Nathan Latka

I want to talk about sort of how you thought about product.

Obviously, we're in a very different economic climate today than we were in May of 2022.

Curious how you've changed or pivoted, I guess.

But first, have you decided to sort of expand with the current customers you had back a year and a half ago?

You had about 5,000, you told me, or have you focused on expanding into new accounts?

So I'm curious how much you've grown over the past 18 months.

And then I want to drive deeper into how you decided what ICP to go after because you had a huge bucket of customers to choose from, right?

So what has growth looked like the past 12 to 18 months?

So you said, I think you were about $10 million run rate last time we spoke.

That would put you at about 12, 13 today.

Is that right?

That's right.

Yep.

So call it maybe 5,500 today.

Now, again, there's a lot of people right now listening, sitting on a customer base of 1,000, 2,000, but they want less customers that pay more.

What process did you go through to figure out what customers you want to serve?

A lot of people would say, I just download from Stripe.

I sort from which customers have paid me the most to the least, and then I go find more that pay me the most.

And so when you look at your concentration at the top of your book today, obviously I don't name who they are, the logos, but your top customers say, do you have anyone paying $500,000 per year?

What's the top group of customers paying?