and we said we don't want to be the budget option anymore. So this time the budget option anymore. So this time the budget option anymore. So this time I'm not going to price myself under my I'm not going to price myself under my I'm not going to price myself under my competitors. I'm going to price myself competitors. I'm going to price myself competitors. I'm going to price myself around or even over what they charge.

around or even over what they charge. around or even over what they charge. Um, so I went from being uh a value uh Um, so I went from being uh a value uh Um, so I went from being uh a value uh option to being uh middle of the pack option to being uh middle of the pack option to being uh middle of the pack and in practice most of our plans uh and in practice most of our plans uh and in practice most of our plans uh were raised by over 50%. were raised by over 50%. were raised by over 50%. Which is a major increase. Which is a major increase. Which is a major increase. Mhm. Um, so for our current customers, I Mhm. Um, so for our current customers, I Mhm. Um, so for our current customers, I came up with a plan to kind of um break came up with a plan to kind of um break came up with a plan to kind of um break it down easy for them and also to uh it down easy for them and also to uh it down easy for them and also to uh kind of reward them for being with us uh kind of reward them for being with us uh kind of reward them for being with us uh when we were a much lesser product. Um, when we were a much lesser product. Um, when we were a much lesser product. Um, so I gave them uh a grandfathered option so I gave them uh a grandfathered option so I gave them uh a grandfathered option for three months. So, we launched the for three months. So, we launched the for three months. So, we launched the pricing update January 1st and they're pricing update January 1st and they're pricing update January 1st and they're going to stay with their previous going to stay with their previous going to stay with their previous pricing until April 1st and then they're pricing until April 1st and then they're pricing until April 1st and then they're going to move to a discounted plan going to move to a discounted plan going to move to a discounted plan compared to uh our new pricing. Um about compared to uh our new pricing. Um about compared to uh our new pricing. Um about 25% less than what the new pricing is. 25% less than what the new pricing is. 25% less than what the new pricing is. So, So, So, they get their original pricing for 3 they get their original pricing for 3 they get their original pricing for 3 months and then a discounted plan months and then a discounted plan months and then a discounted plan forever until forever until forever until um they upgrade to a higher tier or we um they upgrade to a higher tier or we um they upgrade to a higher tier or we update our pricing again. That's update our pricing again. That's update our pricing again. That's basically how we went about it. And I basically how we went about it. And I basically how we went about it. And I wrote down an email that we kind of wrote down an email that we kind of wrote down an email that we kind of crafted together crafted together crafted together um explaining the rationale for the um explaining the rationale for the um explaining the rationale for the price increase. Our product has evolved.

price increase. Our product has evolved. price increase. Our product has evolved. It's basically unrecognizable from what It's basically unrecognizable from what It's basically unrecognizable from what we had six years ago. Um, inflation we had six years ago. Um, inflation we had six years ago. Um, inflation alone increased by about 16%. alone increased by about 16%. alone increased by about 16%. Over those six years Over those six years Over those six years and um most of our customers responded and um most of our customers responded and um most of our customers responded very positively to that. Uh some of some very positively to that. Uh some of some very positively to that. Uh some of some of them even wrote back and said uh of them even wrote back and said uh of them even wrote back and said uh congrats you deserve a raise. M um which congrats you deserve a raise. M um which congrats you deserve a raise. M um which I found uh very nice because like you I found uh very nice because like you I found uh very nice because like you said I did have some anxiety and concern said I did have some anxiety and concern said I did have some anxiety and concern about raising prices. Not everybody was about raising prices. Not everybody was about raising prices. Not everybody was happy obviously nobody likes their happy obviously nobody likes their happy obviously nobody likes their prices being raised but nobody um took prices being raised but nobody um took prices being raised but nobody um took it too far to say you know uh we're it too far to say you know uh we're it too far to say you know uh we're leaving. We're going to trash you on leaving. We're going to trash you on leaving. We're going to trash you on social media which was my main concerns social media which was my main concerns social media which was my main concerns like a lot of angry customers. It's like a lot of angry customers. It's like a lot of angry customers. It's like, oh, um, we depend on you to run like, oh, um, we depend on you to run like, oh, um, we depend on you to run our business and you go and raise our our business and you go and raise our our business and you go and raise our prices and now we can't afford you. Um, prices and now we can't afford you. Um, prices and now we can't afford you. Um, so none of that happened. Very happy so none of that happened. Very happy so none of that happened. Very happy with that. with that. with that. Yeah. Yeah. Because that happens. I Yeah. Yeah. Because that happens. I Yeah. Yeah. Because that happens. I mean, I've seen it happen to Intercom mean, I've seen it happen to Intercom mean, I've seen it happen to Intercom has like they quadrupled their price a has like they quadrupled their price a has like they quadrupled their price a few years ago and then they backed away few years ago and then they backed away few years ago and then they backed away from it because people were so angry.

