Shriram Shubhamanian

So Daniel Wellington is an international watch retailer headquartered in Stockholm.

And they're currently in about 39 countries and on a rapid expansion spree.

So in countries like India, the way that they set up is they go to a mall and set up shop inside a mall.

Now, the mall asks them to send daily sales data to the mall servers.

So Daniel Wellington uses a specific cloud point of sale and certain set of other systems from which sales and other related data needs to be pulled and automatically pushed by FTP to the mall system.

And they had no way to do this besides manually some IT managers pulling out Excel and sending it to the systems until they found us through the past company to be able to do this in an automated way for pushing daily sales reports to whichever malls they operate in.

So when we talk about this use case, which is custom reporting or analytics, it can start at as low as $50 a month.

And it works on a per outlet kind of model, right?

So if it's a small retailer with just one or two outlets, they will be in under the $100 price bucket versus someone who is, you know, 15 locations, 20 locations across four states, they could be at 500 a month.

So that's a difference.

And then if there are customers that want additional capabilities, for example, new sets of attributes that need to get added to the report, that goes back to the build model that I talked about.

But the beauty of that is if new attributes get added, they go into the master library, which is now available to every other customer on the planet.

Right.

So last year it was 70% was custom development.

Okay.

Whereas this year we are quickly moving to the model where hopefully by March we would have reversed it to less than 20% being custom development.

So I launched this in the custom integration and apps phase back in 2014, where we were just getting out and learning about how to build integrations into different systems.

And in fact, if you've heard of the Amazon Go experience, initially we built out a self-checkout experience very similar to Amazon Go.

That was the first app that we tried.

And we realized that it was completely non-scalable, right?