Matt Plank

In international, we have teams now, go-to-market teams in Dublin selling into Europe. We've got a team in Sydney selling into Australian market. There's a bunch of international teams in place where we feel like we have incredible product market fit. We're trying to crack the code of you can't just land in these places and run all the same playbooks and do all the same stuff.

And so I think our growth internationally is like, there could be explosive growth and there will be soon, but we're still kind of tweaking the ingredients a little bit. Why do you think that hasn't gone to plan? When you enter a new market, everything is way more expensive. When you're an early stage company, efficiency doesn't really matter. You don't even have a business, right?

And so I think our growth internationally is like, there could be explosive growth and there will be soon, but we're still kind of tweaking the ingredients a little bit. Why do you think that hasn't gone to plan? When you enter a new market, everything is way more expensive. When you're an early stage company, efficiency doesn't really matter. You don't even have a business, right?

And so I think our growth internationally is like, there could be explosive growth and there will be soon, but we're still kind of tweaking the ingredients a little bit. Why do you think that hasn't gone to plan? When you enter a new market, everything is way more expensive. When you're an early stage company, efficiency doesn't really matter. You don't even have a business, right?

It's not about how efficient are you. It's like, you're just trying to win in any way possible and you're losing money and all that good stuff. As you get to be larger and you're our size, all of a sudden efficiency is the number one constraint.

It's not about how efficient are you. It's like, you're just trying to win in any way possible and you're losing money and all that good stuff. As you get to be larger and you're our size, all of a sudden efficiency is the number one constraint.

It's not about how efficient are you. It's like, you're just trying to win in any way possible and you're losing money and all that good stuff. As you get to be larger and you're our size, all of a sudden efficiency is the number one constraint.

There are things that we could go do to win more business in places that we don't do because we couldn't do it efficiently and we're not trying to light money on fire. And so in the US market, there's all these other things. There's organic, there's brand, there's all this free accrued benefit over time.

There are things that we could go do to win more business in places that we don't do because we couldn't do it efficiently and we're not trying to light money on fire. And so in the US market, there's all these other things. There's organic, there's brand, there's all this free accrued benefit over time.

There are things that we could go do to win more business in places that we don't do because we couldn't do it efficiently and we're not trying to light money on fire. And so in the US market, there's all these other things. There's organic, there's brand, there's all this free accrued benefit over time.

And so you can afford to go pay money and do different things to acquire leads in more expensive ways. When you go internationally... all you can do on day one, right? You can go put money in the LinkedIn machine or the Facebook machine or the review sites or whatever, and you can get demos, but you don't have all of the easier, more free stuff to blend the portfolio into something that works.

And so you can afford to go pay money and do different things to acquire leads in more expensive ways. When you go internationally... all you can do on day one, right? You can go put money in the LinkedIn machine or the Facebook machine or the review sites or whatever, and you can get demos, but you don't have all of the easier, more free stuff to blend the portfolio into something that works.

And so you can afford to go pay money and do different things to acquire leads in more expensive ways. When you go internationally... all you can do on day one, right? You can go put money in the LinkedIn machine or the Facebook machine or the review sites or whatever, and you can get demos, but you don't have all of the easier, more free stuff to blend the portfolio into something that works.

And so your growth is just like, it's a little bit stunted if you want to grow efficiently. Like we don't get to grow in these markets the same way that early stage companies do who don't really care that much about being efficient. Like we do care about being efficient. And so there are kind of these, you know, guardrails that we have to operate within.

And so your growth is just like, it's a little bit stunted if you want to grow efficiently. Like we don't get to grow in these markets the same way that early stage companies do who don't really care that much about being efficient. Like we do care about being efficient. And so there are kind of these, you know, guardrails that we have to operate within.

And so your growth is just like, it's a little bit stunted if you want to grow efficiently. Like we don't get to grow in these markets the same way that early stage companies do who don't really care that much about being efficient. Like we do care about being efficient. And so there are kind of these, you know, guardrails that we have to operate within.

And so that has made growth a little bit slower than it would have been.

And so that has made growth a little bit slower than it would have been.

And so that has made growth a little bit slower than it would have been.

I think one, all of the non-US markets, like starting with Canada and for sure in Europe and, you know, in APAC. Like their HR software landscape is at least a decade behind where the US is. Like in the US, you have 10 plus like major public company payroll providers, right? Like there's just an enormous, you've got all these IT companies, like all the ramps and brexes of the world.