Clate Mask

And yes, it does create a nice little revenue stream.

Exactly.

That's right.

And so for a long time, we didn't really push too much.

But when you start to get the volume that our customers do, it gave us the ability to

create an arrangement where we, you know, we get a few more of those basis points and those add up when you're talking billions of dollars a year.

Well, we actually started in 2002, but it wasn't until we were a custom software company.

It wasn't until 2005 that we said, Hey, let's, let's really serve.

Let's do sales and marketing software for small business.

And then it wasn't until 2007.

So five years after we started the business,

that we decided we really wanted to go for it, raise capital, take the company public, build a multi-billion dollar company.

That was not how we started.

We started like every small business.

We had no intention to build something big.

We just wanted to stick it to the man and call our own shots.

And that's how we created it.

But once we started...

using our software to grow our business and we started seeing what customers were doing when they put sales and marketing automation in place and then the last piece was we saw how salesforce was moving upstream very quickly that opened up the opportunity for us and we decided why not be the quickbooks of sales and marketing software walk me through actually the dark days were those in 2005 when the pivot was happening i mean what would you consider your dark days

Uh, well, two times where we had dark days, first time was during the first three years where every day was a fight for survival every day.