Growing International Online Sales for Ecommerce Businesses

Adam:
Welcome to Woo Biz Chat. My name is Adam Weeks. Unfortunately, I am not joined by my wonderful host, Emma Young. Today. Emma Young is out. I can only assume saving endangered pandas or something. However, I am joined by Christo. Christo is going to be sharing with us today about Airwallex, I have to admit, was a little bit new to me. Bob was the first one to introduce to me when he announced that they were our sponsor. So we’re going to get into, we is Air Wallacks and why is Airwallex? And yes, Christo, welcome to Woo Biz Chat, as they say in the biz. Let’s start off with the hook in the Woo Biz. What’s the hook? Christo, if you want to quickly introduce yourself and then why do the builders of WooCommerce and WordPress care about Airwallex?

Christo:
Hey Adam, thanks for having me on the show. It’s great to be here. So I actually come from South Africa, Cape Town actually originally, I believe that’s also the home and birthplace of WooCommerce. Incidentally, and actually a couple of years back built some products for local business with WooCommerce. We were actually trying to rebuild WooCommerce’s infrastructure to make it like a templated design. And so I’ve got a long history with the WooCommerce brand and I used to be in a payment company in South Africa called Pay You, and we were building really unsophisticated payment products on top of WooCommerce. And I see things have changed a lot since then. I actually live South Africa and now live in Amsterdam in the Netherlands and work brought me over to Amsterdam, but I ended up staying because I like it so much. And right now I head up strategic partnerships for our EMEA region for Airwallex, but this is probably, yeah, I think May is my one year mark at Airwallex.

And I spent six years before that at Uber doing strategic partnerships for that. So I’ve had quite a checkered career path up until now where it wasn’t payments or partnerships and the likes. And I joined Airwallex because they actually had a payment solution. They were solving a problem that I had not seen other payment companies solve. And it’s part of the reason why we think that there’s such a strong value prop for most food merchants or just ecommerce businesses in general. And a lot of payment gateways that have a competing product to ours in the market have built payment gateway products and solutions, but they kind of stopped there and they moved money from the customer to the merchants. But we know that businesses are going increasingly global and selling across borders. And we actually didn’t build online payments as our first product. I can tell you a little bit more about what we did first, but we’ve got this great infrastructure where you can hold money in all these different currencies and accounts across the world and it solves a whole bunch of problems that have been inherent in online or global commerce from the star.

There’s a huge cost problem, there’s a huge localization problem. And so we found, or we feel like we’ve built this infrastructure that allows even the smallest merchants to access tools and financial infrastructure that was not available to them for a very long time. Only very sophisticated big companies to do this stuff. And essentially what it does is it allows merchants and to accept payments in the currency of their customers, but also then to hold the money in the currency the customer pays it. And I’ll get into this in a little bit more detail, but the hook is really that we help these small two medium size merchants do crosswater business in a much more cost effective way than they could have in the past.

Adam:
Got it. That’s really interesting. So I think I remember reading Airwallex has been around since about 2015, so it’s not brand new. You’ve been with them for a little over a year now. And when would you say that Airwallex really saw WooCommerce and WordPress really got on their radar and really started focusing on this community?

Christo:
Yeah, let me actually give you a little bit of history. I think the story of Airwallex is kind of interesting as well in the context of hub,

Adam:
But a coffee shop, something about a coffee shop, and that was really important. So I brought some coffee, I’m drinking coffee now. But yeah, tell us about Airwallex and coffee and how those two are connected.

Christo:
So our two, our co-founders, Max Li and Jack Zhang, Jack is now still our CEO wanted to build a blue bottle type coffee experience out of Melbourne, Australia. And so they built a coffee shop called Tuck and Cole and incidentally, this coffee shop still exist in all of our offices globally. It’s kind of our found the story mascot and they had to move money, sorry, not they, to move money, they had to move product from China, like coffee cups and lids and stuff to kind of run this coffee shop. And the process kind of figured out that this was costing him between five and 7% in fees, banking fees and cross water fees and stuff. And Jack had been working in some of the banks in Australia and had a lot of experience in doing ethics trading, et cetera. And so it kind of built out this business to solve this problem.