from it because people were so angry. from it because people were so angry. When Netflix raises their price by a When Netflix raises their price by a When Netflix raises their price by a dollar or two, people, you know, they're dollar or two, people, you know, they're dollar or two, people, you know, they're very price sensitive. And I'd imagine very price sensitive. And I'd imagine very price sensitive. And I'd imagine gyms and yoga studios and fitness gyms and yoga studios and fitness gyms and yoga studios and fitness studios are are pretty price sensitive studios are are pretty price sensitive studios are are pretty price sensitive compared to whatever a funded tech compared to whatever a funded tech compared to whatever a funded tech startup, right? It's like they because startup, right? It's like they because startup, right? It's like they because they're kind of I mean it's a small they're kind of I mean it's a small they're kind of I mean it's a small business with with relatively tight business with with relatively tight business with with relatively tight margins. Is that right? margins. Is that right? margins. Is that right? Well, it it's also an interesting part Well, it it's also an interesting part Well, it it's also an interesting part of the equation. So, a lot of our of the equation. So, a lot of our of the equation. So, a lot of our customers were really in the very tiny customers were really in the very tiny customers were really in the very tiny um kind of business um because that's um kind of business um because that's um kind of business um because that's how we price oursel. how we price oursel. how we price oursel. uh the the larger studios and gyms, uh the the larger studios and gyms, uh the the larger studios and gyms, they're not as price sensitive. they're not as price sensitive. they're not as price sensitive. It's not a big concern to them whether It's not a big concern to them whether It's not a big concern to them whether it costs 90 bucks or 150. Uh it's a it costs 90 bucks or 150. Uh it's a it costs 90 bucks or 150. Uh it's a small expense compared to their um small expense compared to their um small expense compared to their um volume, but the small ones, they're very volume, but the small ones, they're very volume, but the small ones, they're very price sensitive. Um and in my price sensitive. Um and in my price sensitive. Um and in my experience, I also found those types of experience, I also found those types of experience, I also found those types of businesses uh to be the most demanding businesses uh to be the most demanding businesses uh to be the most demanding customer service-wise. Mhm. customer service-wise. Mhm. customer service-wise. Mhm. So, part of the plan with this pricing So, part of the plan with this pricing So, part of the plan with this pricing update was even though um you know I update was even though um you know I update was even though um you know I didn't want to lose those customers didn't want to lose those customers didn't want to lose those customers there there's some there there's some there there's some that that that um I'm fine with losing if um I'm fine with losing if um I'm fine with losing if you don't mind losing them. Yeah.

you don't mind losing them. Yeah. you don't mind losing them. Yeah. Yeah. Made a rockus around raising their Yeah. Made a rockus around raising their Yeah. Made a rockus around raising their prices, prices, prices, right? right? right? Yeah. Yeah. Yeah. Someone paying you $15, $20 a month and Someone paying you $15, $20 a month and Someone paying you $15, $20 a month and Yeah. When you have people paying you Yeah. When you have people paying you Yeah. When you have people paying you hundreds and they have need five, you hundreds and they have need five, you hundreds and they have need five, you know, five times more handh holding or know, five times more handh holding or know, five times more handh holding or whatever. Definitely. that that was also whatever. Definitely. that that was also whatever. Definitely. that that was also part of so we do get a lot of inquiries part of so we do get a lot of inquiries part of so we do get a lot of inquiries over the years. We got a lot of over the years. We got a lot of over the years. We got a lot of inquiries where people come in and inquiries where people come in and inquiries where people come in and they're like, "I'm so small. I want a they're like, "I'm so small. I want a they're like, "I'm so small. I want a discount over your smallest package." discount over your smallest package." discount over your smallest package." And sometimes I did concede. It's like, And sometimes I did concede. It's like, And sometimes I did concede. It's like, "Yeah, they they are very small and they "Yeah, they they are very small and they "Yeah, they they are very small and they need a solution." And I and I put them need a solution." And I and I put them need a solution." And I and I put them on discounted plans that ended up on discounted plans that ended up on discounted plans that ended up costing us more than they were worth costing us more than they were worth costing us more than they were worth because those people uh once once because those people uh once once because those people uh once once they're in they're like they want you to they're in they're like they want you to they're in they're like they want you to do everything for them because the their do everything for them because the their do everything for them because the their mindset is that we're already paying mindset is that we're already paying mindset is that we're already paying you. It's like you should be able to do you. It's like you should be able to do you. It's like you should be able to do everything. everything. everything. Um and I'm fine with not getting that Um and I'm fine with not getting that Um and I'm fine with not getting that type of customer going forward. uh we we type of customer going forward. uh we we type of customer going forward. uh we we don't want to beat the budget and then don't want to beat the budget and then don't want to beat the budget and then it's like okay we have a bunch of it's like okay we have a bunch of it's like okay we have a bunch of demands. I want to be mid tier and it's demands. I want to be mid tier and it's demands. I want to be mid tier and it's like this is a pricing and this is a like this is a pricing and this is a like this is a pricing and this is a product and we're proud of what we have.

product and we're proud of what we have. product and we're proud of what we have. Um not to saying we stopped accepting Um not to saying we stopped accepting Um not to saying we stopped accepting user feedback because that's always been user feedback because that's always been user feedback because that's always been a major growth engine for us but um I'm a major growth engine for us but um I'm a major growth engine for us but um I'm fine with not having the people who fine with not having the people who fine with not having the people who think their dollar should go way more think their dollar should go way more think their dollar should go way more than anything else. Um, so yeah, um, than anything else. Um, so yeah, um, than anything else. Um, so yeah, um, that that's another consideration there. that that's another consideration there. that that's another consideration there. Yeah, we have a comment uh from Yeah, we have a comment uh from Yeah, we have a comment uh from Christopher in YouTube. He's agreeing Christopher in YouTube. He's agreeing Christopher in YouTube. He's agreeing with you. He says, "If your business is with you. He says, "If your business is with you. He says, "If your business is staying afloat from said software and staying afloat from said software and staying afloat from said software and you value your tools and business you value your tools and business you value your tools and business growth, why wouldn't you pay more if growth, why wouldn't you pay more if growth, why wouldn't you pay more if it's really helping, right?" He's it's really helping, right?" He's it's really helping, right?" He's communicating that communicating that communicating that that you know, and some people see it that you know, and some people see it that you know, and some people see it that way and some people don't. And and that way and some people don't. And and that way and some people don't. And and that's the thing. that's the thing. that's the thing. Yeah. It's it's a different mindset. Yeah. It's it's a different mindset. Yeah. It's it's a different mindset. Yeah. You you definitely Yeah. You you definitely Yeah. You you definitely you you you're communicating a you you you're communicating a you you you're communicating a confidence. You have to have a confidence. You have to have a confidence. You have to have a confidence in your product to do what confidence in your product to do what confidence in your product to do what you did, which is to go from the lowest you did, which is to go from the lowest you did, which is to go from the lowest to a mid tier. And to basically say to a mid tier. And to basically say to a mid tier. And to basically say price was potentially an advantage. You price was potentially an advantage. You price was potentially an advantage. You may have won deals in the past based on may have won deals in the past based on may have won deals in the past based on price. Probably did. Um and to say, you price. Probably did. Um and to say, you price. Probably did. Um and to say, you know what, that's not our value anymore.

