Alex Schutman

So it was an analytical tool coming out of that exercise that said, boy, here's the attributes that make a lot of sense for you all.

And then the other thing that we did is in terms of how we approach the market.

is we went into our customer base.

We have 2,844 customers.

Paying customers.

We said, forget what we think we built or sold.

What did they actually do with our software?

And so coming from that, we got to a really good understanding of the five main reasons why people buy our software.

So our go-to-market from a target perspective is,

Who has scored well in the past and then who has those attributes?

And then who has one of these one or more of these five problems that, you know, after 3000 times, we know we solve really well.

Yes.

Yes.

Well, it really wasn't me making it smooth.

You know, Scott and the board are phenomenal.

And Scott's a good friend of mine.

And the great thing about Scott, you know, the thing that you learn about founder-run company, founder-built companies is the core of the company, the company's DNA never goes far from the founder.

You know, and so Scott's a guy with super high integrity, family values, customer focus, technology focus.

And, and those things are still true about the company today.

And so I think when you look at Scott and I, part of it was that we get along really well.