[MaxKeenan]

To the first point -- certainly some friction here. In most cases the employee is able to integrate the app and flags arise to IT after the fact. Then the employee connects us with IT and we resolve the issue by going through a security questionnaire / showing our SOC II. The majority of our current users are SMBs, where they don't have significant IT oversight, we're one of the few products in the space that's truly self-serve.

To the second -- very good point and something we continue to experiment with. Our basic thesis is -- if your search is really good, people will learn to default to your app. For many of our users, the unification is less so the value and more so the better search quality, especially compared to Gmail and GDrive. Another good point that writing things as a question is often a worse user experience than just using Google search esque terminology. For our Ask Needl feature, you can still get value without writing an entire question. Ex: website total budget --> $1000-1500.

Our YC journey was certainly formative. Much of the advice given was counter-intuitive in the bull market of Nov 21 when everyone was spending and growing as fast as possible. My biggest takeaway was the focus on solving hard problems with small teams and only caring about what your users think of you. Would highly recommend - the culture is unparalleled.