Alex Raymond

For example.

manufacturing, chemicals, services, this kind of thing, as opposed to just pure tech.

And the reason is I'm in a more mature market.

If I'm a chemical company or a service provider or something like that, I'm in a more mature market.

The market's more concentrated.

Therefore, every extra point of market share that I win

really impacts my revenue and my bottom line.

And often, a lot of times you've got people who are doing multi-sourcing, right?

So one of our clients, for example, is a chemical company.

Their customers buy from two or three different vendors.

So they're saying to us, look, if we can go from 33% to 40% for these customer sets, that represents umpteen millions of dollars.

We have primarily bootstrapped.

We raised about a million and a half bucks three years ago.

The investors in that round were tech stars and access venture partners and rally ventures.

Yeah, we did.

I mean, look, it was a conversation, right?

Hey, you guys were interested in business.

Number one, we think there's an opportunity in business.

Number two, there was a conversation to make sure that everyone was on board with that vision.

It took some time.