“And the reason we can't do business with you anymore is that we are one of the largest companies on planet earth, and you have 17 people on your team. and so you'll never service us. It's just physically impossible unless you have a scalable software platform, in which case we are interested. And so we heard this from a few different sort of mega companies and we realized that it was both a more scalable model and one that we could execute on because the market had changed. Now these companies were starting to think at least a little little bit digitally, never perfectly, but a little bit.”