Ben Currin

We started with that beachhead.

That was the pure kind of single product for multiple years.

Over time, it's really expanded.

Everything from payments, we have a payments platform and a payments product that is used across our customer base.

That's both inbound payments from homeowners to their HOAs, as well as outbound from HOAs to vendors.

We provide a number of different treasury services for community association banks to connect them to the deposits that they are linked to through those associations, which is significant.

It's a place where a lot of

Relatively low-cost deposits are kind of aggregated by community association banks, as well as other products around kind of the vendor management ecosystem that are folks doing work in these HOAs, whether that's landscapers or electricians or insurance companies, et cetera.

So we've, over time, really stretched into a lot of the different components of this ecosystem.

But to your point, the beachhead and the first and most important vital product for us has and will always be that SAS product that is the general ledger system of record.

Yeah, that's fair.

No, it's less than that.

I mean, it's certainly less than 2% to 3%, but we also –

I'd say it's a value add for our customers, but it's also a way for them to strip out a lot of the friction between them and their customers.

So if you think about living in an HOA, do you mail a check to your clubhouse every month?

Do you drop it off, or can you set recurring payments?

Something like that that sounds so simple, but that's what we're walking into often in the way these HOA management companies have to manage things like their payments processes.

So we're stripping out a lot of the friction as much as we can.

Yeah, so we didn't raise any real external capital until 2022.

So it was the summer of 2022, which was great.