Arjun Vora

And because these were our product pillars, that's what we used in our sales pitch decks.

We doubled down on this very tech jargon sounding story.

It came from our hearts.

We were trying to do the right thing, but we completely missed the mark because if you are not talking about their problems and you're not speaking in their language, you're going to scare them off.

So I think that was like the early mistake where we were too focused on trying to sell our platform and our features as opposed to trying to understand their problems and turn that platform into value that you are providing to that particular business.

And I'll maybe break it down into three aspects.

It's how can you leverage the greatest and the latest tech for this workforce, number one.

Number two is how can you impact the lives of who we are here for, the hourly worker.

And then number three is how do you scale as an organization?

Break my answer down into these three pieces.

And I'll start with one metric that when we surveyed it, you know, we have about hundreds of thousands, I think close to a million now, workers on the platform.

These are the end users, the hourly workers.

We survey them every now and then to try to get insights.

Only 29%, I think I have my number right there, 29% say that they will continue to be with their current employer in the next year.

It's a very low number.

And you got to dive deeper into why they are saying that.

And we dove deeper, right?

And we have a chart and you can see it on our website, but...

Think about this, right?

And I don't think people grasp this as clearly as we are able to with the information that we have.