Marwan Forsley

So there's cases in the market where embedding capital into something else has done really well.

Yeah, it's SMBs.

You're making, yeah, like 20 bucks a month is a good way to characterize it.

Oh, no, I started the company in late 2014.

You know, we are a regulated company, meaning we're licensed in every single state in the U.S.

And we also have licenses in other parts of the world.

So it took us like two, three years, just like legal compliance licensing.

And in the U.S., you can't just move money.

You've got to have all the licenses in place before you do it.

So the actual selling of getting customers in,

did not really begin until later, like 2017 timeframe, before you can really start adding customers and bringing customers at scale.

The initial set of customers, I call it like friends and family.

It's like whoever we know between all of us that have access to customers, we call them up.

It's like, hey, we built this thing.

You want to try it?

Can you give it a shot and give us feedback?

So that's the initial group that came in that used the product.

Once we have the first batch of customers in, we got their feedback.

And so we're very good at building quickly to whatever their customer feedback is.

We then started hiring sales and marketing teams to then get the next batch of customers.