Nathan Latka

How were you growing the dollars that each company was paying you so fast in 2020?

many publicly traded SaaS companies will sort of buy down their market, horizontal, vertical integration.

Are the logos on this page also your M&A targets?

Did you bid on the Optimizely deal?

Did you guys seriously analyze the deal or no?

Okay.

So you don't actively think about, hey, what's further down the funnel?

That can drive our M&A strategy.

You nailed it.

I mean, look, but the numbers speak for themselves.

This is from a 2023 June slide deck.

It was the last time that you guys published this kind of data.

Why did you stop publishing this kind of data?

And in terms of ARPU expansion, when you have 100,000 paying customers, if you can launch a new product line or acquire another company and upsell an ad, call it $100 per customer per month, that's $10 million of new MRR, which is obviously a great playbook for any publicly traded SaaS company.

You also come in in terms of pretty healthy economics in terms of AR per employee, right at the average of most publicly traded SaaS companies, at least on this chart, about $170,000.

Now, you're feeling the go-forward strategy with this kind of communication.

Right, so talk a little bit about your product strategy moving forward, maybe touch on AI a bit.

As we wrap up, this is your stock price over the past X many of years.

Despite $100 million of more revenue, the stock price is still the exact same, basically, as it was when you guys went public.

You have inside information.