know what, that's not our value anymore. know what, that's not our value anymore. Like we're still a good we're still a Like we're still a good we're still a Like we're still a good we're still a good value, but we are not the value good value, but we are not the value good value, but we are not the value option, the cheap option. that actually option, the cheap option. that actually option, the cheap option. that actually our product stands up you know to the our product stands up you know to the our product stands up you know to the rest of the space. rest of the space. rest of the space. Um did you have to build up to that Um did you have to build up to that Um did you have to build up to that confidence or when you were changing confidence or when you were changing confidence or when you were changing pricing were you thinking nah this this pricing were you thinking nah this this pricing were you thinking nah this this is where we are? is where we are? is where we are? Um so I already had that confidence uh Um so I already had that confidence uh Um so I already had that confidence uh for the last year or so. Um our company for the last year or so. Um our company for the last year or so. Um our company really took off in 2020 and 2021 really took off in 2020 and 2021 really took off in 2020 and 2021 even with co um because our industry has even with co um because our industry has even with co um because our industry has been heavily impacted by it. 2020 been heavily impacted by it. 2020 been heavily impacted by it. 2020 started off with a bang. We just started off with a bang. We just started off with a bang. We just completed a redesign of our entire user completed a redesign of our entire user completed a redesign of our entire user interface. Um, and we've seen conversion interface. Um, and we've seen conversion interface. Um, and we've seen conversion rates that we haven't seen ever. Uh, rates that we haven't seen ever. Uh, rates that we haven't seen ever. Uh, coupled with our organic leads growing coupled with our organic leads growing coupled with our organic leads growing over time. We've seen uh MR growth over time. We've seen uh MR growth over time. We've seen uh MR growth months that showed an amazing trajectory months that showed an amazing trajectory months that showed an amazing trajectory until March until March until March um when COVID hit.

um when COVID hit. um when COVID hit. Yep. and everybody started shutting down Yep. and everybody started shutting down Yep. and everybody started shutting down their gyms, their studios. Uh we got a their gyms, their studios. Uh we got a their gyms, their studios. Uh we got a bunch of emails like, "I'm gonna need to bunch of emails like, "I'm gonna need to bunch of emails like, "I'm gonna need to freeze my plan." freeze my plan." freeze my plan." April, May, first months ever with April, May, first months ever with April, May, first months ever with negative MR. negative MR. negative MR. Wow. Wow. Wow. Um and then it kind of uh fizzled out. Um and then it kind of uh fizzled out. Um and then it kind of uh fizzled out. Um Um Um and by winter, we were back on the and by winter, we were back on the and by winter, we were back on the horse. I think without COVID, uh 2020 horse. I think without COVID, uh 2020 horse. I think without COVID, uh 2020 would have been amazing for us. Still would have been amazing for us. Still would have been amazing for us. Still ended up being very strong. in 2021 um I ended up being very strong. in 2021 um I ended up being very strong. in 2021 um I guess because many of our customers are guess because many of our customers are guess because many of our customers are US-based has been just gang busters. US-based has been just gang busters. US-based has been just gang busters. It's like we basically It's like we basically It's like we basically more than doubled our more than doubled our more than doubled our MR in 2021 MR in 2021 MR in 2021 um where it was already pretty um where it was already pretty um where it was already pretty substantial in 2020. substantial in 2020. substantial in 2020. Um Um Um yeah, yeah, yeah, so at this point Yeah. so at this point Yeah. so at this point Yeah. Do do you want to give people an idea of Do do you want to give people an idea of Do do you want to give people an idea of um like where you are at in terms of um like where you are at in terms of um like where you are at in terms of size? is you don't have to say your size? is you don't have to say your size? is you don't have to say your revenue, but a number of employees, um, revenue, but a number of employees, um, revenue, but a number of employees, um, how many customers approximately, even how many customers approximately, even how many customers approximately, even if you're vague.

if you're vague. if you're vague. Um, yeah, I'm completely fine with Um, yeah, I'm completely fine with Um, yeah, I'm completely fine with sharing our numbers. So, we hit uh 45K sharing our numbers. So, we hit uh 45K sharing our numbers. So, we hit uh 45K MR last month. MR last month. MR last month. Good for you, man. Good for you, man. Good for you, man. Um, plus we get now significant revenue Um, plus we get now significant revenue Um, plus we get now significant revenue from uh revenue share with payment from uh revenue share with payment from uh revenue share with payment processors. Um, so I'm still not processors. Um, so I'm still not processors. Um, so I'm still not comfortable including that in in the MR, comfortable including that in in the MR, comfortable including that in in the MR, but that's an additional five, six but that's an additional five, six but that's an additional five, six pay a month. We have around 600 pay a month. We have around 600 pay a month. We have around 600 customers now. Um, each one of those is customers now. Um, each one of those is customers now. Um, each one of those is a business with hundreds of members. a business with hundreds of members. a business with hundreds of members. Some of those have multiple locations. Some of those have multiple locations. Some of those have multiple locations. Um, Um, Um, and uh, what what was the last metric and uh, what what was the last metric and uh, what what was the last metric that you used? that you used? that you used? Um, I was saying how big your team size. Um, I was saying how big your team size. Um, I was saying how big your team size. Oh, the team size, right? So, we now Oh, the team size, right? So, we now Oh, the team size, right? So, we now have five full-time employees. We have five full-time employees. We have five full-time employees. We started the the year with just me. started the the year with just me. started the the year with just me. Wow. You really hired this year. I Wow. You really hired this year. I Wow. You really hired this year. I didn't realize that. I didn't realize didn't realize that. I didn't realize didn't realize that. I didn't realize you went from one to five. Yeah. you went from one to five. Yeah. you went from one to five. Yeah. Yeah. It it was gradual. I added um my Yeah. It it was gradual. I added um my Yeah. It it was gradual. I added um my first full-time hire in August, first full-time hire in August, first full-time hire in August, marketing guy that has worked with us uh marketing guy that has worked with us uh marketing guy that has worked with us uh uh on a contract basis in the past.

