Griff Parry

And then we deliver those wherever they're needed across the stack.

So they're needed once a month for billing, but they're also needed at any given moment so that customer success staff or sales staff know how much customers are using.

The product team might want to build dashboards so that the end customer can see how much they're using and how it converts the spend at any given moment.

the FP&A team might want to export it to the BI stack so that they can analyze the business effectively.

So that's the key thing.

It's not just for billing.

It's actually to power a whole bunch of functions all around the business.

Forgive me, we don't disclose those numbers, but we're a solid series of A business.

We've got great customers like Sift or Onfido or Clickhouse who love our product, have a transformative impact, and they're happy to tell their friends about it.

so okay so that provides okay for context our focus is definitely on scale up and above so what we're looking for is or our customers are looking for is um solutions to quite a high degree of complexity so our customers are typically of the size of those examples i gave there's the sifts and the albedos you haven't attached a number to them is it number of employees is it revenue they're doing is the number of customers they're managing like what's the numerical value of the customer you're targeting

So I would use, simplistically, I would say revenue.

So it's $50 million ARR and above.

Okay, got it.

But a better way to think about it is it's really about maturity.

So a company in their early stages only has a few customers and they maybe only have one product and they might only operate in one geo.

But when they get more complicated, they have lots of customers and multiple products and operate multiple geos.

And they will probably have an enterprise sales team that has quite a high appetite to do custom pricing deals to win and retain key accounts.

It's when customers get to that point

that whatever solution that they had in place before to do what Meta does becomes overwhelmed.

You know, they would have had a manual-based spreadsheet system or they would have built something themselves.