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Screen open it up and do something. lots of people download but not everybody completes it. it's the install that's the most important thing. that first activation when they download t they put it in their phone and then it's signing up, putting in their details and you're asking a lot from them to do that. so really -- you really have to sell the benefits early on so that they understand exactly what they're going to get by giving you that information. so it's that whole model of like i'm going to give you this information, but here is what i'm going to give you in return. so you've got to ma...

Thinking through all those things you talked about ultimately we realized there was too much there in our system and, you know, because we're dealing with numbers and financial management to put into an actual phone app. that's been kind of a tough choice because a lot of people say we really want an app, we want to move in that direction, but we have had to really hold the line and say, guys, it doesn't lend itself to that model. >> and you already have their attention, right? they already can open their browser. >> exactly. >> on their phone and get to your site. that's an easier ask than ge...

>> they are probably the most engaged because they've invested so much into, you know, down loading the app, installing it, it's taking up a little space on their phone, might be taking up their memory so that's a big investment. once you have them and you are delivering on that those people are your big advocates and that's what we've found as well. those are the people that will go and tell their friends about us, that will use us every single day and we have really good engagement from those people. >> we actually adopted more of a push model for people. so instead of saying, hey, you shoul...

You need to see who you are connected to, if you are going to be doing business with some larger software company go through your linkedin connections, ask your friends, see if there is some type of referral, human interaction that you can get, somebody that you know or somebody knows because in business you have to trust these people and hope they are not going to steal your idea. filing for a patent or talking to a patent attorney to make sure your intellectual property is protected that is something you should do before you talk to be is on the outside. if you don't know anybody or you're r...