How can Teampay successfully enter the enterprise space and overcome common challenges startups face when targeting enterprise customers?

We made a big push a couple of years ago on the enterprise side of it. That was a number of things. There's a website out there called enterpriseready.io and it's great. It just goes through it, here's what enterprises want: They want a SOC 1, SOC 2 and they want it audited. They want to know that you have some audits and some controls in place. They want fine grain access control and permissions. In the finance arena, they want multi-subsidiary and multi-currency support. They want single sign-on tools like Okta and SCIM and SSO support. They want HR integrations, we integrate with Workday and a whole bunch of the HR solutions. In order to be enterprise ready, you have to be able to do things at scale. That often means integrating with other systems, which is another area that we've invested very heavily in that system's integration part.

From a customer perspective, we've had customers come to us that are using some of these legacy systems that aren't working for them. They layer in Teampay alongside, and then eventually they move more and more spend onto Teampay. That's been a great position for us to be in, frankly. Nobody's going to rip out a legacy solution, where they’ve spent ten million dollars on a custom integration, and just fully replace it with Teampay. But what happens is they bring in Teampay, and then all of a sudden the spend starts moving over. Because again, it's the system that all the employees use, and eventually, they just diminish and finally stop using those other systems. That transition is really powerful for us. We've got customers now approaching 10,000 employees and we're going to keep growing.