Griff Parry

Yes, absolutely.

Where would you like me to start?

How do you fit into this ecosystem?

Two things you said in turn.

I definitely don't think it's the case that everything is going to be usage-based and everything is going to be sort of an extreme variation of usage-based.

But what creates the tailwind for our business is that there's been a rapid adoption of usage-based pricing strategies, often used in conjunction with more traditional subscription pricing.

So there's probably a minority concern as recently ago as three or four years.

But now the majority of B2B software companies are using some kind of usage-based pricing.

And that's the longer spectrum.

So you've got the AWSs and the snowflakes of this world doing pretty pure usage-based, but you've got a whole bunch of other players who are basically doing subscription 2.0.

So it looks like a subscription, but it's got usage-based elements.

It could be an allowance that you've got to track where you pay overages if you exceed that allowance, that kind of thing.

And moving to your second point, the reason that something like Meta exists is that the existing stack doesn't anticipate

the usage-based pricing components.

And so what they don't do is rate product usage.

When I say rate product usage, I mean, apply pricing to usage.

So you've got to capture the product usage and then you've got to apply pricing to it to work out how much you would pay.

And that's what, that's what Meta does.

So Meta comes along and we automate that bill calculation.

And so for the most part, we integrate with those other logos that you're talking about because we're doing the thing that they haven't anticipated.