Nathan Latka

Can you put all that in a bundle for me?

So across all those markets you just described, how many customers are you serving today?

That's great.

Now, talk to me, the original funding here, I think you did a 10 million Series A back in 2015, and then a 16 million Series B in 2017.

Were both those rounds totally pre-revenue or was a Series B raised after your first customer came in?

I see.

I guess the question I have is a lot of second time, third time founders will listen to the show.

And I always wonder, someone that has a $400 million exit, if you want to

you know swing for the fences go build a massive company you want to try and own as much as you can well you know why use 10 million dollars of other people's money there for your series a in 2015 instead of just you know saying you know i want to own 100 keep as much as i possibly can and then scale this thing

I mean, Ben, one of the things, though, is about raising capital is using your island now.

The waves are crashing harder, right?

Whether it's Grey Coff and Spark coming in your series A or North Zone in your series B, they have a growth expectation which can limit your optionality into the future.

You've got to accelerate speed.

These guys are expecting 100%, especially in the early days, maybe 200%, 300% year-over-year growth.

You manage an average of 40% year-over-year growth.

The expectations there are not aligned.

How do you create alignment?

60% today comes from Europe because of the laws over there.

Mm hmm.

And then I guess Ben, take me back that series a most folks now look at 2015.