Mat Ellis

It was $160 million, which is the size of many IPOs.

Yes.

We make your cloud cheaper.

We do that by reporting on what you're doing and helping to optimize it.

If you think about a supply chain of materials and the materials of the cloud services, then we marshal those.

We help make the best buying decisions every day.

And we charge you based broadly on the amount of money you're spending on the cloud.

Not just a percentage, there's a bunch of other fees.

It gets quite complicated now.

We're dealing with very large enterprises, very large SaaS companies that are spending hundreds of millions of dollars on the cloud.

So there's some services and there's some other fees.

Well, there are two modes for cloud cost management.

First mode is reporting.

So I'm reporting, we charge you a percentage of the spending.

And that works because generally you're growing your cloud deployment and we're helping you make sure you're not wasting any money.

But in the second mode, you're optimizing it.

So you've kind of moved to the cloud, you've got the hang of it.

And now every day you want to take advantage of Moore's law, which means moving aggressively between the different parts.

Well, in that mode, we're adding value.

We're not just doing reporting.