Roy Raanani

I had no money when I started the company.

It was $160 million, which is the size of many IPOs.

Yeah, it's a great question.

I would say that over the last couple of years, there's become more and more of an interest in calling.

And so there was the original kind of group of companies that were making it easy to record calls, do more dials.

They were more focused on the activity side of things.

And in sales, that started with the outbound prospecting.

So the guys that had to do 100 dials a day more efficiently.

And the opportunity that we found, and we were, I would say, one of the first that started doing this about three years ago, was that there was an opportunity for the actual quota-carrying salespeople, right?

So not just the 22-year-olds that are the heart of building pipeline.

in sales organizations, but the folks that are actually closing deals and renewing deals.

And so those people are doing less calling, but they're doing meetings.

They're doing discoveries.

They're doing demos.

They're building consensus.

They're negotiating.

They're upselling.

They're renewing.

And sales teams will do thousands of those meetings a quarter.

And those meetings just happen and they essentially disappear, right?