Arjun Vora

Then you had a Burger King franchise that we were able to close.

And then you had a Dairy Queen franchise, but now you also had a hotel and a gas station.

and a nurse staffing company.

So you had all these kind of disparate businesses coming in to use the software.

And what happened as a result is me and Tito were forced to understand that each of these businesses, each of these managers and owners, they have their own secret sauce with how they manage their workforce.

it turned out to be a blessing in disguise while most sales teams and leaders will tell you you shouldn't cast a white fishing net and instead be very intentional with which industry you go to which we do a lot more of now but early on it actually helped evolve the product to become more of a platform right because we couldn't build bespoke features for each of these guys we had to build lego blocks

And we built a bunch of Lego blocks that these businesses could now take and build their own kind of secret sauce into the platform, if that makes any sense.

I don't think it's like a nefarious reason.

It's just Silicon Valley is mostly built for each other.

And the reason is because you usually solve for problems that you see in front of you, right?

If you're an engineer, you're like, hey, my idea is making it very tough for me to write code fast.

Let me build a solution that automates or write some code for me.

And same with marketing and sales.

We are all like kind of building phenomenal products to solve problems that we face every day.

We have also been pretty detached at a high level from this blue collar workforce.

So one of the key things Tito and me look for when we are hiring somebody is that there is some story or a reason why they have an innate passion to solve for the real world or this deskless workforce.

It might be someone whose mom was a nurse and they saw the problems of them having to have mom leave in the night and not come back until the next day afternoon and figure out their own way to go to school that morning.

Or somebody who's an immigrant and has seen their parents suffer in their native country that they were in, and they've come back and they've figured out their ways.

So we're looking for that some passion to solve for this hourly workforce.

And I'll tell you why that's so important, because when you're solving for the blue collar workforce, a lot of your functions need to perform slightly differently, right?