Griff Parry

They want to do a lot of custom pricing.

The sales team want to do a lot of custom pricing.

So that's what creates a complexity for that business.

We like complexity.

That's what we serve.

I didn't say that because we don't.

So they would pay us a minimum amount, which would give them an allowance of X. But we don't require that they use a certain minimum level of that allowance.

They can use none of it if they like.

No, because what we're delivering them is a really sophisticated piece of kit that they would otherwise have to build themselves.

And so that's why it is usage-based, because the better way to think about it is you pay, we wouldn't position it like this, but think about it as a platform fee.

You're paying a platform fee, but then you can flex how much you pay above it, depending on how heavily you're hammering that platform, how much you're using it.

We worked for three years at AWS.

They have all the problems that we sold for, just like GameSparks have all the problems we sold for.

And then we left AWS in 2020 and have been going for about three, three and a bit years.

31 and a half million from external sources.

Partly because we just wanted to do something different and sort of follow a different path for interest's sake.

But also, I mean, we're building critical infrastructure for significant companies and that requires quite a lot

in comparison, quite a lot of capital.

The minimum MVP to do this kind of stuff, which touches dollars, it drives billing, is quite high.

So it seemed like the natural path for us, but it was also the novelty value.