What is the significance of Finch being a developer-first company?

It's important to have a developer-focused motion and a great developer experience, especially when you’re trying to disrupt an old-school sector. But at the same time, if you look at Plaid, only 15% of their revenue came from their developer-first, bottoms-up product motion. Most of their revenue came from their sales team.

What was important, though, was the marketing part of the developer experience: things like the clean documentation and the whole self-serve dashboard are very important to get someone—even within the sales-driven motion—to be able to trust the product and sign-up.

Twilio and Stripe have been more successful with the bottoms-up motion given that the number of customers they can address is extremely large. With any SaaS product, if your “n” is large, it makes sense to try to drive a really strong marketing motion rather than a sales motion. If you’re a Plaid or another of these specialized API companies, it's really more important to have a strong sales team.