Collin Stewart

We were bootstrapped at the time.

And we made the call to stay bootstrapped.

Because we had terrible metrics.

We weren't going to raise.

Nobody knew who we were.

We were in Vancouver.

The VC game in Vancouver was... They were here, but there were some pretty barbaric term sheets being handed out.

Like...

I think my buddy gave away 60% of his company for 400K, like pretty not good stuff.

And so it just wasn't worth our time to go out and try and raise.

And we figured we could bootstrap it.

And so I started asking people questions about, hey, I'm going to do this process manually for you.

This thing that I did to book all those 150 customer development emails was I'd read Aaron's book, Predictable Revenue.

And I was cold emailing folks, cold emailing.

I was hitting them up on LinkedIn.

And then the hypothesis was, well,

you know, who has this sales productivity problem the most?

Who has to do the most clicks in Salesforce?

And this was my CTO's question to me.

I was like, oh, hands down, it's SDRs, right?