Godard Abel

Well, I think we have the advantage that vendors, software vendors, software sellers, they want it to be right on G2.

And as you know, our models, if you're a SaaS entrepreneur, you can list on G2 for free.

And then we also ask you what category you're in.

And then obviously as vendors grow, like our friend Henry at Zoom Info, right?

Obviously they grow well beyond one product, one category.

So now Zoom Info, somebody like that's probably in 30 categories, but we actively work with their product marketing, their product teams to make sure they're properly classified across all of their products.

And that's never done because vendors like ZoomInfo are always innovating, entering new categories, launching new products.

But I do think we've become an essential part now of our industry, where if you're a software vendor, you want it to be right on G2 so that software buyers, and we have about $7 million a month coming to G2, that they discover you because you don't want to be missed.

And so that's why there's a nice synergy with our community of vendors and also, I think, more entrepreneurs.

I think the number of listings on G2 has grown 48% over the last year.

So that's very exciting.

But it's very collaborative with our community of vendors and they're always helping us update it.

And we do have a research team and it's a pretty big job.

And we have about 50 people in our research team always working with the vendors.

Because not only do we categorize them, but then we come up with different questions to figure out what are the key features in each of those categories for each of those products.

So we also can ask the users the right questions about how well those products are working for them.

But I agree, it's a big asset.

And that's also spawned a new business for us where we do license our taxonomy to partners.

One of them, for example, is ServiceNow.

And ServiceNow, I think, as you know, leading IT platform, cloud company.