uh on a contract basis in the past. uh on a contract basis in the past. Excellent fit. Then I added our first Excellent fit. Then I added our first Excellent fit. Then I added our first customer service person. Best decision customer service person. Best decision customer service person. Best decision of 2021. of 2021. of 2021. It took so much stress off of me. It took so much stress off of me. It took so much stress off of me. Yeah, I bet. Yeah, I bet. Yeah, I bet. Yeah, I I've been doing customer service Yeah, I I've been doing customer service Yeah, I I've been doing customer service myself for almost six years and as we myself for almost six years and as we myself for almost six years and as we got to this size, it it was becoming an got to this size, it it was becoming an got to this size, it it was becoming an a daily interruption. I wasn't spending a daily interruption. I wasn't spending a daily interruption. I wasn't spending so much time as I was spending mental so much time as I was spending mental so much time as I was spending mental energy on it. energy on it. energy on it. Yeah. Yeah. Yeah. Was really bringing me down. So Was really bringing me down. So Was really bringing me down. So now we have two customer service people. now we have two customer service people. now we have two customer service people. Uh we service two different time zones. Uh we service two different time zones. Uh we service two different time zones. also added a QA person that helps with also added a QA person that helps with also added a QA person that helps with other aspects of the business. Uh, and other aspects of the business. Uh, and other aspects of the business. Uh, and myself, five full-time employees. myself, five full-time employees. myself, five full-time employees. Awesome. That's cool. Yeah. Founders Awesome. That's cool. Yeah. Founders Awesome. That's cool. Yeah. Founders listening to this, don't do your own listening to this, don't do your own listening to this, don't do your own support for six years. This is not a support for six years. This is not a support for six years. This is not a thing. When I the last SAS company I thing. When I the last SAS company I thing. When I the last SAS company I started, I did it for about we we started, I did it for about we we started, I did it for about we we launched and I did it for about three or launched and I did it for about three or launched and I did it for about three or four months and I was like, I c I just four months and I was like, I c I just four months and I was like, I c I just can't do this anymore. And so, I hired can't do this anymore. And so, I hired can't do this anymore. And so, I hired somebody and I still was I was I still somebody and I still was I was I still somebody and I still was I was I still had my finger on the pulse. I still had my finger on the pulse. I still had my finger on the pulse. I still would skim through him because I wanted would skim through him because I wanted would skim through him because I wanted we were still so early. I wanted to know we were still so early. I wanted to know we were still so early. I wanted to know the feedback. He would escalate a lot of the feedback. He would escalate a lot of the feedback. He would escalate a lot of things to me still, but it was I wasn't things to me still, but it was I wasn't things to me still, but it was I wasn't that frontline. Ding, I have to stop that frontline. Ding, I have to stop that frontline. Ding, I have to stop writing code. Ding, I have to stop writing code. Ding, I have to stop writing code. Ding, I have to stop writing this blog post. Ding. You know writing this blog post. Ding. You know writing this blog post. Ding. You know what I mean? And that's the that was the what I mean? And that's the that was the what I mean? And that's the that was the stress that I think you're referring to stress that I think you're referring to stress that I think you're referring to where it isn't that many hours, but it's where it isn't that many hours, but it's where it isn't that many hours, but it's the interruption that kills you. You the interruption that kills you. You the interruption that kills you. You know, know, know, it's not it's not just that. So, that it's not it's not just that. So, that it's not it's not just that. So, that interesting you brought it up because interesting you brought it up because interesting you brought it up because that was also part of our previous that was also part of our previous that was also part of our previous pricing consideration.

pricing consideration. pricing consideration. I was very against um like doing sales I was very against um like doing sales I was very against um like doing sales calls and taking customer service calls calls and taking customer service calls calls and taking customer service calls in general. People would like I want to in general. People would like I want to in general. People would like I want to speak to you on the phone. I'm like speak to you on the phone. I'm like speak to you on the phone. I'm like sorry online only and kind of filtering sorry online only and kind of filtering sorry online only and kind of filtering out the people that are not comfortable out the people that are not comfortable out the people that are not comfortable with that. Uh we built our service to be with that. Uh we built our service to be with that. Uh we built our service to be very self-service very self-service very self-service oriented. So, we don't get a lot of oriented. So, we don't get a lot of oriented. So, we don't get a lot of volume, but now we do accept people want volume, but now we do accept people want volume, but now we do accept people want to have a a phone or a video chat um to have a a phone or a video chat um to have a a phone or a video chat um with someone to go over the software. We with someone to go over the software. We with someone to go over the software. We do um live demos. My customer service do um live demos. My customer service do um live demos. My customer service people, they kind of function both as people, they kind of function both as people, they kind of function both as actual customer service, but also as actual customer service, but also as actual customer service, but also as basic salespeople. Uh because the basic salespeople. Uh because the basic salespeople. Uh because the product is so good, all they have to do product is so good, all they have to do product is so good, all they have to do is walk the customer through it, and is walk the customer through it, and is walk the customer through it, and usually that closes the deal right usually that closes the deal right usually that closes the deal right there. Um, so yeah. there. Um, so yeah. there. Um, so yeah. Yeah, that is that is nice. So, we have Yeah, that is that is nice. So, we have Yeah, that is that is nice. So, we have a question from the audience. It's from a question from the audience. It's from a question from the audience. It's from Dan in Microsoft Connect, and it's an Dan in Microsoft Connect, and it's an Dan in Microsoft Connect, and it's an interesting one. It's one I've never interesting one. It's one I've never interesting one. It's one I've never heard I've never heard asked before. He heard I've never heard asked before. He heard I've never heard asked before. He says, "Are there ways to ask certain says, "Are there ways to ask certain says, "Are there ways to ask certain satisfied customers that are getting a satisfied customers that are getting a satisfied customers that are getting a ton of value to pay more?" And if you ton of value to pay more?" And if you ton of value to pay more?" And if you have questions and you're in the have questions and you're in the have questions and you're in the audience, please ask them. We'll be audience, please ask them. We'll be audience, please ask them. We'll be taking them for the next few minutes as taking them for the next few minutes as taking them for the next few minutes as we talk about this one and and then we talk about this one and and then we talk about this one and and then hopefully we have time to talk about the hopefully we have time to talk about the hopefully we have time to talk about the rebrand.

