Arun Sivasankaran

It's an interesting space, but it's also relatively new.

So people have to understand kind of how to do it and be successful.

Over the last 12 months, we're about 30, 70 services to products.

So 70% SaaS company.

No, no, no.

Other way around.

70% professional service.

More recently we're starting to flip the other way, but you look at like trailing 12 months, it's about 30% SaaS revenue.

That's exactly right.

Like we were, we were an agency for years actually doing conversion optimization and

across like B2C, B2B, a wide variety of things.

I'm a product guy by background, but it was a way for us to sort of learn about the space, learn about where the opportunities were, where ultimately the white space does also build capability and knowledge.

Over the last year, we have transitioned to a product company.

So that's been fueled by a lot of the learnings and cash from the agency business.

A couple million a year.

Well, actually, I was thinking about moving into software on day one.

In fact, for one of the customers that I had, I built an integration between Marketo and Optimizely because I wanted to use the data that was in marketing automation to drive better sort of experiments and experiences on the website.

That, over the course of a lot of iteration and evolution, led us to where we are now with the product.

The agency.

Two years ago is what I technically consider.