The vast majority of my time is spent 'in conversation' as you'd expect.

I place a huge value on time with people, ideally in person.

In these conversations, I advocate for Detected of course but genuinely approach everything with balance and objectivity.

With that in mind, I thought I would list out some of the things I have said recently and give the context behind the statement. This will hopefully be useful guide to the KYB & CDD (Customer Due Diligence) landscape as well as Detected of course.

If we have been in a meeting recently, you will have no doubt heard me say at least one of these things. It has likely been while I gave a product demo to back it up.

Disclaimer - I might be wrong and am very happy to be challenged.

1. "Data orchestration solves for the happy path, and nothing else."

Context: Connecting to a mix of different data providers means that during onboarding or reaccreditation, a compliance team can find out the information that already exists about a business or individual. If that information is enough, great – but if it isn’t, the compliance team needs to speak to that business or individual.

That is when the email death loop begins. Far better to have a flow that is personalised up front or as a backstop automated customer interaction that leaves compliance teams to deal with higher value work. Thankfully the 'yeah great, but can you find UBOs in Botswana?’ question is becoming less common.

2. "One of the most difficult things about the space we are in is companies who say they have a platform when they don't."

Context: This is very simple - I am of the opinion that a platform (in this context) is a single location for compliance teams to do everything from configuration of customer facing workflows and amending screenings settings to in depth case management and ongoing monitoring automation.

The amount of vendors in this space who have a data review dashboard and call it a platform is shocking. If you want to take a look at what is included in a platform, take a look at the 100+ features on the platform section of our website.

3. "I really do believe that we have the most capable platform in the industry."

Context: Capable is, of course, slightly subjective. The way I am measuring this is breadth of capability, which, given we are more often than not beating the biggest names in the industry in well-structured RFPs.

I also speak to customers and partners a lot – I know what our competition has.

4. "I am glad we shifted to a majority partner led GTM."

Context: While we do support direct customers and the GTM of our partners, that is as far as it goes from a sales & marketing perspective.

With the proof points we have, we could very easily raise $15m and scale GTM (across sales & marketing) - but with the business growing significantly without increasing costs, what's the point? To get an article in TechCrunch? To be able to say we have a huge team? Neither of which bother me. We know that building what we have is very difficult, and there are plenty of big businesses who are seeing the demand for it from their customers and prospects.

5. "We don't have an industry specialism - the platform is so configurable that it is as capable in Supply Chain in Canada or Legal in England as it is in Payments in the US or Marketplace in Australia."

Context: While some companies in our space want to focus entirely on signing mid-market fintechs and others on being the 'go-to' in professional services in a specific geography - we are all things to all people. Rather than build for a specific industry, we offer the foundations required. For example, rather than have a 'library of documents', our customers can create unlimited document types.

This is only possible because A) we have spent over 5 years building it from the ground up and B) because our partners refer us or sell us to customers in every industry so we have had to ensure the platform meets the varied demands.