Jody Glidden

you can still do very, very well in some financial partners.

And if you pick the right people, you know, you, you don't really lose a whole lot of, um, control in doing that.

Uh, so we're, we're around 50 customers or so.

That's right.

We have a lot of customers in the half-million-dollar-a-year range.

We've got some in the million-dollar-or-more-a-year range.

It's definitely at the higher end.

We're starting to move that down.

A lot of people started at S&P and moved their way up.

We actually started at large enterprise and moved our way down.

Why is that?

Why were you able to do that?

Well,

because of what we do, it's very, very sensitive data.

So, you know, we're taking the most trusted assets of an enterprise and we're helping them make sense of it.

So you have to do, if you, if you want to do it properly, you have to put a lot of time and energy into your security, um, encryption, all of the architecture of your system to make sure it will work properly and that there's, there's no breaches.

So once you do that, um,

I think a lot of people started at the SMB because they can have a really simple, minimal viable product and then move up over the years, put more and more time into it.

With ours, we couldn't really have a minimal viable product

unless we already put a lot of work in.