“It was a subscription model. We had a lot of upsell charges that people could do if they wanted to showcase themselves. But what we realized is, I think maybe it goes back to the engineer in me, is that problems exist in many cases. Sometimes, a better mousetrap is good. It's not always enough, but it gives you the opportunity to launch something pretty special. In this case, that problem was shocking at how much it persisted at all levels across all companies. There was an enormity of supply and demand dislocations in the marketplace that allowed our tool, our platform to hit the market at the right time.”
