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It's meeting response rate is like you can get a 5% response rate. But if they're saying, please never email me again or opt out or fuck off, that's not directionally helpful. ... how many convert to a meeting? ... just a hair under 1% is really, really strong standard.
We have a growth engineering team. Yeah, I think there's at least half a dozen engineers that truly obsess over building products for go to market.
You still allow for manual outreach from your sales team because they, to your point, if you're going to send 20 unbelievably curated notes, the likelihood of those getting responded, sure, it is higher. And then the system can identify that, take that feedback, pull it in and start actually doing it at scale.
We built our own internal infrastructure to help automate a lot of our outbound. And that's what OATS is an acronym for, Outbound Automation Team.
You need to obsess over growth as it's existential for our business.
I give a lot of credit to Kareem early on with providing engineering resources to myself to build out our OATS program super early on in the business.
first engineers that I met at RAMP were otherworldly. It's like the youngest person to ever graduate from MIT. Someone that had already built and sold a business to Apple in his dorm room at Stanford. You know, the IOI gold medal Olympic track. That's what you want to underwrite. And then the fact that Eric and Kareem had already built and sold a business to Capital One, that doesn't happen by accident.
The card business, it's a trillion dollar plus a year market. Expense, same thing. Bill payments, multi-trillion dollar a year market. Travel, multi-trillion dollar a year market. Banking, multi-trillion dollar a year market. So you don't even have to be a good business to find a way to grow. So just given those dynamics, the fact that you have the market leading product, you have the most talent dense engineering roster that looks more akin to that of a lab, that of a SpaceX, you're going to wi