Christine Bodegaro

Yeah.

Yeah.

And that's part of the challenge right in our, is that we don't always know exactly how they're deploying.

But, you know, obviously we've quoted them at the beginning of the year and then we'll true up as we go forward.

That, you know, we are priced so that we could get early input so that we can get our steering council.

So I would not do that math.

I don't think that's really fair.

You know, it's probably going to be...

Here's the trick, Nathan, is that we realize that we're playing a little bit bigger in the organizations that we thought.

So some of those implementations may be larger, which means our sales cycle could be a little bit longer.

I see.

We have to work through different groups that have opinions and ideas and ownership over those APIs.

So I would hesitate to forecast out what that looks like, but we expect that in the next year, we'll be able to aggressively move that needle.

Yeah.

So we are just under a dozen people and some of those are fractional.

We've got developers all over the world that are helping us build the product.

And then we've got some folks on the sales and marketing side that are doing the outreach.

But a lot of that is us founders reaching out to our networks and having those good early conversations.

So we've got five engineers.

Yeah, right now it's people that are API first.