Alex Wiltschko

And then one part, like be able to leverage the flexibility of our product, almost like in a Palantir like way,

to show the customer, like, we can actually solve this really deep problem for you quickly.

Yeah, I mean, it's like, there are some companies where you just can't even get your foot in the door without the top-down.

Like a lot of big banks, like we just, we were firewalled out until we got some kind of top-down intro.

Your IP is like blocked.

It might be like hard wall, like request access.

So, you know, there are some companies where you have to come in top-down, but like there, you know, I would say 70 plus percent of our current enterprise accounts, including the ones that are like

now like five plus million in revenue, like originated from teams within the company organically adopting Airtable, right?

Sometimes it was kind of like shadow IT.

They just figured it out on their own.

And they just like, they showed real value from using the tool, right?

Like they would build some real operation on it and say like,

while I've been waiting for IT to deliver me this old bespoke solution or some crappy other vendor for two years now, I got impatient and just built the thing myself.

And that's a big, I think of the enterprise landscape now is like,

There's plenty of dollars in enterprise, right?

Even now, it's just shifting from traditional software to now AI.

But there's plenty of dollars, right?

The budget's there.

But the question is, you're not the only one going after it.

And so what's your kind of asymmetric wedge to get in there and take those dollars, right?