But really at its core we’re solving it for small to medium sized businesses first. And so the first product was what we call a global accounts product. It essentially allows small businesses or medium-sized businesses to open up a multicurrency accounts from a single relationship with air. So you could sign up in Australia to airon and you could get a multicurrency account in the us, a Euro account in Europe, a pound account in the UK within the kick of a button. And so as we built that stuff out, we started going, okay, maybe we should also allow e-commerce merchants to accept money into those different currencies. And when we really got involved with the WooCommerce as a business as a partnership was about a year ago, just after I joined, we always had a WordPress plugin that allowed businesses to use our product, but it was kind of one of these WordPress plugins that you have to go and look for. It’s not official. And so we officiated our partnership with Commerce, I think it was just a little over nine months ago. And we’ve been working really closely with them to upgrade our plugin, get it up to standard, make sure that it’s really useful for the WooCommerce community. So we’re really in our infancy in the space. Others have been doing this for a lot of years. And so yeah, I would say we are really kind of starting off now with the community in a big way.

Adam:
Got it. That’s great. Thank you for that background. I love that coffee story. And Al actually leans into it if as soon as you start looking up Airwallex actually kind of get into that coffee. And what I love about that is it helps us as a community, as maybe a potential customer helps us understand why we would care about Airwallex. Airwallex saw a problem, or the co-founders of Airwallex saw a problem that they had. Wow, we’re spending five 10% of our money that really isn’t necessary and we’re doing this every month over and over and over again. They say, Hey, we’ve got a way to reduce those costs. There’s a way that we can solve that. So in as simple terms, what would you say, who is Airwallex in this WooCommerce WordPress ecosystem, the builders? Who do you think that Airwallex is best suited for and what is that use case? Hey, we’re struggling with this, Airwallex comes in and solves what problems?

Christo:
Yeah, this is a really interesting question because we’ve got such a broad product set that we actually solve a lot more problems than you would imagine in the WooCommerce ecosystem. But the two prominent ones are sellers, people selling products and building e-commerce stores on WooCommerce and WordPress with cross border payments. We’ve spoken about this a bit, but the main issue is cost, right? And cost tends to happen with a process that we call forced conversions. And a lot of smaller merchants in a woo ecosystem or even another ecosystem won’t actually be aware of what a forced conversion is. So when you sign up with a payment gateway, they will give you some rates and in the fine print you’ll find a rate that is a forced conversion rate, really small. And in fact sometimes it doesn’t even come on your statement. You have to look for interesting.

And that forced conversion rate is between two to 3% on a transaction. And when it happens is if you are a business in Europe and your main currency that you’ve got with payment gateway isn’t Euros, so they’re going to pay you euros when you get money from your customers, but your customer happens to be in the us, they’re paying dollars and your payment gateway doesn’t have a relationship with you to pay you in dollars. So they force convert the transaction to Euros and that transaction is the one that costs you two to 3% and it happens every time someone from a different currency pays you for one of your products.

And the other piece to that is that there’s also a hidden exchange rate that you don’t know, but that exchange rate is suboptimal, it’s being rolled across a couple of days and kind is being optimized for Visa and MasterCard. So there’s probably between two and 3.5% that you could use just on that transaction being converted. And so anyone in the Woo ecosystem that’s going to store that’s selling stuff into a global market or into a currency that’s not their home currency, this product really can help them optimize those single transactions. And a whole, as you explore this with those merchants, you find out that they’re actually what is mind having some dollars they don’t actually mind because what happens is they go, oh, I’m actually paying my Google AdWords in dollars, so I’ll leave the money in dollars, I’ll just pay it out. Or I’m paying a supplier in the US or I’m paying my courier in the us. And so you find out there’s so much optimization and so what traditionally happens is that they force convert the money back to Euros and then they have to move the money back into dollars and so they double paying for FX fees.
And so it’s such a typical problem.

