 Kiitos. Minä olen Mikko Saari, CEO Paineva Sanau, ja minä olen tullut bisnesiä, jossa olen tullut rilevansi-premiumin, yhdessä plukkaammin, ja miten olen tullut? Tämä markkaita on hirveän. Täällä ei pitäisi ottaa eri rilevansi-premiumin jälkeen, jossa olen tullut hyvää moneya. Tässä näkyy, että 6-mohti on rilevansi-premiumin jälkeen ja se on tullut aika laittaa, mutta se on tullut hyvää nauttia. Tämä ei ole hirveän bisnesi, mutta yhdessä yhdessä on tullut hyvää. Markkaita on hirveän, ja se on myös tullut rilevansi-premiumin jälkeen. Miten olet tullut? Nyt pitää kokemaan järjestää ja käyttää. Tää pitää tiedä, mitä olet olet parempi koko ajan. Rilevansi-premiumin on tietysti yksi rilevansi-premiumi. Se on koko pysyvä. Hei, hei, hei. Hei, hei, hei, hei. Sää on hirveän, jota ei ole Search plugins don't do. We also have amazing search, the customer service. That's something we do really well. So these are our main selling points. These are the things that we really want to push when we try to get people to buy relevancy premium. Of course, you also have weaknesses and you need to know your weaknesses. And you really need to be honest about them. And you want to be helpful and guide people to the right tools. Relevancy premium is not the right search tool for everybody. It works really well if you have a small site. But when your site gets to like 10,000 posts or even 100,000 posts, somebody asked me about, I have a million posts on my site. It's relevancy good for me. And the answer is absolutely no. Relevancy is not robust enough for something that big. So I am totally upfront about that. I tell people that no relevancy is not the right tool for your use. Go use, add search, go use, swift type, something else. You lose that customer, but you lose them while they are happy and not when they are disappointed in your service. So they will go, okay, thanks. I'll remember you the next time. Well, the best marketing you can have is, of course, an excellent free version of your plugin. Because the plugin repository reaches pretty much all WordPress users. Everybody knows it. And when your plugin is there, it's available for everybody. That's pretty much also the only marketing I've used so far. I've tried some Google advertising banners, affiliate systems, but nothing has worked really. Absolutely nothing. But this works. We have the free version, and it has 90,000 active installations. And on every one of those installations, there's a link. If you like this and need some more, go by premium. And that works. We get lots of traffic from the free plugin. Of course, the free plugin comes with some problems. It's really a question of balancing. You want to have a free plugin that is good and does the job and is pleasing to use, yet it shouldn't have that many features that nobody wants to buy the premium version. So the premium must be better, but the free version must be good. And that's really hard balance to strike out. I think in our case, the free version is too good. It was developed before. I even have any plans to make a premium version. So it has all these lovely features that if I were to design it all over again, many of those would be premium features. But I don't like removing them. So now it's just a question of if I add a new feature, it's a premium feature. And the free version is pretty good. And for many people, it's well enough. They don't need to get the premium. Still, the free version is absolutely the best marketing we have. Of course, it comes with a price. The free users will need support. They will post questions on the support forums. And if you're not there to help them, then that's not good. So I go every day to the WordPress org support forums and answer questions for the free users. And you really need to be nice to those people, because they are your potential clients. Most of your clients will be users of the free version. So you want to really be nice to them. Also, there are great source of ideas. There are many features in relevancy premium that have come from users of the free version. Somebody asks, I need to do this. Can your blogging do this? I say no, but let's make it so. There are also an excellent testbed for finding bugs. I have about 1,000 active installations for premium and 90,000 for free. So when there's a bug, the free people are the ones that usually find them fast. So that's something you can nurture and something you can use for developing the premium version. Also, there's a question of managing two plugins and you want to manage just one codebase as far as possible. I used to have the free and the premium version on a totally different codebase and maintaining them was a total pain. So I consolidated them that they both used the same codebase and then the premium just adds on top of that. And that has made my life a lot easier. When you sell a plugin, you have two possibilities. You go to a marketplace, like Code Canyon, or you set up your own store. Both have upsides and downsides. Marketplace is really no worries. Everything is done for you, but the price can be high. I think Code Canyon takes more than half of your income, especially if you're not exclusive. So that's pretty expensive. When you have your own store, my payment processor takes like 3-4 percent and that's about it. But of course there are lots of worries, lots of things you really have to worry about. You need to have, for example, payment processor because handling money is just out of the question. And I'm managing my own membership system, my own integration between my payment processor and my membership system, all that I had to build myself. So that's not quite optimal, especially if you're not interested in that kind of thing. And you probably want to spend your time actually selling the plugin and doing the fun stuff. But of course the benefit is that you get more money. So you have to waste that and make up your mind. I'm not going to go that much further into the technical details. That is something that I really like to talk about, but there's no way this time slot is enough. So if there are questions about that, I'm more than willing to answer them. Then there's the question of pricing. Since creating one copy of a software product costs absolutely nothing, how do you set the price? And of course the pricing is a really complicated issue and affects who is going to buy your product. And I'd rather sell to developers. So I really want to set the price higher to kind of weed out the customers I don't want to serve. I used to have a very cheap option that was cheap licensed and that included no support whatsoever. That was great except those people made the most suffered requests anyway. So I really had to cut that away and it really made my life so much easier. So now I'm aiming higher and I really want corporate clients. I want developer clients because helping developers with their problems is much easier when they understand what you say. Helping totally non-technical people is kind of painful. But how you price it affects who buys it. So you really have to think about it. There are really no exactly correct answers for the pricing issue. You must experiment and just basically come up with some numbers and hope that they work. Then there's the question of whether you want to sell a subscription or one of payment. Customers don't like subscriptions. I used to sell through PayPal and I had recurring subscriptions and then I get complaints that you're stealing my money because people forget that they have taken an annual subscription. So that's not good. But of course your profit really likes subscriptions. So these days I'm taking kind of the golden road in the middle. The license includes the plugging works forever but you only get upgrades and support for a year and then it will expire and you have to pay again. But it's not an automatic subscription. That seems to work pretty well. Not everybody renews but many people do. And I get zero complaints about automatic payments which is a huge benefit. So that's pretty much it. I'm at Twitter or you can email or you can contact me in the Finnish word for Slack. If you have questions about the technical details about wishlist member and fast spring payment processing and all that. Also if you want to try relevancy premium and want coupon code you can contact me for that. And that's it. Thank you.