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Justin: Yeah. At that point, I had started reading a lot, right around that time, I had started reading a lot in, start-up businesses and autobiographies of the titans of business industry and marketing and behavioral psychology and just anything you could think of in terms of psychology, business and management, sales and marketing. And I was following a lot of good people, I was reading a lot of good stuff, and my business partner trusted me, I trusted him.

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A repeatable sales process can vary from business to business. In a low ARPU SaaS business the primary source of new customers is generally inbound marketing i.e. SEO. For enterprise software it might be direct outbound sales. Whatever it is, you need one channel that already has traction. This will provide a starting point for optimisation and growth.