Adam:
Yeah, I’m self admittedly, like I said, new to Airwallex. I’m not currently a customer, but as you’re describing how Airwallex it works, this is really honestly intriguing to me and I’m curious more about how it works, the functionality of it as I would experience it, and maybe some of the differentiators. So am I under clear and understanding it that essentially you set up a Airwallex account and you put money into your air wall account and then it stays in that currency, but Airwa can make those payments for you without having to make those conversions. Is that kind of how it works?

Christo:
Yeah, that’s certainly one use case I think for a WooCommerce merchant or someone selling online. I think the way it works is, and just to kind of take it through the whole life cycle of this, we are available on the WooCommerce plugin listing pages, the extension pages, and you would install us just like you install another payment gateway, and as we onboard you as a merchant, we would ask you how many currencies do you want to operate in globally? And you’d say to us, yeah, give us US dollars, give us Euros, GDP and maybe Singapore dollars, I don’t know.

And then we’d go, okay. And so every time a customer pays in Singapore dollars, you want us to put it into the Singapore account that you’d go. And then we’d go, okay, do you need a credit card or do you need a debit card in Singapore to pay somebody in Singapore? And they’d go, yeah. And so we’d send them up a debit card that they can add in a virtual like add Apple Pay or Google Pay or whatever, and we’d give them an entire infrastructure to just go and make bank transfers in those markets as well. So you could think of it like operating a bank account, but it’s not a true bank account, it’s a global account.

Adam:
It’s not an actual bank account. Okay, interesting.

Christo:
And so this kind of infrastructure, the last thing I’ll say is that more sophisticated merchants, even the likes of Shein, which is one of the biggest fast fashion retailers in the world, you would extent that they would’ve built this stuff up themselves. They’re one of our biggest customers. And so this stuff is a pain point all the way up and down the value chain. And so it’s really resonating with everybody that’s got to do this really painful thing of just basically moving money around the world.

Adam:
Yeah, it’s really interesting. So one of the things when I’m introduced to a new company, I like to type in the chat in the bar in Google that company and then just vs verse and so Airwa verse and I get nine different options. Just take a moment, what is it that really sets Airwallex apart? Why would I pick Airwallex over maybe an incumbent such as PayPal or Stripe, some of these bigger ones or maybe some of the newer guys coming up, what’s Airwallex that like, yep, that’s the one that I got to go with.

Christo:
Yeah, it’s interesting. We have this problem internally where whenever someone asks us who our competitors, we’ve got five different categories, we do so much stuff. But if you’re just in the payment acceptance space, like taking online payments and you’d go up Airwallex versus Stripe for example, I think this two to 3% forced conversion rate that I mentioned earlier, often Stripe will not expose merchants to this. I mean it’s good money and a lot of companies make good money from this two to 3%. That’s probably our biggest differentiator. And when it comes to actual just fees off the back of standard fees on local cards or local currencies, we tend to be cheaper than most predominantly because we’re coming into the market a bit late and we need to kind of run over customers, but we are generally cheaper than others. And then when it comes to plugin capabilities, and I know when you’re building on WooCommerce or WordPress, the quality of the plugin becomes quite important.

How that plugin works with your checkout pages, how that plugin works with local payment methods. If you then compared us to a Mollie, for instance, Mollie is probably one of the biggest payment processes in Europe and they’ve, they’ve got a big WooCommerce community as well. We have from a product perspective, something called onsite checkout. Now, I don’t know if you’re familiar with this, but if you’ve ever been to a checkout page and you go to the payment section, you often see the payment options on the page at the end of the checkout or you see this blank button that says click here and it takes you to another page to complete your checkout. That redirect is quite a big issue when it comes to drop off. So a lot of customers, they’ll get to the end of the checkout page and one more redirect will actually stop them from completing payments.

