Connect to Klaviyo's rivals too, so the platform can't easily copy you

Pat Walls… doing something similar to you, is they're going to the bookkeepers who manage hundreds of businesses. It's kind of a similar idea, right? Agency model. I have a question on this, though. Are you worried at all that Klaviyo, which is this app that you wrap around, or the agencies themselves, say, "Hey, I don't want to pay $500, $1,000 a month for something that I could just build on my own." What do you think about the future of this business?

ZacYeah, that's a great question. Us having a $1 million ARR business unit is amazing because we're a couple people. A publicly traded company having a 1 ARR business unit like isn't really going to move the needle for them, so I just think their sights are elsewhere. The other piece is we don't just connect to Klaviyo. And so if you're an agency with 30 clients, you might have 20 clients using Klaviyo, but you might have another 10 using Postscript or Attentive or Omnisend, and so even if Klaviyo were to build a version, it's extremely unlikely they'd show the data from those other platforms where Klaviyo isn't even involved with that brand.

Pat WallsI think that's a great answer and a good point. Let's talk about how to replicate this. What would be your advice for anyone watching this that wants to build a SaaS and potentially take some things from this model and implement it?