The Exchanges

Q when he uses the word BI, that's business intelligence. Um, and then, uh, obviously mentioned NetSuite. Uh, you guys obviously know that. So Seymour, should we think of iCharts kind of like, uh, You know what, like, like a grow.com, what Rob's doing, or like Clipfolio and what Alan's building. I mean, is it, is it a visual representation of data, or is there, is there something else behind it?

A So basically, it is, we, you know, it's, it's, it's more horizontal than that, so we basically can take any kind of data and aggregate that data in real time, and then visually represent it, um, uh, so that people can interact and slice and dice the data, but also not only visually, so pivot tables continue to be, everybody loves pivot tables, so we do pivot tables as well. In a, in a more broad, really a broad way to explain to us, um, as an analogy is, um, Think of us as, like, in every car, you have a navigation system, right? And, um, rather than the car manufacturing building those navigation systems themselves, we supply the equivalent of an, of a, um, of a navigation system to, to everybody who basically is a car manufacturing. In our case, it is SaaS platforms.

AI assessment note: “we basically can take any kind of data and aggregate that data in real time”

Q Seymour, that was, is really valuable to understand that. What I was referencing, though, is when someone is already your customer, right? In year one, they've paid you the contract. What are you doing over the next part of their lifetime to increase the value you're giving them and also at the same time increase the price point? The number for this would be, right, net revenue expansion. Right.

A Ok, got it. So, um, so, well, look, um, as these get started, um, we develop a really, you know, a good sense of what their needs are, and, uh, for example, you know, a number of our customers need, like, they start with one data source, But now they basically are trying to get insights from multiple data sources. So how can I have integrated an integrated view? That's a, that's a fantastic way of expanding. So for example, one of our customers basically has production level data, right? So they have, you know, in one system, they have ERP data, their financials, in another system, they have, you know, production level data, and, you know, see those, that, that data combined, that drives expansion for us.

AI assessment note: “they start with one data source, But now they basically are trying to get insights”

Q Got it. It makes good sense. And who are you selling to? The NetSuites Or the companies that are using NetSuites, like you meant, you have on your site, I think, Candy and a few other, a few other companies.

A It depends on kind of which ecosystem we work with, so we consider the SaaS platform's ecosystems, and NetSuite is a massive ecosystem. I think they have, they serve around about 40,000 corporate entities, so in that case, we have a mixed business model, either, you know, um, you know, we have a direct sales team, we are, uh, working very closely with NetSuite who are bringing us into, uh, you know, business, so very mixed. Um, as we branch out over NetSuite, we are serving, um, you know, we will go into exclusive relationships with, um, these smart, you know, with, uh, SaaS platforms and let them distribute us. So it depends basically, uh, by ecosystem and how we are, uh, you know, initiate the conversation with each.

AI assessment note: “we have a mixed business model, either, you know, we have a direct sales team”

Q Got it. Um, what is, what is, what's stopping you from growing faster? Cause the metrics look, look like they make a lot of sense.

A You know, there's, uh, there's an advantage of growing fast, and there's an advantage of, uh, of burning yourself as you grow too fast, because, you know, as you kind of grow into the next levels, you want to make sure you have the right set of quality in place, both across your teams, like, you know, how do you sell? How do you serve your customers? How do you build your product? So, um, that's, uh, so we've, we've kind of, like, hit critical mass at this point, so we're kind of, like, ready to take off the brakes. And, uh, accelerate, uh, our business, but what I, perhaps that's part of my background coming from where I come from. So, um, so yeah, exactly at that point right now. So, but until now it was all about focus on having a highly, you know, well-functioning team that produces quality and gives our customers, um, what, uh, what we need to give them.

AI assessment note: “until now it was all about focus on having a highly, you know, well-functioning team”

Q What was your rent? What was your rent in Germany?

A I don't Like a fraction of what I'm playing today, so I would say a quarter. So, um, you know, I've got a, it's a really funny and interesting story. So, I mean, the short version of it is when I had, um, you know, I had this idea for a cloud-based, you know, business intelligence, uh, platform, and the question really is, where do you, where do you, where do you build that, right? And when I started originally, I was based in Germany. I had hired some, you know, brought in early some developers from India. Now my entire development team is here in Mountain View, but, you know, that's, that's how I started, and I was wondering where to start, and I know from my past, trying as a German company to sell to the US market, it makes much more sense to be here in the US market than trying to, you know, fighting the not invented wheel here.

AI assessment note: “Like a fraction of what I'm playing today, so I would say a quarter.”

Q good at figuring out How to drive net revenue expansion from their current customer base year over year. And a lot of that levers, usually the strongest lever, there's number of seats, but sometimes there are other levers that inside sales team can pull. What levers are those? I'm assuming those 20 are probably some inside sales people. What levers are they pulling to drive expansion revenue for your product?

A So, so basically, um, our, right now, uh, the majority of our go to market is centered around, um, you know, going and finding NetSuite customers. And so, the level is very simple. Like, if you are using NetSuite, um, we pretty much, you know, know your pain points very well, which is, um, you are struggling with, um, you know, getting reports and insights, and we fix that problem. And so, uh, the size of how much you need really depends on how big your NetSuite instance is, and how the value of our system grows The more user you use it, right? So, so we have a discussion with you is how, you know, what's the value of having, uh, consistent, um, insights and KPIs measured across the organization, and how do you make that, you know, transparent and visible to everybody, and that automatically drives our conversation in terms of, uh, right sizing, uh, how much of I charge you need.

AI assessment note: “size of how much you need really depends on how big your NetSuite instance is”