Asaf Ezra

We need to keep hammering on that and we'll end the year over six times last year.

That's impressive.

That was hard grinding.

We called everyone we know in the market.

We called everyone who they knew.

We got our two first design partners.

This was actually at the time that we had the load balancer.

Three months in, we switched that because out of the people that we talked to, around 30 people, so 20-something would tell you, you know what, I'm not switching my load balancer.

But if you only had that for one machine, I have tens, hundreds, or thousands of machines doing the same thing.

I'm happy to take that risk.

The cost benefit makes a lot of sense.

And as you yourself are saying, I'm running over provision.

I'm happy to try that.

This is when we switched it.

We gathered all the use cases that we talked to these customers with.

We tried to segment these.

When we had something working for one segment, we came back to all of them and started working with them.

Unfortunately, as with everything, we realized that our segmentation was a little too general.

So it always took like two to three iterations to actually get something going with a customer.

Over 10 times that.