Marwan Forsley

So kind of like think of it like member get member.

And the reason why they do that, they like the service.

They find it to be delightful.

It's a simple experience.

So they tell other customers that they have experience.

hey, I'm going to use Veeam to pay you or I'm going to use Veeam to get paid from you.

And so that naturally brings other customers to the platform.

That actually is the primary way of getting customers on the system, existing customers bringing other customers.

Oh, yeah.

Yeah, yeah, yeah.

Every month that passes by, 65% of new accounts come in from customers that are on the platform.

It's not the traditional refer a friend model where you don't know if you've been referred or not.

This is in the transaction.

I send money to you.

You'll like it.

You say, I'm going to use Veeam to get somebody else to pay you, or I'm going to use Veeam to send money to somebody else.

So it's in the transaction flow.

What's amazing about that model is basically in return for a delightful experience that you give to the customers, customers become party to the growth.

They themselves introduce the concept to other customers that they have relations with.

We have so many of them.