Ari Salafia

So we've leaned into going more top-of-the-funnel heavy on partnerships and sales folks to build the engine to keep kind of top-of-the-funnel going.

And then we're able to deliver...

robust credits year after year with a lean technical team because our product helps a lot.

Six ways to compete in any industry.

We talked about being strategically cheap, but sharing in the wealth, right?

So be cheap in the way that you identify how to get to that next customer, but reward those that helped you along the way.

It pays off so much in the long run.

Nurture your network.

Don't forget who is helping you.

How can you be engaging with them?

Even your customers.

For us, we know exactly what our customers do.

We know who makes up their teams.

So we can be thoughtful of, oh, baby, are you raising?

Let's go introduce you to this VC that also referred these other portfolio companies to us.

Like, just keep it real and it will pay off.

Um, staying laser focused, you know, doing the one thing first, it's so hard because I know a lot of you want to probably do like a billion things and have even more ideas every, every single day.

But, um, you know, doing just one thing really well and getting that right to propel you onto that two, three, four, five,

thing it's it's it can do wonders um when you can't build what can you automate or make efficient we just didn't have that bandwidth or that budget to spend in ai and machine learning

and all the crazy things that I wanted to think about in disrupting this whole space.