The Challenges of Starting a Service Provider

We did not raise any money in those first two years while you were working with Square as your only customer. Our thinking was we wanted to ensure that they are successful. And then we trusted that everything else would fall in place, right? So there's a whole part of the company that really started to come alive once we made that decision. We had the crappiest one page but I refuse to do anything but go-to-market motion.