Drew Liwer

We hired him as our CRO.

He looked at our plan and he said, you guys are nuts.

We expect to end this year at around $100 million, and we're building a billion-dollar ARR company.

So first, an announcement.

So if you were here during Nathan's session, he mentioned that I have a big announcement to make.

And because the SAS Open stage is where you break big news, I'm here to tell you that this morning at 6 AM, we announced a $100 million D round led by OnePeak out of London.

So I need you to do something for me.

I'm going to speak to the camera.

This is a shout out to One Peak and David Klein and his team.

Thank you for believing in us.

Give it up for them.

Thank you.

So I am going to talk about something that is a little unusual for most startup founders.

And this is all about channel-first strategy.

How many of you have a channel program in place?

OK.

How many of you have a successful channel program in place?

Cool.

very much a minority.

So the entire storyline today is going to be about how we went from OK growth to explosive growth by leveraging the channel.