Mat Ellis

We just let the data do the talking.

And so we have to be very accurate.

We processed two exabytes of data last year.

And to get these very accurate, we call it the true cost platform because we automate our recommendations.

Our competitors put a human in between.

And if you're kind of still dealing with treating your service like pets instead of like cattle, you kind of give them names a bit about them.

And that's good enough.

Let's see, in a typical quarter, we may lose a customer.

We lose very few customers.

Our customers are on a five-year journey with us.

And we have this.

We wish they would, but they sign three-year contracts sometimes.

And the first three customers who signed with us in 2012 are still customers with us today.

Oh yeah.

Oh yeah.

Well, we went through a period.

We grew the business 40 times in revenue early on.

And we grew the revenue, the data set size, 10 million fold.

And we had a couple of years where we had to focus on scaling our platform instead of our features.

That gave our competitors a chance to catch up.