Drop the free trial on the monthly plan

David BarnardThank you.

Nancy AndersonYou had Zumba on, and they talked about removing the free trial from the monthly option. So we listened to that episode and we were like, "Huh, that does make sense. We should try that," and we did and it crushed.

David BarnardWow.

Nancy AndersonI think our monthly subs went up by 2,000% and our quarterly went up by 46%, our annual went up by 21%, and it just again sort of validated again for me how much trust is being built before the paywall that then they come in, they don't even want or need a trial. They're ready to buy. And it also kind of shows you that each customer is different. Some people, they know what they want, they come in, they're ready, and they just want to commit and get started. So that was just a huge thank you to you actually for having them on and sharing that knowledge. We ran a lot of experience. We learned a lot this year. We had a lot of wins. But that one was... I was shocked that it worked personally. I was like, "That's not going to... Is that going to work?" I don't know. But it worked, and it worked really well. That's what we've continued to do, and we adapted that as a permanent offering.

Nancy AndersonThank you.