Amin

And how did we go from there to turn around and really start our growth engine again?

But first, I want to talk about the SMB SaaS landscape, and it's super important.

This is why I'm so bullish on SMB SaaS in general, vertical SaaS.

It is a goldmine of opportunity.

There's more than 30 million SMBs in the US alone.

So the size of the market is very big.

And when it comes to what they need and how you can serve them,

These SMBs a lot of times are competing with enterprise.

Like we are in the restaurant market.

Our customers, coffee shops, local coffee shops is competing with the Starbucks of the world.

Is it better now?

Okay.

No worries.

So these are competing with enterprise already.

So again, a coffee shop, a local coffee shop is competing with Starbucks, competing with Dunkin', but they don't have the tools and the technology available to them to be able to compete when it comes to technology.

And as a result of that, in this David versus Goliath,

they're super underserved and that market is very open to disruption.

That's why SMB, you see a lot of vertical SaaS going a little bit deeper.

Understanding that these are smaller customers, these are smaller,

potential buyers for you, but they have their unique challenges, the smaller teams, the smaller budgets, but able to really work with you and go through getting a product that might not be as polished as an enterprise and really work with you and iterate on getting what they want is super important because then what you can do is that you can turn those unique challenges that it comes with in SMB into unique opportunities for you.