Nathan Latka describes himself as a different kind of entrepreneur, one who eschews “rah rah positivity” and dives right into the data. A recent guest on his Top Entrepreneurs Podcast, Marigold Engage by Sailthru CEO Neil Lustig had the opportunity to tell the world how much we’ve grown over the past 10 years.

Sailthru was founded in 2008 as a way to engage with consumers by connecting with them as human beings, rather than marketing segments. Since then, we’ve moved considerably upmarket and attracted larger, more enterprise customers. Working with those companies presents us with even more opportunities, growing our expansion revenue by taking on more brands within a large company or offering more services.

“We personalize engagement, which means our platform learns through machine learning what a consumer likes about your brand,” explains Neil. “We automatically tailor the communications to reflect that. This results in 1:1 communications on a pretty massive scale. We send 100 billion emails and each one could be completely different.”

Watch the full interview to hear more about Neil’s long career in software pre-Marigold Engage by Sailthru, how we’ve grown so much and how we plan to continue that momentum, and what Neil wishes his 20-year-old self knew.