rebrand. rebrand. I will weigh in on this first. So, I've I will weigh in on this first. So, I've I will weigh in on this first. So, I've never heard of anyone doing that. never heard of anyone doing that. never heard of anyone doing that. Although, I personally would think about Although, I personally would think about Although, I personally would think about a way of like if they're getting a ton a way of like if they're getting a ton a way of like if they're getting a ton of value, how can you measure that value of value, how can you measure that value of value, how can you measure that value and then structure restructure your and then structure restructure your and then structure restructure your pricing such that that is just your pricing such that that is just your pricing such that that is just your pricing now? That it's not like they're pricing now? That it's not like they're pricing now? That it's not like they're not like edgecase individuals. It's like not like edgecase individuals. It's like not like edgecase individuals. It's like they have 10,000 subscribers and they have 10,000 subscribers and they have 10,000 subscribers and everyone else only has 1,000. I'm just everyone else only has 1,000. I'm just everyone else only has 1,000. I'm just going to charge based on subscribers. going to charge based on subscribers. going to charge based on subscribers. That's a very simple way to do it. But I That's a very simple way to do it. But I That's a very simple way to do it. But I would try to think is there a way to would try to think is there a way to would try to think is there a way to measure the value they're getting. Is it measure the value they're getting. Is it measure the value they're getting. Is it number of locations, number of seats, number of locations, number of seats, number of locations, number of seats, number of whatever? Because it I won't number of whatever? Because it I won't number of whatever? Because it I won't say it feels unfair, but maybe it does, say it feels unfair, but maybe it does, say it feels unfair, but maybe it does, right? If you literally single out three right? If you literally single out three right? If you literally single out three companies and you're like, you're companies and you're like, you're companies and you're like, you're getting a lot of value. I'm going to getting a lot of value. I'm going to getting a lot of value. I'm going to double your pricing. They're going to I double your pricing. They're going to I double your pricing. They're going to I I think there could be friction there. I think there could be friction there. I think there could be friction there. What do What do you think, Aron? What do What do you think, Aron? What do What do you think, Aron? Yeah, it's an interesting question. I Yeah, it's an interesting question. I Yeah, it's an interesting question. I think it really depends on the product think it really depends on the product think it really depends on the product that you offer. Uh for us, we we are that you offer. Uh for us, we we are that you offer. Uh for us, we we are able to track uh multiple metrics in able to track uh multiple metrics in able to track uh multiple metrics in which the business is using us. Um, and which the business is using us. Um, and which the business is using us. Um, and we can tell there's definitely customers we can tell there's definitely customers we can tell there's definitely customers that get more out of the product. That that get more out of the product. That that get more out of the product. That doesn't mean that they're necessarily um doesn't mean that they're necessarily um doesn't mean that they're necessarily um m willing to pay more, m willing to pay more, m willing to pay more, right? Some of them might be budget right? Some of them might be budget right? Some of them might be budget conscious because they're smaller. Um, conscious because they're smaller. Um, conscious because they're smaller. Um, but I also have their full business but I also have their full business but I also have their full business metrics, so I can tell who can afford to metrics, so I can tell who can afford to metrics, so I can tell who can afford to pay more, pay more, pay more, right?

right? right? But still, I didn't want to go about it But still, I didn't want to go about it But still, I didn't want to go about it like that. I didn't want people to feel like that. I didn't want people to feel like that. I didn't want people to feel they're getting singled out because they they're getting singled out because they they're getting singled out because they make more money. I know personally that make more money. I know personally that make more money. I know personally that that's something a lot of our that's something a lot of our that's something a lot of our competitors, they don't offer um a free competitors, they don't offer um a free competitors, they don't offer um a free trial like we do where you just sign up trial like we do where you just sign up trial like we do where you just sign up and you can try the product. You have to and you can try the product. You have to and you can try the product. You have to go through a sales call and usually that go through a sales call and usually that go through a sales call and usually that sales calls uh is also a qualifying call sales calls uh is also a qualifying call sales calls uh is also a qualifying call where they kind of determine how much where they kind of determine how much where they kind of determine how much you're going to be able to pay and they you're going to be able to pay and they you're going to be able to pay and they price you accordingly. I hate when price you accordingly. I hate when price you accordingly. I hate when people do that to me and I don't do that people do that to me and I don't do that people do that to me and I don't do that to my for my customers. So everybody can to my for my customers. So everybody can to my for my customers. So everybody can see our pricing is transparent and um see our pricing is transparent and um see our pricing is transparent and um they pay according to that. Um so uh I they pay according to that. Um so uh I they pay according to that. Um so uh I personally wouldn't do that but maybe personally wouldn't do that but maybe personally wouldn't do that but maybe with a different product it would make with a different product it would make with a different product it would make sense. sense. sense. Yeah I could the exception I can think Yeah I could the exception I can think Yeah I could the exception I can think of I was just trying to think as you of I was just trying to think as you of I was just trying to think as you were talking is I think if you are were talking is I think if you are were talking is I think if you are mostly enterprise sales that's kind of mostly enterprise sales that's kind of mostly enterprise sales that's kind of how it's done. It's usually how it's done. It's usually how it's done. It's usually Yep. And you usually need these big Yep. And you usually need these big Yep. And you usually need these big contracts because they are kind of a contracts because they are kind of a contracts because they are kind of a pain. And if you signed a contract with pain. And if you signed a contract with pain. And if you signed a contract with someone someone someone and and and yeah, let's say they were getting a ton yeah, let's say they were getting a ton yeah, let's say they were getting a ton more value. You typically have annual more value. You typically have annual more value. You typically have annual contracts that renew and then that next contracts that renew and then that next contracts that renew and then that next renewal you could you could approach renewal you could you could approach renewal you could you could approach them and say, you know, we're going to them and say, you know, we're going to them and say, you know, we're going to double your price, but you need some double your price, but you need some double your price, but you need some justification for it and then see what justification for it and then see what justification for it and then see what happens. And they'll either flip out and happens. And they'll either flip out and happens. And they'll either flip out and say they're going to cancel and they say they're going to cancel and they say they're going to cancel and they say, well, we won't double it. What if say, well, we won't double it. What if say, well, we won't double it. What if it go up 50%. You know, it becomes a it go up 50%. You know, it becomes a it go up 50%. You know, it becomes a negotiation at that point. But it's negotiation at that point. But it's negotiation at that point. But it's different because you are mostly mostly different because you are mostly mostly different because you are mostly mostly or solely self-s serve, you know, at or solely self-s serve, you know, at or solely self-s serve, you know, at this point. And that's a different it's this point. And that's a different it's this point. And that's a different it's a different business.

