Erik Matlick

We've been in the variable data business, the audience solutions business.

Oh, so that was first.

That was first.

So, you know, it was obviously 100% for the first year and a half.

It's about 60-40.

So the SaaS analytics piece of our business is growing a little bit faster.

And it's now about 40% of our revenue.

And it'll continue to grow.

They're both growing.

But most importantly to me as a CEO and managing investors, I like the variable piece because there's a lot of upside on the variable piece.

The most important part is that the SaaS piece drives more variable revenue.

So in the variable piece to us is SaaS-like revenue.

It's the same customers.

So to get into some numbers for you, we actually have almost 4,000 or approximately 4,000 customers of our data.

many of which are not buying from us directly.

They're buying through our distribution channels.

That's a combination of everything.

The SaaS platform is probably in the hundreds right now, and we have an account-based strategy, if you will, where we're going after the largest companies first.

So we have a key account list, and so we're going after the very largest B2B companies first.

Yeah, and you bring up an interesting point, ad tech.