It’s called checkout conversion or checkout abandonment or drop off. And if you compare us to some of the other plugins like Mollie and I think, I dunno which others, there are a few out there, you guys should check this out. When you’re looking for your payment processor, we have onsite checkout, which means you don’t leave the checkout page to complete your payment. And so the customer doesn’t feel like, Hey, I’m leaving the store, I’m going somewhere else. Then I’ve got to come back. If those pages take too long to load or they blank out, then the customer will just find some of the product or your product somewhere else basically

Adam:
It sounds like the customer experience is pretty seamless. It doesn’t dumping ’em somewhere else and they’re not going to worry about. That’s one of the things that I think we still deal with even in 2024 where people go to your store and they trust, okay, I’m going to get the thing, I’m going to send the money and I’m going to get the thing. And so we want to make sure that they trust the process. And it sounds like what you’re doing on the customer end helps with that.

Christo:
There’s another really interesting phenomenon, and in developed markets like the UK or the us, the predominant way to pay online is via a credit card. And if you don’t have credit card, no one’s going to pay. And globally it’s pretty consistent that you should have credit card as the de facto option. But if you go to markets like the Netherlands or China or Singapore, you’ll find that actually 80 to 90% of the payments are done via an alternative payment method. So in the Netherlands it’s iDeal. In China, it’s WeChat or repay in Singapore could be GrabPay for example. And what a lot of first time e-commerce merchants or even just people that don’t have access to this information will not necessarily think I need to make the local payment method available to my customer. And if you were selling goods into the Netherlands as an example, and you didn’t have ideal as a payment method, you would convert 80% less than your competitor.

And so when you’re going through and you’re looking at payment processes, it’s really important that you look at who’s got the most popular payment methods in the markets where you have the most customers and make sure that those payment methods are the ones that you enable with your payment processing. I think if we differentiate analytics one last time in the versus category, pretty much all of the processes that are popular in Woo right now focus on Western and let’s call it western markets alternative payment methods. We have 160 and a large chunk of those are sitting in APAC as well. So as more and more merchants are selling into Asia Pacific, into Japan, into China, et cetera, they’re going to need those local payment methods. And so we are a little bit ahead of the curve in that we’ve got those payment methods because we came from there and that’s our home and we know them really well, we know the markets and then we do have the other ones covered in the rest of the world as well.

Adam:
Got it. Alright. So that seems to cover pretty well the merchant side of aal. And also as I understand you are also able to send money, so a number of people in this ecosystem, maybe they have a graphic designer that lives in another country and they need to pay, it’s maybe not an employee, but they’re a contractor and they want to send money. I know that. So Chase is the bank that we use for one of our agencies and I was just looking it up and transfer fee is something like 40 bucks if I want to do a wire transfer, it’s crazy. So we try not to do it very often. What does that same, if I have a vendor in another country, what does that look like as far as from my bank to that vendor using air wallets?

Christo:
We should probably talk to you about that $40 payment you’re making as well.

Adam:
I know, that’s what I’m saying.

Christo:
What currency were you paying as an example? I can maybe use that.

Adam:
So going to US dollars and then we’ve got some in Pakistan and India. We also have someone in Australia, so we’ve got different people that do work for us and we’ve got to send money and it’s a pain.

Christo:
So this is probably one of the first use cases we sold out of business. What you did through Chase is called the Swift Payments. It’s the incumbent network around the world for the banks to move money between themselves. But Swift is super, super expensive and it takes three to five days to clear into the beneficiary’s account. I think there’s a lot of different ways to price a swift transaction, but at its cheapest or most basic, it costs like $15 in fixed fees and then you pay additional fees depending if your recipient or your beneficiary is going to pay for their own fees. So you could pay for their fees and it could easily get up to this $40 mark that you mentioned. And then depending on the value of the transaction, it kind of goes up from there. That transaction is normally when you go to your bank and you say, I want to pay X over there, we’ve built infrastructure that we basically say has rebuilt the Swift network.