a different business. a different business. It's true. Even though we started It's true. Even though we started It's true. Even though we started crossing the line into enterprise sales crossing the line into enterprise sales crossing the line into enterprise sales um near the end of last year, right um near the end of last year, right um near the end of last year, right after this uh um event, I have a call after this uh um event, I have a call after this uh um event, I have a call with a customer that has 50 locations. with a customer that has 50 locations. with a customer that has 50 locations. At that at that point, it's going to be At that at that point, it's going to be At that at that point, it's going to be enterprise pricing. Mhm. enterprise pricing. Mhm. enterprise pricing. Mhm. Like our pricing ends at about five Like our pricing ends at about five Like our pricing ends at about five locations and then it's like call us to locations and then it's like call us to locations and then it's like call us to talk about it. We do have a formula. We talk about it. We do have a formula. We talk about it. We do have a formula. We don't invented for each customer but don't invented for each customer but don't invented for each customer but yeah uh we started doing that that kind yeah uh we started doing that that kind yeah uh we started doing that that kind of pricing. Uh we just onboarded our of pricing. Uh we just onboarded our of pricing. Uh we just onboarded our first kind of enterprise customer which first kind of enterprise customer which first kind of enterprise customer which is going to be paying double what our is going to be paying double what our is going to be paying double what our largest paying customer previously uh largest paying customer previously uh largest paying customer previously uh ever paid which is very exciting for us. ever paid which is very exciting for us. ever paid which is very exciting for us. And in addition they're going to bring And in addition they're going to bring And in addition they're going to bring significant uh revenue share with their significant uh revenue share with their significant uh revenue share with their payment volume. Um they're that that payment volume. Um they're that that payment volume. Um they're that that customer alone is worth a month a full customer alone is worth a month a full customer alone is worth a month a full month of MR growth from last year.

month of MR growth from last year. month of MR growth from last year. That's awesome. Yeah, That's awesome. Yeah, That's awesome. Yeah, that's great. So, we have about five that's great. So, we have about five that's great. So, we have about five minutes left. I want to ask you about minutes left. I want to ask you about minutes left. I want to ask you about this rebrand. So, you used to be the I this rebrand. So, you used to be the I this rebrand. So, you used to be the I mean, as of two months ago, you weren't mean, as of two months ago, you weren't mean, as of two months ago, you weren't gym, you were martial arts on Rails. And gym, you were martial arts on Rails. And gym, you were martial arts on Rails. And so, not only did you rename, you have a so, not only did you rename, you have a so, not only did you rename, you have a new logo, you have a new domain, and did new logo, you have a new domain, and did new logo, you have a new domain, and did you also you redesigned this site as you also you redesigned this site as you also you redesigned this site as well? well? well? Um, no, the site design stayed basically Um, no, the site design stayed basically Um, no, the site design stayed basically the same the same the same because you had already redone that. because you had already redone that. because you had already redone that. Yeah. Yeah. Yeah. Like last year. Okay. So, yeah. What's Like last year. Okay. So, yeah. What's Like last year. Okay. So, yeah. What's the, you know, why did you consider a the, you know, why did you consider a the, you know, why did you consider a rebrand and then how did it go? rebrand and then how did it go? rebrand and then how did it go? Yeah. So, when we just launched, we were Yeah. So, when we just launched, we were Yeah. So, when we just launched, we were very focused on martial arts schools. very focused on martial arts schools. very focused on martial arts schools. That's my background. I've been training That's my background. I've been training That's my background. I've been training in Brazilian jiu-jitsu for now almost 15 in Brazilian jiu-jitsu for now almost 15 in Brazilian jiu-jitsu for now almost 15 years. At the time, nine years. Um, so years. At the time, nine years. Um, so years. At the time, nine years. Um, so that's that's what I knew how those kind that's that's what I knew how those kind that's that's what I knew how those kind of uh gyms operate. Mhm. of uh gyms operate. Mhm. of uh gyms operate. Mhm. Um we branded ourself that way and the Um we branded ourself that way and the Um we branded ourself that way and the naming also was determined by available naming also was determined by available naming also was determined by available domain, domain, domain, right?

