David George

This is so awesome.

We sold to Walmart and they're paying us 400,000 bucks and no one ever talked to them on the phone.

We were like, wow, this is an incredibly magical product and an incredibly magical market.

Just imagine if you had talked to them on the phone.

What would they have paid you if you just called them on the phone?

They'd probably have paid you $4 million.

So unique product that leads to unique distribution with a founder that wants to optimize the situation.

So the AI founders, I'm not the one involved with Cursor, but Michael is a very special founder and his team, they recognize what they have, and then they are aggressively pursuing the enterprise at the same time.

So that's a really good combination where you have unique product, you have great product people love, that leads to some uniqueness of distribution.

And then you can build on that advantage by saying, hey, we have all this bottoms up use, like we're going to go sell enterprises.

And so a big part of what we do as a firm is we help to facilitate customer introductions, new business.

We call it our go-to-market function.

They're referred to as EBCs sometimes.

And we get notes after every one.

And this is the most fun thing in the world of AI because we get these notes.

And in the case of Cursor, every single time, it's like immediately to POC, immediately to POC, proof concept, whatever.

immediately to POC and oh, immediately to full sale deal.

And you can see that that's actually incremental data for us and making decisions.

But you can see it.

It is magic when it happens.