00:17:11 · S1, Donald Muir
[00:17:11] S1: What other go to market decisions have you made? You know, like that example you shared with doing the demo approach, which is very, very clever. What other decisions have you made, or what decisions are you actively trying to decide between right now and trying to make on the go to market side? [00:17:24] S0: Yeah. I took a contrarian bet in my second company here. First of all, my sales reps at ARK are second to none. It sounds like you got good feedback on customer support. These guys, I will go to bat for them seven days a week. At F2, I took a contrarian bet. That's my caveat. The contrarian bet is there are no salespeople on my sales team. I've only hired ex finance industry experts. These are folks who have sat in the seats, who have lived to the pain points that we are solving, who can get on a call with an MD or a principal from a middle market credit fund and share a screen and walk them through their investment memo that they created that same morning and speak to it in the same language as them and really bring to life the power of the product. And so it's ex finance professionals on the sales team that I'm teaching sales to. I have five years of go to market experience selling in the SMB space that grew to be quite well for this. And sales can be taught the finance acumen, living the pain point firsthand and be able to speak to that credibly in first person, that's been really valuable as part of my go to market motion enough too.
00:18:31 · S1, Donald Muir
[00:18:31] S1: If I reflect on all of the conversations I've been having lately, like, that's for sure a hot trend where people are doing that. We're, you know, hiring the 22 year old SDR to grind away. They're bringing in domain experts. So if they're building health care technology, they're bringing in doctors. If they're doing legal technology, they're bringing in lawyers. Like, it just makes logical sense that, like, that's who people wanna be... Who they wanna buy from is people like them. [00:18:50] S0: Here I was thinking I came up with the idea. [00:18:54] S1: Yeah. Know we're only a few minutes left, so I wanna give a chance to talk about the big picture vision here. So where do you go from here? I know it's early days for the company. What's the big picture vision? What's the big picture plan?
00:19:03 · Donald Muir
[00:19:03] S0: Yeah. The business has been inflecting in growth. I mean, we publicly launched the business just a few months ago. And we're tracking it, you know, 10 x quarter over quarter growth consistently going into q one of next year. That's a testament to the technology we've developed and that we've brought to market in a very intuitive user experience. So we're seeing inflection in platform utilization, inflection in weekly active users, inflection in net revenue growth, in retention expansion. So that's really exciting. This is the first inning. This is the first at bat in the first inning. We are literally just getting started. So starting with prefunding workflows, so due diligence of private markets, investment opportunities, that's private credit and private equity, commercial banking. From there, we go into portfolio monitoring where you do the deal, now you gotta monitor at a quarterly basis. We can do that agentically. We can have the first AI native portfolio monitoring solution that's directly integrated in a unified platform experience with the underwriting product. And then from there, well, if you wanna talk, you know, long term, once we have thousands of enterprise clients leveraging the product, we can start syndicating deals directly on the platform. And so when I think long term, how does it become a $100,000,000,000 publicly traded business in the next handful of years? It's going from providing the plumbing to do deals more efficiently, to actually brokering and syndicating those deals directly on the platform, which will be what, you know, what comes next.
00:20:25 · S1, Donald Muir
[00:20:25] S1: You have to give us the first interview after that big IPO? [00:20:27] S0: Three years from now, we can reconnect and catch up on that. [00:20:30] S1: Sounds good, man. Let's do it. Alright. Wrap here, man. This has been awesome. Everyone knows where to go. F2.ai. Where else... Anywhere else that they should be following along with this journey? [00:20:38] S0: Draw me a line on LinkedIn. I talk about the business a lot there, so feel free to follow along. And then if you think you wanna be part of our journey or as a customer or potentially as a team member, shoot me a note. We'd love to have a conversation. Maybe. [00:20:49] S1: Thanks so much, man.