Financial Modeler's Corner
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.
00:32:32 · Ian Schnoor, Giles Male, Paul Barnhurst
[00:32:32] S3: A lot of you... I mean, you are obviously aware of other firms, ancillary peripheral firms, whatever to you that are not around today. They were around a year ago. You are clearly you are clearly hurdled, a number of critical hurdles by now. I think that's phenomenal, and I think the market will be better off with your success. And, and so we're excited to continue hearing about how you are doing and performing. Giles? [00:33:01] S4: A couple of things that jumped out to me, I think, already is number one, your excitement at new LLMs, which I suppose I'd never really thought about and I forgot what the second one was. My memory now, I'm in my forties, is [00:33:15] S3: You got too excited. [00:33:16] S4: Truly shocking. The second one was better as well. Paul, I'll hand it to you. I'll think about it. I'll I'll I'll figure it out. [00:33:22] S2: Thanks for that moment, Giles. That was helpful. No worries. [00:33:25] S3: For that seniors moment, that was great. I know. 42. [00:33:30] S4: 42. What was the second one? It's great.
00:33:30 · Giles Male, Paul Barnhurst
[00:33:30] S4: 42. What was the second one? It's great. [00:33:32] S2: Well, you keep thinking. I would love to know... I know you guys have added the product. Are there other tools you plan to go into expansion? You've mostly been focused, as you mentioned, kind of the due diligence, the modeling, whether it's helping with the, you know, memos in Word or research there and PowerPoint, and I think Excel are the three three main ones you have right now. Are you planning on expanding beyond that to helping with, you know, these valuations, these very specific niches? Is it always gonna be kinda that finance area in consulting? Or do you look to go to other areas, or are you looking to add more apps? Or how are you thinking, as you call this, a platform, kind of that growth play as you continue to scale and grow and want it to be more used?