Conor Moules

It feels like it's been around an awful long time, but actually when you pull out and look at it, it's relatively new.

I think people didn't really know what the best model was.

So is it assassin payments or is it a marketplace model?

And fundamentally, I think when I look at how we did it, we made sure our unit economics were world-class.

We made, interestingly, and I don't want to give it all away here, but I guess I will, right?

The first hire we ever made was a content creator.

We understood that brand and distribution was going to be just as important of a lever as products.

because we needed time to get the product built to have even feature parity with companies that have been out there 20 years.

And we understood that our buyer, as in salon owners, they don't really buy from B2B companies.

They buy from B2C brands.

And we understood that

the model of actually making that work as a technology company.

Like we weren't trying to build a technology company in the beauty space.

We were trying to build a beauty company in the technology space.

That's a very key difference.

Very key difference.

So you hired a content creator.

Yeah, I think, like, we understood getting buy-in here.

Like, in my head, I knew the maths on being able to get the amount of... Traditional route is you get a business, you start a VC, gives you a couple of million quid, you kind of burn that and you scale up and hopefully get your milestone to keep doing that.

We didn't believe or we didn't know whether that was going to be... We didn't want to do that either, to be honest with you, right?