Bryan Cantrill

And Series B was terrific because we ended up with new investors and all of our existing investors that were really excited about putting capital into the company and where the company was and where it was going.

Yeah, I mean, so many of these firms want to be a yes, but they can't get 100% firm conviction.

And it is fear of jumping the gun before a company is ready and then immediately flips to fear of missing out.

And it's just VCs are living in one of those two paradigms.

And so...

Series B was convincing folks that all of these sort of seeds we had planted commercially and the improvements operationally and the continuing growing team had the right ingredients and good market tailwinds and the time was right.

And it was, again, kind of convincing folks to get over the line.

And we had, again, found a terrific lead investor in USIT.

And I think we talked about in a previous episode, just the, maybe we didn't talk about the structure of the B. I don't think we, we had never talked about the structure.

So yeah, I think it is worth actually elaborating a bit on the structure of the B. So we had a number of great investors that were interested in leading the Series B. And you said we wanted to raise like 50.

Yeah, yeah, yeah.

And what we were aiming for is, again, we had a bunch of this kind of pent up momentum that had not yet broken out commercially.

And we certainly needed a raise for runway extension.

and we were looking at... What a great euphemism, runway extension.

Because we are rapidly approaching the end of the runway.

Yeah, we need runway extension.

At increasing speed.

Yeah.

So we, and we're working with a couple of great potential firms to lead the round.

And, you know, folks are, of course, kind of negotiating to drive to what they think is the right value for being able to strike the balance of opportunity and momentum and then the eventual kind of commercial acceleration.