Irina Filippova

And what we're telling our customers is that we're going to provide them with a solution that's going to work well, going to work reliably. It's going to work for them over a long period of time. And this is where we come in with our value proposition so that they continue to focus on their core business of logistics.

And what we're telling our customers is that we're going to provide them with a solution that's going to work well, going to work reliably. It's going to work for them over a long period of time. And this is where we come in with our value proposition so that they continue to focus on their core business of logistics.

This is a great question. And we, of course, think a lot about what risks we're mitigating and whether there are any risks that we're creating for our customers. And yes, sometimes we do come across this type of thinking that says, well, if I invite, if you will, an ecosystem partner, a third party into my universe right into my facility or onto my parking lot, is there any risk?

This is a great question. And we, of course, think a lot about what risks we're mitigating and whether there are any risks that we're creating for our customers. And yes, sometimes we do come across this type of thinking that says, well, if I invite, if you will, an ecosystem partner, a third party into my universe right into my facility or onto my parking lot, is there any risk?

And I guess the best answer for that is you mitigate that risk by providing a very, very clear set of guidelines of how we operate and protecting the client, the customer from any downside exposure, be it on price, be it on the quality of our work, be it on that performance guarantee that we provide contractually.

And I guess the best answer for that is you mitigate that risk by providing a very, very clear set of guidelines of how we operate and protecting the client, the customer from any downside exposure, be it on price, be it on the quality of our work, be it on that performance guarantee that we provide contractually.

So this is what contracts are for, and they certainly safeguard our customers from being overly exposed It's also a matter of trust. It's a matter of trust because, as you know, in the nascent industry, there's lots of players that might have different types of agendas. So you do have to, and we do this as well, I do this all the time with our service providers, you do have to secure trust.

So this is what contracts are for, and they certainly safeguard our customers from being overly exposed It's also a matter of trust. It's a matter of trust because, as you know, in the nascent industry, there's lots of players that might have different types of agendas. So you do have to, and we do this as well, I do this all the time with our service providers, you do have to secure trust.

references from current customers right from those who actually vouch that this new company this new kid on the block in this market in this industry can actually do what they said that they would do you have to see very carefully who is funding this company and for what reason

references from current customers right from those who actually vouch that this new company this new kid on the block in this market in this industry can actually do what they said that they would do you have to see very carefully who is funding this company and for what reason

We happen to have a very stable, very secure infrastructure funder who believes in what we do and has been doing this for a long time. But it's not everyone. It's not every company. And sometimes strategic investors and others make different views on how to treat the company in the future. And then you have to meet the people.

We happen to have a very stable, very secure infrastructure funder who believes in what we do and has been doing this for a long time. But it's not everyone. It's not every company. And sometimes strategic investors and others make different views on how to treat the company in the future. And then you have to meet the people.

I had a great believer that even though we've been obviously through the years of COVID, we started this company, the operations of this company in the years of COVID, believe it or not. And that did not hamper our growth. Quite the contrary, because again, the trend to electrification was already there and was very strong.

I had a great believer that even though we've been obviously through the years of COVID, we started this company, the operations of this company in the years of COVID, believe it or not. And that did not hamper our growth. Quite the contrary, because again, the trend to electrification was already there and was very strong.

But you do have to sit with people and you do have to align on your values, right? be it a customer, be it a vendor, be it a partner, we always go through an exercise on any major deal, on any major partnership, because if your values don't align, it's not going to work, quite honestly.

But you do have to sit with people and you do have to align on your values, right? be it a customer, be it a vendor, be it a partner, we always go through an exercise on any major deal, on any major partnership, because if your values don't align, it's not going to work, quite honestly.

So we have to educate our customers about who we are, not just what we do and how we do it, but who we are and why we're here.

So we have to educate our customers about who we are, not just what we do and how we do it, but who we are and why we're here.

So our goal is to expose them to as many of us, as many of our colleagues as possible so that they can see that the level of professionalism with which we approach our challenges is very high and that we do what we said we would do rather than sign a contract and then perform suboptimal.

So our goal is to expose them to as many of us, as many of our colleagues as possible so that they can see that the level of professionalism with which we approach our challenges is very high and that we do what we said we would do rather than sign a contract and then perform suboptimal.