And so if you had to make that transaction via Airwallex today, you would put money into your US dollar account that we provide to you, and you can do that from Chase. It would cost you zero to put money from Chase into your AOL account because it’s a local transaction. We would then ask you where you want to put it. Then you’d say, I want to send it to Australia. So we open up an Australian dollar account for you and you would move the money from US dollars to Australian dollars, we would charge you the bank rate. So it’s called the spot rate or the interbank rates. We’ve got a blended one called the Airwallex rate. It’s pretty much the same thing, and we’d charge you like a percent on top of that to move the money. Now a sort transaction would charge you anywhere from a percent if you were a massive institution with a lot of bargaining power to 3%, if you’re just getting the standard rates at the bank and there’s no other fees associated with that once in Australia, you use the local bank transfer rates in Australia, which are technically free to pay your supplier.

So you’ve basically paid 1% to move your money versus with $40. And I can guarantee you that that’s $40 transaction was not, that $40 was not 1% of the transaction. It was somewhere between three to 4% of the transaction value. And so even just these simple things like just moving money have been inefficient for so long. I think people are just used to it, right? They’re like, oh, this is what it costs. We just do it.

Adam:
Yeah, it’s just the cost of doing business.

Christo:
Yeah, exactly.

Adam:
And I think it can be one of the things that disincentivizes us from using the global economy. It’s like, well, lemme just use somewhat in nearby for you weigh the reasons, and one of the reasons why you don’t want to do business internationally is these fees and uncertainty. Does the vendor on the other side, do they need to have an Airex account? What does it look like for them?

Christo:
No. No. So the nice thing about Air Wallets accounts is they’re not virtual accounts. So we’ve built a really intricate and very highly regulated network globally. We haven’t got our own electronic main institution licenses in a lot of markets, which means we partner with the banks in that market and you actually get a bank account underpinning your air one global accounts. And so you can actually get, in the us you’ll get a bank account number and you’ll actually see the bank that it’s from. In Europe, you’ll get the same thing. And so when you pay out the money in Australia, you can pay to any bank account and it would just look like a bank transaction to your supplier or your customer that you’re paying in that market. So there’s no abstraction or fragmentation when you do this. It’s just using the existing rails in a way more efficient way. And the person getting paid would see it no differently. In fact, they would just see the money a lot quicker and be a lot happier than they were before.

Adam:
That’s fantastic. So one of the things to transition to is when we think about money, everyone’s worried about being scammed, they’re worried about hidden fees or things that are not expected. I think that’s probably why Swift is still such a big part. It’s like, yep, I know it’s there, chase Bank or whatever, these big banks, or we’re going to use Stripe because yep, it’s the game in town. Air Wallacks I’m imagining is new for quite a few of our listeners. They’re just being like, oh, who’s this Airwallex? They’re a fly by night. They’re this little company and they’re going to be gone. Tell us a little bit more about Air Wallacks the size. I do believe you guys are fairly large, you’ve gotten quite a bit of funding and just a little bit more about the company Air Wallacks and what would help me feel confident that they’re not going away anytime soon.

Christo:
Yeah, it’s a really good question. I think when you hear about Airwallex for the first time, it’s kind of an interesting story and an interesting business, but we are actually about 1400 people globally now. And if we were talking to each other now and we were based in China or Hong Kong, we probably wouldn’t be asking the question about who they were because in those markets it’s kind of a very well established brand. Our last valuation was at 5.5 billion, so it’s definitely not a small business. And we processed, we processed around 80 billion of money movements last year. Look, we are still growing at between 90 to a hundred percent year on year. So we’re still in hyper hypergrowth.

Adam:
What a hundred percent at that? Man, that’s amazing.

