How Do You Position Your Product in a Competitive Market?

Once you get to a million dollars in ARR, you kind of like, okay, this is turning into a more serious business now. It's a very competitive market. You got some very big players in workforce management, ADP, SAP, Workday, Cronus or UKG now. So at what point did you guys sort of realize, look, we're playing in this space with all of these big boys? And here's how we need to position ourselves.