right? right? Um always a a problem for online Um always a a problem for online Um always a a problem for online businesses. It's really hard to find businesses. It's really hard to find businesses. It's really hard to find good domains. good domains. good domains. Um but as time went on, we started Um but as time went on, we started Um but as time went on, we started acquiring uh customers from other types acquiring uh customers from other types acquiring uh customers from other types of membership businesses. Obviously, of membership businesses. Obviously, of membership businesses. Obviously, fitness gyms, yoga studios are obvious fitness gyms, yoga studios are obvious fitness gyms, yoga studios are obvious ones, but we even had uh a car wash ones, but we even had uh a car wash ones, but we even had uh a car wash chain join. It kind of opened my eyes to chain join. It kind of opened my eyes to chain join. It kind of opened my eyes to what is possible with the right what is possible with the right what is possible with the right branding. Um because it was very obvious branding. Um because it was very obvious branding. Um because it was very obvious that a lot of businesses are avoiding us that a lot of businesses are avoiding us that a lot of businesses are avoiding us because our brand is very martial arts because our brand is very martial arts because our brand is very martial arts oriented. oriented. oriented. It literally it was literally in our It literally it was literally in our It literally it was literally in our name. name. name. Um so I knew a rebrand was necessary. Um so I knew a rebrand was necessary. Um so I knew a rebrand was necessary. Again, timing is always difficult. I'm Again, timing is always difficult. I'm Again, timing is always difficult. I'm always head down in the product. Um, but always head down in the product. Um, but always head down in the product. Um, but I I decided that with the pricing I I decided that with the pricing I I decided that with the pricing update, that was a good time to do that update, that was a good time to do that update, that was a good time to do that as well. as well. as well. Um, finding a good name and a good Um, finding a good name and a good Um, finding a good name and a good domain was a huge pain. domain was a huge pain. domain was a huge pain. I bet I bet I bet we we settled on it literally we we settled on it literally we we settled on it literally five days or four days before the five days or four days before the five days or four days before the rebrand. We kept like I bought a bunch rebrand. We kept like I bought a bunch rebrand. We kept like I bought a bunch of domains.

of domains. of domains. Oh man. And I'm like, none of these is Oh man. And I'm like, none of these is Oh man. And I'm like, none of these is like it. And then I came up with gym. like it. And then I came up with gym. like it. And then I came up with gym. You know, it it already conveys what You know, it it already conveys what You know, it it already conveys what we're doing. we're doing. we're doing. Um Um Um seven.com too. It's a It's a really good seven.com too. It's a It's a really good seven.com too. It's a It's a really good name. Everyone who has heard it and name. Everyone who has heard it and name. Everyone who has heard it and everyone who I've told it to has said everyone who I've told it to has said everyone who I've told it to has said that's a good name for that. Did you Did that's a good name for that. Did you Did that's a good name for that. Did you Did you pay it? Was it nine bucks for that you pay it? Was it nine bucks for that you pay it? Was it nine bucks for that domain or did you Yeah. Cool. domain or did you Yeah. Cool. domain or did you Yeah. Cool. I saw it's available as a premium I saw it's available as a premium I saw it's available as a premium domain. Never purchased a premium domain. Never purchased a premium domain. Never purchased a premium domain. That was a whole story by domain. That was a whole story by domain. That was a whole story by itself. itself. itself. For a couple weeks, I was in limbo after For a couple weeks, I was in limbo after For a couple weeks, I was in limbo after I purchased it. Um I I went through I purchased it. Um I I went through I purchased it. Um I I went through GoDaddy because they supposedly had it. GoDaddy because they supposedly had it. GoDaddy because they supposedly had it. They didn't have it. They didn't have it. They didn't have it. They had to go and get it from the They had to go and get it from the They had to go and get it from the owner, owner, owner, right? right? right? Um but eventually we got it just in time Um but eventually we got it just in time Um but eventually we got it just in time for the new year to roll in. I planned for the new year to roll in. I planned for the new year to roll in. I planned uh I planned the domain migration, which uh I planned the domain migration, which uh I planned the domain migration, which is another huge um undertaking. Mhm. is another huge um undertaking. Mhm. is another huge um undertaking. Mhm. Um, very scary because our main Um, very scary because our main Um, very scary because our main acquisition channel was organic, acquisition channel was organic, acquisition channel was organic, but it it went well. Um, we did take a but it it went well. Um, we did take a but it it went well. Um, we did take a hit on SEO, but uh, surprisingly, two hit on SEO, but uh, surprisingly, two hit on SEO, but uh, surprisingly, two weeks later, we're already picking back weeks later, we're already picking back weeks later, we're already picking back up. Um, and yeah, everybody up. Um, and yeah, everybody up. Um, and yeah, everybody um, gave us feedback of how much they um, gave us feedback of how much they um, gave us feedback of how much they love the new name and branding, love the new name and branding, love the new name and branding, especially our fitness um, and boutique especially our fitness um, and boutique especially our fitness um, and boutique gym uh, businesses. They're like, gym uh, businesses. They're like, gym uh, businesses. They're like, "You're gonna crush it "You're gonna crush it "You're gonna crush it with new name."

