Andrew Patrick White

But as you said, it's a smallish target market.

They all talk to each other.

They all know each other.

It's a small space reg tech.

So if people have a problem, they'll generally find out about us.

So we're not having to chase contacts.

No, it'd be a lot less than that.

That's not metrics we measure.

It's been an interesting kind of experiment with marketing and sales.

Yeah, paying commissions, but as I said, most 90% of sales have been inbound over the last few years.

uh yes yeah yeah interesting um very cool where's um so where's future growth going to come from adding new logos or adding new product lines and and again you had two people you know cross-sell are gonna do more cross-selling yeah uh both i would think that the next few years are very much still new logos uh as of this year we've kind of really invested in the product team trying to expand on our services general kind of

you know, uh, seeing what the market's doing and regulation is, is despite its reputation quite fun.

Cause there's always something new.

There's never, never a boring, boring moment in regulation.

There's always somebody coming up with something new.

So, uh, there's quite a few things coming down the pipeline where we believe we can provide a service to the market.

So as I said, mainly, mainly new logos, but in the coming years also is trying to try and deepen the, the, uh, revenue for clients as well.

No plans to raise capital.

We're very profitable at the moment.

Our revenue curve is increasing faster than our cost curve, so not a respect.