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Becoming a Top Learning Management System

Startup Hustle

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Are You Doing Inbound or Outbound?

In the early days, we would do a mix of outbound hard. I would just scour LinkedIn in my network. That was a lot of our outbound motion. When we talk about some of the inbound, we invest a lot in what I call empty calories. We were spending money on paid acquisition like Cat Terra if you've heard of that. Over time, we basically shed those empty calories and did a heavy focus on outbound for that first 30 to 50 customers. Once we got that rolling, then we came back and started investing in more inbound motions.

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