Christo:
Well, you kind of want to be, because the product that we built, we have a high conviction that it solves a proper problem. And the numbers that I just told you now proves that a lot of people want to use us for these purposes. There’s no arguing about the value that we bring, but in Western, in Europe and the us, we’re still establishing our brand and probably why we’re talking to you today for a large degree. But the venture capital, that access is actually, interestingly, some of them are some of the biggest VCs in the us. We’ve got Salesforce ventures, Sequoia, green Oaks, and so we’ve got the backing of some really big institutional money in the us and so we’re starting to get a foothold there. And actually we’ve got a really big product line and we’ve got this other product line, which is called Embedded Finance, and it’s super complex, but it allows other businesses to build financial infrastructure using everything that we’ve built.

So if you wanted to build, for instance, money we’ve built for your customers, you could use us, you could white label us and you can build your own software. The reason I’m saying this is not because I’m going to explain it to you because it’ll take too long, but we’ve actually got some really, really big businesses in the US using this. So we’ve got Brex who does expense management, they’re one of our big customers in the us rippling who does payroll. Shine, I talked about biggest fast fashioned retailer globally. We’ve worked with Xero, the accounting platform, most Woo merchants will actually know about. Xero is a really popular coffee platform for Woo merchants. And so we’ve got some really, really big customers. We’ve got some really big investors. And then we’ve got the superpower where I think I mentioned it previously, we’ve gone and got license in all of the markets that we work in or operate in, but we don’t just have the standard licenses to operate money movement.

We’ve got the licenses to hold money. And so we’ve also got the, let’s call it the rubber stamp from the authorities around the world that aox is a credible institution. And then lastly, this is a complex infrastructure. This is a really, really important question that you asked. We’ve got some of the biggest banks of the world backing us. So one of our corporate banking partners is JP Morgan. We’ve got Barclays and we’re a principal acquirer on MasterCard, visa and the other schemes as well. So we’ve got all the red credits, we’ve got the investors. It’s just about digging in a bit. But yeah, we certainly don’t take any of this for granted. Customer money and customer trust is number one when it comes to moving money, right?

Adam:
Well, I think the incumbents, everybody, it moves slow. When you’re talking about changing how you deal with your business’ money, it’s like, no, we’ve been doing this this way for the last 20 years. We’re not doing anything differently. It works. I trust it. And the idea that I’m going to like, well, I might be able to save more. It might be faster, it might be easier at some point it becomes like, yeah, let me look at this more. But you’ve got to trust that it’s not a fly by night. I’m not getting scammed. This Airwallex is a real, real thing. So thank you. That helps me understand. Alright, you guys are here to stay. One of the interesting things about this community, it’s unique. WordPress powering 43% of the internet is, it’s obviously a huge ecosystem, but it’s built on the backs of volunteers.

And so there’s this idea, there’s a little bit of resonance sometimes of, Hey, who is this company coming in? How are they going to interact with the community? How are they going to benefit this open source community? Are they one of the good guys or are they just trying to take advantage? I will say again, my first interaction was Bob saying that you guys were a sponsor. So sponsoring do the Woo. That’s going to start out as a win in my book. But yeah, tell me how you think about this whole kind of crazy open source community in light of a business that’s there to make money. How does that work?

Christo:
Yeah, look, I think it’s super interesting. We under appreciated how strong the Woo community is and it kind of reminded me of when I dealt with the Woo community back in Cape Town, I think almost 12, maybe 13 years ago. The ethos and how they established themselves and what they cared about, it definitely makes a lot of sense right now. I think first and foremost, we are here to help merchants become better businesses by saving money and moving money across the world. But we realized that we’ve got a very commercial orientation as do a lot of payments businesses. It’s like it’s very low margin. We need to kind of make our stick, but we really embraced the WOO community. I think our first realization was like, we can’t talk to this community if we’re not going to be an official partner of WooCommerce as a business.

