David Barrett

And then after we launched this project, everyone's like, yeah, your prepaid debit cards are cool and all, but your expense reports are amazing.

And up until that point, I actually hadn't intended to build it.

It was a fake product that I was just making up as I went along.

And I think I developed a story around it.

It's like, oh, this mobile app where we use your camera to scan receipts, and then we reimburse you the next day, and we import your credit cards and export your accounting package and all this stuff.

And everyone's like, if you just if you just did that, that would be amazing.

Uh, yeah, that's right.

Because I would say the, um, our entire business model and I would say the way that we differentiate is by acquiring the individual first.

And then, so that's why the product has to be so good for the end users because the end users are champion.

They're the person who pulls us into the organization and then promotes us to the top of the organization.

Absolutely.

I mean, yeah, I think that we're this very weird sort of middle ground between sort of this where basically consumer grade enterprise application.

Yeah, that's exactly right.

I mean, because if you're going to differentiate, you can't differentiate through functionality alone.

It has to be through acquisition, through business model.

You know, honestly, I don't know that number.

I would say, like, so we think about 45,000 paying companies.

How many?

Yeah, so we've got more companies as expensified than the next four expense reporting companies.

How many did you say, David?