Olivier Simonis

Yeah, we are slowly but surely reaching $7 million in ARR.

So, indeed.

Well, congratulations.

Now, where were you a year ago?

Well, it's a good question.

We were basically 25% lower in ERR because, yeah, the COVID crisis did have an impact on our activities.

We used to be growing around 50% a year.

Last year was rather positive, but we slowed down the growth a little bit because we were impacted by...

sectors like travel and sports and entertainment, which is quite an important sector for us.

And yeah, most of these companies, they stopped investing in new MarTech tools and slowed down on their investments.

So there was a bit of a slowdown of the growth for us, but it allowed us to focus on capital efficiency and also the fact of launching new models.

And so we're ready to work again at the pace where we were going in the past.

Olivier, how do you manage capital efficiency?

Well, I think you have to be super, super cost-conscious.

It's interesting to look at the history of Qualifio.

We used to be bootstrapped for about six years on our existence.

And then we raised the Series A at the end of 2017, a rather small amount, only €3 million with Belgian investors.

Then we had more money on a bank account, of course, and we kind of lost a bit of this capital efficiency or this cost efficientness of cost obsession, cost consciousness that we had.

And yeah, I think with the crisis, we went back to basics.

That is to say, look at every euro that is going out of a bank account and be super cautious and try to think about what this euro is going to bring.