Winnie expands into new categories by selling complementary services to existing daycare customers: after-school care, summer camps, tutoring partnerships with Sylvan and Mathnasium, and babysitting agencies. The playbook avoids acquiring new customers by leveraging the parent base already paying for leads.
As far as, you know, when it comes to kind of category expansion. So, you know, how have you thought about that? And what does that kind of like expansion playbook look like?
Yeah, so for us, we've started with the— so we have customers now, the people who pay us for parent leads, essentially. And we've looked at like, well, what other services do they offer? So like, a big daycare center might also offer after-school care for school-aged kids. And so it's easy to sort of add on that service because we already have the customer, the way to monetize it. And so afterschool care and summer camps were both things that like a lot of our existing customers already offered, as well as like private kindergarten. So we look at it that way. We also look at like, well, are there kind of big partnerships we can do in a vertical and kind of get a lot of sort of monetize locations is how we think about it. So for tutoring, we did like a couple big tutoring partnerships, Sylvan, Mathnasium, where they're, you know, really big players with lots of locations across the United States. And so we can start to build out that vertical with just 2 customers and add more over time that are kind of smaller and fill in different regional areas. So that's kind of like another way we've sort of prioritized verticals. And then also, you know, what is the demand actually searching for where we can sort of resell our existing parents? So we actually do have like some babysitting agencies because what we find is like people who need daycare and preschool like also can use babysitters. And so we can kind of advertise them to our current demand, even though it's a little different from, you know, the kind of brick-and-mortar businesses.
Yeah. So it sounds like you're essentially like not having to kind of reacquire, you know, whether it's like supply or demand, you know, kind of typically with the expansion.
Yeah, we're trying to like, where can we kind of get a head start? And then of course you have to reacquire, you know, all the fill in all the gaps and it's, you know, you have to kind of look at it regionally too. And There's lots of small local players, but like, where can we get like a nice head start to get in there and then kind of fill in the rest?
