Mark Abbott

There are a bunch of books that are out there, right?

And they kind of lay out how people have been doing this for decades and decades.

So that's called a designed operating system.

And then after that, you come to a holistic operating system, because some of the systems don't have everything in it.

So as an example, EOS, which I'm very close to, really doesn't have anything about figuring out how to build value.

Because the reality is, in our industry, we're not focused, at least lots of us aren't, focused on EBITDA.

We're focused on growing revenues.

And so the value of the business is based upon the revenues, not the EBITDA.

So get your arms around how you create value.

And then the last type of operating system is actually what we're doing.

We're creating an integrated operating system which takes all this information, all these tools, all these disciplines, and puts it all together.

So it's almost easy to build a great company.

So ARR as of today is about $10.4 million.

So we raised money last summer.

And at that point in time, our ARR was around $4 million.

So we raised $20 million.

All right.

So what I'm going to do here is share with you this three playbooks, right?

So number one, we're going to talk about community, how we leverage community to get going, how we activate people when they get into our system, and then the top metrics that Insight Partners looked at and fell in love with.

And I'm going to share with you that they didn't actually understand our business as well as they loved our numbers, which is kind of a funny story.