How does Clearbit view companies like Apollo offering sales and marketing intelligence and how do they compete?

We think of that as farther up the stack. Maybe we'll eventually be there, but that's not where we play today. We started with APIs, the core fundamentals, and we built these no-code integrations, then we built these extensions, and we built this data management and automation platform for creating these data loops. But we're really still in growth marketing, data engineering, and demand marketing land, where they're building ongoing campaigns and loops. Things like Apollo, primarily, are for individual reps to go and build a list and email them. It's like being closer to the frontline salesperson, and we're still below them. Marketing teams don't use Apollo much. I'm sure there are use cases, but that's not the way that the market thinks about it today.

Part of the reason we have such a big sales mind-space is we got almost a million sales reps to install our extension, which was a way to get our data in front of people, but also a data acquisition tool for us. But that did make a lot of people think of us as a sales tool.