Alex Rampell

So that's going to massively increase the pressure on the application layer.

So the best thing that you can do if you're an application layer company is hopefully have something that, I hate to say it, but it's like you want to have hostages.

You want to have all of the data in your company.

You want to have all of the data of your customer in your product, and then just make sure that... I mean, this is, I think, the thing that we talked about last time I was on your show.

It's like...

The battle of every startup versus incumbent is whether the startup gets the distribution before the incumbent gets the innovation.

What do you do?

You go boring.

You build the most boring thing possible.

Nobody really cares about it.

Nobody's that interested.

That's why I love Vlad at Ask Leo.

It's like, who cares about procurement?

It seems stupid.

It's not attracting 9,000 competitors.

Hopefully, you get all of the data in there, and then you can build these interesting things on top, and you're not going to attract that much competition.

And even once you do, it's just it's kind of hard to switch.

So I don't know if that answers your question.

Yeah, I think this is a big challenge.

I mean, if you look at all of the unicorns and how many conform to rule of 40, it's pretty small.