Brian Schiff

We can only work in one or a couple of spaces and we need to make sure that the ones that we're choosing to work in are going to be the ones that are ready to adopt this first and fastest.

Man, I honestly don't remember, at least off the top of my head.

I do know that over the last couple of years, we've been growing at a 3x year-over-year rate, and we've been doing it with a remarkable level of efficiency.

Measured by what?

Just like, you know, annual burn figures.

And it's funny, we're doing it in a space where there are companies doing AI customer support that are just so overfunded.

And part of it is that their model requires it.

A customer that we can get online and get achieving great results with one or two resources will require them multiple years with 30, 40, 50 resources dedicated to that one account, building the bespoke solution for them.

So part of it is that their economics demand that level of capital.

But I also think we've built this business by having a reference list as long as our customer list.

Like this has always been a, we're going to get a customer.

We're going to treat them right.

We're going to deliver everything we told them that they were going to deliver.

And then they're going to tell their friends about it.

And inside of these industries, it's small networks and trust is sort of the ultimate currency.

And it makes for a business that can grow really quickly.

That's also not going to burn a tremendous amount of money.

Not after the pivot.

So we had, and I guess maybe two moments.

So before we made the pivot, right, we had, you know, you were, we had scraps.