Shawn Riegsecker

We've managed to get there on about $50 million in capital raised.

We've bought three companies along the way.

And so a lot of people say, well, are you SaaS?

And do you want the high gross margin business?

Are you services?

And how do you value that?

I've always looked...

at our business in two ways.

The service company, one, has actually allowed us to fund the development of the platform, and two, because they're using it.

They're kind of the first folks through the door, so we actually can build it perfect for them, make sure it works right, and then we can distribute it to our customers.

I think the service company, although, yeah, it's not a high gross margin business by any stretch of the imagination,

it's really helped fund the company and make sure we build great software.

So now you got to remember, we've been in business quite a while.

And I think, as you know, businesses will go through different life cycles.

So early on in the process, how I started up, so I started the company, didn't have any money, didn't know what I was doing.

And so I figured out, well, I had to figure out how to sell and get clients.

At the time, back in 2002, 2005, ad agencies were struggling just to do digital nationally.

So the first step was that ad agencies would outsource their local digital buying.

So newspaper websites, TV websites, radio websites.

And that's the hardest and most complex piece of the industry.