So we went and got that done. We went and hired a whole bunch of PHP engineers to actually build our plugin ourselves, learn about WooCommerce, how WooCommerce works, what the engineers and the developers care about. I think a lot of payment companies will outsource the developments of their plugin and then they’ll just sell into the community. I think we actually want to feel what it’s like to build in the WooCommerce community. And then thirdly, and I think we’ve got a ton of work to do on this and we’re just at the beginning of it. We are starting to get involved with the Woo community at local events at WordCamp and at some of the other kind of engagement levels. I think we launched our partnership in November and we already sponsored a WordCamp WooCommerce event in Asia in Taiwan this year. So if anybody attended the drinks at WooCommerce WordCamp events in Asia, we were sponsoring that and we were able to connect with developers and learn a bit more about what they were doing.

Similarly, we we’ll also be a sponsor at the WordCamp event in Torino this year. That’s exciting because it’s also a nice place to go and visit WordCamp. WordCamp got this great philosophy about having its events in this cool places fact, I’m not complaining. And we’re also starting to look at some more local events and we want to host the Woo community in London and in Hong Kong as well. So yeah, I think we’re going to be talking more to the Woo community over the next six to 12 months and learning more about everybody there. But yeah, it’s a start of the journey for us. We are really kind of getting into this for the first time.

Adam:
That’s great. And I definitely encourage you to show up at the events, meet people in person. I joke that there’s this kind of thing in business, the golf course, you’re like, business gets done on the golf course. Well, why is that? We like to do business with people that we know and trust. We don’t have a golf course, but we do have WordCamps. If they want to meet people from your team, they can see you as you are sponsoring WordCamp Europe inTorino. WordCamp US is coming up not too long. Will you guys be there as well?

Christo:
We have plans. I think we want to see how Torino goes and then adapt, but we definitely see US is a major one for us.

Adam:
Very cool. Well, I think that is excellent because like I said, we’re this community built on the backs of volunteers and we’re looking for partners that can help us do our jobs easier and faster and cheaper, better and all those kind of things. But we want to make sure that that people are in it for the right reason, that they’re going to be contributing and being a helpful part of this community. That’s fantastic. So as we wrap up here, where can people find you if they have more questions, air wallets, if they want to see if it really matches their business specifically, would they reach out to you or how would they find you?

Christo:
I think there have a couple of places you can connect with local sales teams. We’re super responsive by the way. You kind of just drop us some notes. I feel like in the bigger payment companies, you kind of drop a note and it goes into a process void and spits out the other end. You’ll get an automated response. We’ll probably pick up the phone and ask you why you’re not a customer yet and how we can help you solve your problems. And then yeah, also we’d love to speak to all of you if you’re attending at the word camps or the local events, it would be great to kind of connect with people face-to-face, face. And yeah, I think that’s probably the best way to get hold of us.

Adam:
Perfect. Christo, thank you for your time. When Bob asked me if I wanted to do this interview, I do whatever Bob asked me to do anyways, but when Bob asked me to do this interview, I was like, hold on, lemme go look at this really quick. I’d heard about it, let me see. And I was really intrigued. He’s like, I kind of have this problem, you mean I’ve got about 40 minutes to talk to someone from Airwallex to really see if this is something that I want to look into more. So I, in all authenticity, being authentic, I’m going to be checking with my accountant and seeing, hey, maybe this is going to be a solution for what we do. I’m tired of those stupid big fees and maybe this can be a solution. Thank you for being a part of the Woo community and I definitely encourage you guys to, everyone’s listening to, yeah, check ’em out at WordCamp, definitely Europe, some of these other local ones. Hopefully we’ll see you at WordCamp us and yeah, thanks for the good work and for the time, Cristo. It’s been a pleasure.

Christo:
Thanks Adam and Bob, it was great to be and thanks for having me. It’s really great to connect with people in the Woo ecosystem and talk a little bit more about what you guys care about and some of the things that we can do as well.

Adam:
Alright, sounds good. Well, that’s a wrap and we hope you guys all tune in for our next Woo BizChat. It’ll be at you real soon and hopefully Emma will be back with us soon. And we’re looking forward to hearing from you. If you have any questions, any ideas for things that you want us to be talking about more on Woo BizChat, we are always open. Our DMs are open and we’d love to hear from you. Goodbye everybody. Thank you so much. Take care.