Ari Salafia

That's been something that I think also, right, more money, more opportunities to spend money.

So when you don't have a lot of money to work off of, you're gonna be a bit more disciplined on where the next dollar goes.

Um, so that's, that's a big one for us.

Uh, we've also really looked inwardly, like what can you even buy a little bit?

It doesn't even have to be two X, five X or 10 X, but just buy a little bit.

That's going to continue to move the needle.

And what can you afford to say yes to?

I think as founders and especially folks that kind of have to say like our non-technical founders, it's really easy to get excited about ongoing opportunity and say yes to everything.

But not every deal is a good deal.

And especially being kind of the David in the David and Goliath story, you know, you always want to

look bigger than you are and say yes to so many things because you think you're going to get the next customer.

But you really have to just be kind of self-aware of what's actually achievable and attainable.

And again, I know I'm saying really obvious things, but sometimes we have to say these things over and over again for them to get through our heads.

So we got asked what else all the time in our journey.

We were focused on our R&D tax credit.

We knew it was a big market.

About $18 billion are claimed every year in the U.S.

annually.

And without fail, like during our fundraise and after, what else, what else, what else?

And we knew we wanted to continue to help clients do more, but we knew that we needed to get this right and we needed to get a really good process around this offering right first before we extended ourselves too much.