Joe Keely

But back to the service side of it is there's a big difference between doing something and

and doing something extraordinarily well.

So when I think about monetizing payments for a vertical SaaS platform, you can have all the infrastructure you want, but if 23% of your barbershops on your barbershop SaaS platform are using your payments, well,

One could say you're not really meeting your full potential.

What you might need isn't actually a remarkable amount of new technology.

You might have the stack you need, but what you need is sales-enabled training.

Sometimes I think that

We have a platform that delivers that content and our virtual fintech team can lean in, but we think that it takes more than just an API.

You have to have a really good API, but I think putting a team around things to achieve the goals, we shouldn't forget that it takes a lot of

a lot of talent as well to win so we kind of model ourselves a little bit after the playbook we're a minneapolis st paul based company there's another one called arctic wolf here that does um chief security officer you know and there's a lot of support that they offer that are you know powered by humans and i think we shouldn't forget the power of you know humans plus tech

Well, I think it's going to accelerate because let's say that venture dollars are reserved, sure, but that vertical SaaS company, let's say dollars are reserved at this particular period of time for them acquiring new customers even.

So then getting greater value out of and wallet share of the customers they

do have, that's a big part of embedded payments in fintech.

So if you have 100 million or 10 million of funds flow, how do you better monetize that with not just payments, but other fintech products that you can offer them?

Of course, always thinking about how can you

add as a vertical platform value to the customer.

Lending is a great example.

A lot of times with these small, medium-sized businesses, very quick-hit embedded lending products, you're competing against them using their credit card, which really, as long as the UI and the UX is good, it's

you shouldn't have that shouldn't be very difficult from a rate standpoint so we like to think about let's get payments right and and and then use that underwriting and and all of that and take take someone beyond because it's going to uh at the end of the day even if pre-money gets compressed and other things it's going to be a vertical sas platform is going to be judged on you know the stickiness of their customer and how deep they can go with those customers

That's right.