Conor Moules

the Thalans that we work with really believe in us and they believe in our mission the same way as we believe in theirs and our business model reflects their business model and

We're fair.

Do you know what I mean?

So we make money on software.

So we have a traditional SaaS.

We also, all payments flow through BearSpace.

So we make a margin on that.

And that's what they pay every month.

So they know exactly how much, from a SaaS perspective, they're going to pay.

You're on marketplace.

You have no idea what you're paying until the end of the month.

One of the things, interestingly, we didn't do either, which everybody else kind of does, especially if you're not on the marketplace side,

is we didn't feature gate we didn't rip features and say right well if you give us a tenner you can do this or 20 you can do this okay so you built one solution we will one solution and we want them to use every inch of that because fundamentally that's what's going to grow their business also keeps them sticky if you invest time and money into the system actually right so you get more you're not going to suddenly go off yeah that off now exactly scratch again

And then you just keep building out your features from a vertical perspective.

So in Q1 this year, we launched Bearspace Capital.

So we had a ton of businesses that were really, really strong businesses.

But because of seasonality and because banks don't really pay that much respect to the industry, we had people there, like we have one Katrina Kelly from Darlow Hair in Fibsborough, like been around the industry a long time.

a global educator massively respected and like her dream was to build out a product line for she had a whole thesis on hair rollers and like massively passionate about it we were speaking to her for months about it and she's trying to get financing and like not a lot of financing like do you know what I mean trying to get her leg in trying to get through the door trying to be able to fund it

And just getting no respect.

So we went away and we built Bearspace Capital to be able to provide loans and capital to our partners that need it to grow.