Mark White-Robinson

Like, everyone's only one or two people away, so...

So, yeah, I've been in the room with telco CEOs and CEOs of financial institutions and things you just wouldn't get overseas.

Yeah, I think that vision is critical, eh?

Like, we're not just...

It defines what we're building and why we're doing it.

We spent a lot of time kind of talking about that story in our really early days.

We initially kind of identified, we called them the missing million, those million people in KiwiSaver who aren't contributing and missing out on the government contribution and trying to understand why they weren't doing it and what the impact was and how we could help in a really frictionless way.

And that kind of vision defined a whole lot of how we wanted to make it simple.

And we've obviously grown since then and our market, we think, is a lot bigger than that.

It's anyone who wants to better their financial situation, which is pretty much everyone, and we want to build the tools to help do that.

But yeah, that kind of how do we help people get there was really important.

And we kind of identified that it wasn't that people don't want to, it's that people don't

are afraid or don't understand, and it's that those, when they're that, those tiny points of friction are just enough to go, I just won't do it today.

So, you know, I'm just a little bit scared and a little bit nervous, and this one thing's popped up, so I'm just going to put it off for today.

And that put it off for today happens every day.

So we wanted to solve those friction points to just make it really, really easy so that when that kind of confidence pops in a little bit,

You get it over the line and then you're done and you're set.

And you can just let it roll on and grow and grow and grow and grow and grow.

Yeah, I had a guy on the airport this morning, you know, we're just waiting for a cough and he pops over and he's like, excuse me, and I'm like, like I always do when a stranger comes and talks to me, that little panic happens and he's like, just wanted to say I really love your app.

Awesome.