Luke Swanick

So we knew that the cash that we brought on would still have to take us through kind of our discovery and build phase.

So we were really capital efficient on that.

And we raised more than enough to do exactly that.

But in terms of the mentality that we take and the way that we go about building things, we try to be really humble.

We try to not talk about some of the numbers that we've hit necessarily.

Because I know when I was in my founding days, hearing early big numbers and things that other founders had raised, it

kind of felt intimidating.

And I think the reality is, is that anyone can do this.

They just have to ship it.

A hundred percent.

I think when you're talking to customers, you want to ensure that they feel comfortable with your business and what you can build.

But when you're talking to people that are prospectively trying to build something, it's about knowing that you don't need anything to get going.

You can just move on.

No, it's not actually.

And so that's been a unique challenge for us.

So we charge an annualized fee or a monthly fee for smaller companies.

And then we charge a performance fee based upon the revenue driven by partners.

So we have some really big companies, right?

Like Intuit, Asana, Evernote, FreshBooks, et cetera.

Nope, those are all real.