LV

So on one hand, I have to meet a threshold in specific categories where I have insights that vendors will pay for.

And we did that initially in object storage, where we built a lot of data on how people are using object storage, enough where vendors would pay us money to understand how they can better position their product.

We have a leading object storage vendor that actually is entirely repositioning their pricing in the market based on the insights we provided.

And that's highly valuable, and we get paid quite nicely for that.

On the other hand, I...

we're still proving this out, but I have to be able to show the vendors that through the flow we provide on our platform, they can convert these customers and add a higher clip and that our prospects are very highly qualified by the time they get to the vendor.

And so as you can imagine, we work with like,

let's say a series A, series B, VP of engineering, engineering manager level person.

We kind of gather the use case requirements for a specific product.

It's called like an APM.

So they might be evaluating get a dog versus New Relic versus AppDynamics and so on.

And we'll do a very, very use case-based analysis as to which tool they should buy.

And then the buyer is ready to make a buying decision.

At that point, I want to make the referral to the vendor and get...

basically a reward from the vendor.

And the model we've been trying with vendors is to actually get a percentage of usage in perpetuity, which can be very lucrative for us because the net revenue retention rate of these cloud customers is quite high, especially in the segment we're focusing, which are growth stage.

So we're way under that in monthly revenue.

So we are roughly, yeah, this month we're 17K.

Well, I think the story, first off, is quite powerful, right?

Which is that, like, about a year ago, this was not, I mean, sophisticated investors would have said, oh, multi-cloud might not really happen.