Oren Zaslansky

I mean, we were building a great business.

you know, raising capital and bringing on customers and retaining them.

But the customers told us, if you could guarantee that at the point of purchase, that I wouldn't have to gamble on this, then you would be doing something.

Well, there's two components to it.

That's the supply side of the marketplace.

Yes.

On the demand side of the marketplace as a manufacturer, as a shipper that says, if you can guarantee my four pallets move hubless, don't see eight trucks, eight drivers, eight terminals.

If you can guarantee me that if I do business with flock freight, they'll move on one truck, one driver, and never move through a terminal.

That was the big activation moment, the big aha moment.

So we built that.

And that meant additional optimization capability, more algorithms.

But what it really meant was a pricing engine.

a pricing engine that could sell you a portion of the truck and predict whether or not we at Flock would be able to sell other portions of the truck and ultimately get that truck full.

It took us all of 2019 of getting it more wrong than right.

And then 2020, it clicks.

We go from 25 million to 100 million by the end of the year.

We go from, we're not totally explicit about the revenue numbers, but more than 300 million at this point already

in October.

So we're many multiples of growth on an annualized basis.

Yeah.