Thanks Wil, another great article. A big lesson I Iearnt by bootstrapping to profitable growth - some of the VC backed businesses will fail and present opportunities. We had several competitors that took big bets and failed. We got approached as an acquisition target only to find we were in much better shape to acquire the competitor. We also found an increasing number of B2B customers preferred us - we cared because we had to. Whereas our competitors could afford to keep churning. We started to make better long term decisions too eg we could get more selective over which customers we went after. Happier customers, happier team, better EBITDA.