with new name." with new name." Um, we avoided you for a long time Um, we avoided you for a long time Um, we avoided you for a long time because of the name because of the name because of the name and now it's like and now it's like and now it's like no reason. This is it. no reason. This is it. no reason. This is it. Every gym uh wouldn't want to use you. Every gym uh wouldn't want to use you. Every gym uh wouldn't want to use you. Yeah. Yeah. Yeah. That's awesome, man. That's got to feel That's awesome, man. That's got to feel That's awesome, man. That's got to feel good. How do you have any was there any good. How do you have any was there any good. How do you have any was there any fallout, any negative stuff from from fallout, any negative stuff from from fallout, any negative stuff from from the rebrand? Any either feedback or like the rebrand? Any either feedback or like the rebrand? Any either feedback or like SEO, you know, just anything that SEO, you know, just anything that SEO, you know, just anything that Yeah, the domain change itself um Yeah, the domain change itself um Yeah, the domain change itself um brought up a bunch of issues that we had brought up a bunch of issues that we had brought up a bunch of issues that we had to tackle. Um, for a while some of our to tackle. Um, for a while some of our to tackle. Um, for a while some of our customers were not able to access our customers were not able to access our customers were not able to access our website website website for weird reasons. for weird reasons. for weird reasons. Somehow the domain we bought, which Somehow the domain we bought, which Somehow the domain we bought, which sounds very um naive, but it it was sounds very um naive, but it it was sounds very um naive, but it it was flagged as 18 plus in some countries. flagged as 18 plus in some countries. flagged as 18 plus in some countries. Wow. Wow. Wow. And people people that had a content And people people that had a content And people people that had a content filter on their phones Sunday couldn't filter on their phones Sunday couldn't filter on their phones Sunday couldn't access it. And it took us a while to access it. And it took us a while to access it. And it took us a while to figure that out. figure that out. figure that out. Yeah. one of our customers kind of they Yeah. one of our customers kind of they Yeah. one of our customers kind of they they called their mobile provider and they called their mobile provider and they called their mobile provider and they're like, "Oh yeah, we're not they're like, "Oh yeah, we're not they're like, "Oh yeah, we're not serving that website because it's marked serving that website because it's marked serving that website because it's marked as 18 plus." Um, so once they disabled as 18 plus." Um, so once they disabled as 18 plus." Um, so once they disabled their content filter, I reached out to their content filter, I reached out to their content filter, I reached out to those networks and asked to be delisted.

those networks and asked to be delisted. those networks and asked to be delisted. They have a channel for that. But weird They have a channel for that. But weird They have a channel for that. But weird stuff like that came up. Um, but we're stuff like that came up. Um, but we're stuff like that came up. Um, but we're pretty much over the bulk of it now. pretty much over the bulk of it now. pretty much over the bulk of it now. Yeah, that's cool. We got a comment from Yeah, that's cool. We got a comment from Yeah, that's cool. We got a comment from Christopher Leslie. He says, "Just Christopher Leslie. He says, "Just Christopher Leslie. He says, "Just pulled up Jim Desk and honestly you guys pulled up Jim Desk and honestly you guys pulled up Jim Desk and honestly you guys are worth the cost." I'm sure that are worth the cost." I'm sure that are worth the cost." I'm sure that Christopher appreciate it. Christopher appreciate it. Christopher appreciate it. Iron likes hearing that. Well, we are at Iron likes hearing that. Well, we are at Iron likes hearing that. Well, we are at about time, sir. Thanks so much for about time, sir. Thanks so much for about time, sir. Thanks so much for joining me today. Folks want to keep up joining me today. Folks want to keep up joining me today. Folks want to keep up with you on Twitter. It's your first and with you on Twitter. It's your first and with you on Twitter. It's your first and last name, Iran Galperin. And of course, last name, Iran Galperin. And of course, last name, Iran Galperin. And of course, gymdesk.com if they want to see what gymdesk.com if they want to see what gymdesk.com if they want to see what you're up to. Thanks for taking much. you're up to. Thanks for taking much. you're up to. Thanks for taking much. Absolutely. Great chatting with you. Absolutely. Great chatting with you. Absolutely. Great chatting with you. All right. And thanks to you for coming All right. And thanks to you for coming All right. And thanks to you for coming back every other week um as we roll out. back every other week um as we roll out. back every other week um as we roll out. I want to let you know tiny seed batch I want to let you know tiny seed batch I want to let you know tiny seed batch five the spring batch. It's actually five the spring batch. It's actually five the spring batch. It's actually there's going to be an America's batch there's going to be an America's batch there's going to be an America's batch and uh Europe, Middle East, and Africa and uh Europe, Middle East, and Africa and uh Europe, Middle East, and Africa and AMIA batch. So those applications and AMIA batch. So those applications and AMIA batch. So those applications open on Monday. Head to tiny seed.com. open on Monday. Head to tiny seed.com. open on Monday. Head to tiny seed.com. Uh that's Monday the what is that the Uh that's Monday the what is that the Uh that's Monday the what is that the 21st? No, that's not true. 24th 21st? No, that's not true. 24th 21st? No, that's not true. 24th of January. Um, if you're interested in of January. Um, if you're interested in of January. Um, if you're interested in learning about how B2B SAS and Noode learning about how B2B SAS and Noode learning about how B2B SAS and Noode intersect, head over to microcomote.com intersect, head over to microcomote.com intersect, head over to microcomote.com and it's $30 for six recordings of six and it's $30 for six recordings of six and it's $30 for six recordings of six talks at MicroCom Remote that we held talks at MicroCom Remote that we held talks at MicroCom Remote that we held just a month or two ago. We also have an just a month or two ago. We also have an just a month or two ago. We also have an information session um that we're doing information session um that we're doing information session um that we're doing next Tuesday for the Tiny Seed Batch.

next Tuesday for the Tiny Seed Batch. next Tuesday for the Tiny Seed Batch. It's like a one-hour Q&A live, so sign It's like a one-hour Q&A live, so sign It's like a one-hour Q&A live, so sign up for that um tiny seed.com if you're up for that um tiny seed.com if you're up for that um tiny seed.com if you're interested. And as always, thank you to interested. And as always, thank you to interested. And as always, thank you to Hey and Stripe for being our headline Hey and Stripe for being our headline Hey and Stripe for being our headline partners for 2022. If you're interested partners for 2022. If you're interested partners for 2022. If you're interested in sponsoring any of the Microcom events in sponsoring any of the Microcom events in sponsoring any of the Microcom events or offerings, don't hesitate to reach or offerings, don't hesitate to reach or offerings, don't hesitate to reach out support at microcom.com. And I'll out support at microcom.com. And I'll out support at microcom.com. And I'll see you back again here, same time, same see you back again here, same time, same see you back again here, same time, same place in two weeks. Thanks for joining place in two weeks. Thanks for joining place in two weeks. Thanks for joining me.