Nick Girard

They're long tail creators, small businesses that are used to using

products and services that look more consumer than anything else.

And I think the companies that are crushing it in that area tend to be ones that do a really good job of marrying tech and culture, like strong software services tools with really well-developed brands.

Yeah, exactly.

And the inspiration for that was Square.

If you look at what they've done with their apparel line and their merch and just their development of their consumer brand, despite the fact that they're primarily building tools for SMBs, it's incredible.

And I think those are the companies that are going to really win in this category over the next couple of years.

And as I said, we have never had a problem filling the top of our funnel.

Over 4,000 that we're slowly working our way through.

Got it.

We're getting better and better at qualifying people.

It's a bunch of different things.

I will say that...

Actually, one of the questions I get sometimes is like, you know, how much does audience size play into it once people, you know, reach a certain audience size?

So they kind of age out of your tools.

And actually, it's not one of the big indicators for us.

We have people on our platform who have millions of followers, and we have people on our platform who have 2500 followers, but it's like a super tightly knit, engaged community.

That's not really the kind of primary metric that we look at.

There are a bunch of other things that we look at.

There are some defining characteristics of our customers.