Financial Modeler's Corner
00:25:59 · Ian Schnoor, Peter Fuller
[00:25:59] S3: I mean, listen. I love... I I can't even imagine waking up every day and wondering, is there gonna be an announcement that is just, like, you... Do you even sleep? Like, every hour, something can happen that might, you know, cause you to, you know, flip over or, or... You know, mean, like, it's just... I can't imagine being in a place where... That is changing so fast, but surely, you... I mean, you must be feeling you're doing the 100 meter sprint every day, and wondering what's the newest release. What's that like? Talk about what that's like wondering... Yeah. Obviously, anticipating any days a competitor or a a frontier model might release something that's different. What's the feeling like to be in that environment right now? I [00:26:43] S1: really look forward to the releases. I I like... I I don't know. I think you guys maybe imagine that I might be nervous about them or scared. I I'm [00:26:52] S3: nervous. I I I [00:26:54] S1: I really, really look forward to them because I know that if a really, really strong model comes out, I'm gonna... We're gonna click that model into into Tracelight and next day, we're gonna have really happy users. Right? So and so I feel really, really good about that. And, you know, we're we're at we're at a point now. We... We've signed a lot of kind of big enterprise enterprise customers. Right? And, yeah, and making those users happy and it is is... Yeah. Feels great.
00:27:25 · Ian Schnoor
[00:27:25] S3: So I love it. Listen. I love it. I think that's the right healthy mindset anyway. I mean, you... You'd be... You couldn't do it if you were just stressed and nervous and worried all day long. You can't... You... And that's not that's not gonna be... But, no, I I love that. It's, listen. Obviously, we are we are in the fastest changing, evolving segment of any market than anyone is. We we talk. We have conversations and talk about events as though they're, like, milestone events. They were, like, over a five or ten year duration as they would normally be in most industries, and yet they were talking weeks. Right? Well, remember remember way back in March when we thought this? Well, that was because it changed from February. Right? Like, it it is... We're we're all in the same year here still, and it's... We're excited about where where it goes. Do you wanna do you wanna talk... Can you tell us a little bit about... I mean, I know we're... We've been with you for a while. Can you tell us about what the what is the what is the... Well, can you talk about the future a little bit? Like, what is what is the future of Tracelight? What are you talking about? What are your short term dreams in the long term? Like, what... Can you talk to, you know, our audience about what does that look like?
00:28:29 · Peter Fuller, Paul Barnhurst, Giles Male
[00:28:29] S1: Yeah. So I think, you know, we are in the in the position now where, like like I mentioned, we've we've signed a lot of of very large customers, and we have some some others sort of very close in the in the pipeline as well. And so, you know, when you're building... I mean, you guys have used our kind of pro tier, our max tier. To be honest, like, this is not the main engine of growth in our company. Right? The main engine of growth for us is is enterprise revenue. And [00:29:04] S2: As it should be. [00:29:05] S1: Yeah. That makes [00:29:08] S4: sense. Totally makes sense. [00:29:09] S2: And and
00:29:09 · Paul Barnhurst, Peter Fuller, Ian Schnoor
[00:29:09] S2: And and [00:29:10] S1: when you sell into enterprise, you know, it's it's different from from consumer or prosumer. There's there's this lead time. Right? You gotta sign contracts. Gotta get through the infosec. You gotta you gotta, you know, get through all of this. And so that part of... We'll always be doing that, but a big part of that now is is done for us. And now we're in that kind of super exciting growth curve now in enterprise, right, where we're deployed and we're just expanding into into these accounts. So the revenue is growing really, really fast now. And and and and the... Obviously, you know, such a large market that we're that we're selling into. Right? There's such a big opportunity here. Right? The way I think about it, you know, is you've seen coding. Right? You've seen the verve... You've seen the curses, the cognitions of this world in coding. You've seen Law, Legora, and Harvey and what they've done. Banking a little... You know, maybe Rogo has has done pretty well in in banking. And, you know, in in in management consulting, you know you know, we we think we're gonna be the next one of those. Right? And and so that's that's what the next kind of twelve months is about for us. It's like really, really scaling scaling revenue and getting the number of users in in those places. [00:30:24] S3: I love it. That's amazing.
00:30:24 · Ian Schnoor, Giles Male
[00:30:24] S3: I love it. That's amazing. [00:30:26] S4: And I'm I'm... Would it be... I'd be right in saying, you know, once you once you agree, you know, to to some sort of enterprise deal, I'm guessing it... It's... Tracelight becomes quite sticky because it must be quite an effort to get Tracelight in, guess. On the reverse, we're actually then That's the news.
00:30:45 · Peter Fuller
[00:30:45] S1: Yeah. No. You're right. You're right. So so the... I mean, it's it's so much work. It's so much work to get, you know, to go live, right, in an in an enterprise. And and so you do have that kind of baseline level of of stickiness, but that's not the stickiness we aspire to. Right? I think user love is the is the real stickiness. And and, you know, we... Yeah. That's that's going, like, really, really well. Right? And so that helps you also expand into the enterprise. Right? Because, you know, you can have a beachhead into a into a very, very large company, but you are far from done. Right? You you have the whole company to go to go sell to. And so that's the kind of phase that we're in now. And and then, yeah, like I mentioned, everything that goes underneath the app, you know, the layers beneath the application layer, the kind of like memory architecture, the way that you make Tracelight learn from... In a compliant way. Right? I mean, like these organizations, have they have a very specific, like, way that knowledge and information is is allowed to run through the the the organization. Like, when I was a consultant, I could do a project and I could not tell any of my colleagues, right, what was... What happened on that project or who the client was and all of these things. And yet I could kind of learn generally from it. Right? I could I could bring that experience and that judgment to the next point. And and that's kind of the the trick here. Right? And and you need to build that same thing in digital form. Right? If Tracelight is gonna get better every single time that they use it, and it's just very, very deep and very specific work. And there's actually a lot of actually unsolved research stuff there as well. So, yeah, we we hope that that will be the the next thing that will make Tracelight more and more useful and and entrenched, obviously, enough.