Bob Moore

Yeah.

But they won hands down with that number.

Yeah, so Crossbeam really is a platform to help companies build a go-to-market layer on top of these technology partner ecosystems that they have.

So what RJ didn't really have was an ability to hook into other platforms in a way where it helped create value that flowed in both directions.

RJ was almost like where your data went to die.

We pulled data in from all these systems.

and we analyzed it, but the outputs of our system didn't really go anywhere.

You just came to RJ and consumed what RJ created.

In the modern SaaS economy, that is a very antiquated way to look at things.

Stitch, on the other hand, is almost the exact opposite.

It's all ecosystem, no

glory.

Stitch pulls data in from one SaaS tool and pushes it out to another SaaS tool, and it's just kind of like the plumbing in between.

Ironically, we ended up building a lot more value at a much more rapid clip at Stitch.

It's because the maturity of the API economy and all the interoperability of all these SaaS platforms

has created basically a new channel, a new growth channel for SaaS businesses, which is selling through and building market through your partners and all the different companies that your technology integrates with that you help make their products more valuable and they help make your products more valuable through integrations and through being able to basically play nicely with the data that you create and with the people that you work with.

So the question that was always at hand for us was,

how do you actually scale that?

You can say a lot of really good things about partnerships and how companies work together, but how do you actually point back and say, 36% of my revenue last quarter was driven by my partner ecosystem?

How do you make sure that you're turning these relationships into new leads, you're accelerating opportunities, you're making your existing customers more sticky and making those accounts grow?