How to Scale Your Compliance Strategy

The most important thing is in large buckets, your product market fit has to create one of these four values. Our initial value proposition was save customer money in very simple terms. The sales motions are very different than where our value proposition is today, which is get customer compliant. And then lastly, look, this is a lesson learned through many years. Particularly, look, I'm not a flamboyant 10x20x multiple guy. It's sexy to get 15x valuations. I would love to get that too, but be realistic on where you stand.