Arto Minasyan

How big you can get in the next 5-10 years, right?

And we even have a value in our company called growth.

So you need to grow as a company, as an individual and as a team.

And it has many different levels.

At the product level, I think we made a very right decision back then to build our technology on device.

So all our tech back then was running on device, which gave us a huge advantage, right?

Because we basically didn't have any post on GPUs, on servers and so on.

So our gross margin was 97% or something back then, which allowed to do only the distribution without the scaling cost.

The second was how you scale the team.

So we got this early traction, we raised some amount of money in Series A. So we had the money and the traction, so we decided to scale the team.

But I think we were not ready to scale the team that quickly, so we made several mistakes by hiring too many people in a very short amount of time.

It was like 2021, 2022, and everyone was super excited about it.

Like it was, I don't know, golden rice or everyone trying to find the best people to hire.

Then we realized that the companies need to be de-scaled in order to succeed.

So we made a tough decision back then just to de-scale the company, focus on what we had right at that moment.

And then after we felt enough strong, we again started to think about scaling the team, scaling the go-to-market motion and so on.

But I think the most important thing in any startup is not about product scaling or team scaling, but about how you scale the distribution.

How you get more users, more customers, how you grow your revenue.

If you manage to do so in an effective way with a winning formula, then you can always attract the best people and capital to grow the other parts of the business.

So all our attention three years ago was on the product and technology.