Eric Adler

In terms of like sales side, we have about four of us working on sales and marketing.

We aren't really carrying quotas right now.

One of the big challenges, especially in the utility space, is you can't push too hard, right?

I mean, if you're trying to sell to utilities like you're selling a used car, it's just never going to work.

You have people run away.

So you have to work with them.

It's about building a relationship in the utility market in order to actually get a sale.

Yeah, it's not like we went out and raised at $100 million valuation.

I would love if we could do that.

But we are, of course, presenting the long-term vision of becoming a SaaS company, having this data play.

We do have, which I didn't mention before, actually, we have about 5% of our customers right now

that actually are paying a recurring annual fee.

There is this kind of pro level of service we're offering in a very specific region in California.

We're working with one utility in that region to try out this model.

It's not per month.

Per year, we're charging $49 per year.

Right, right.

So there's a big opportunity there, right?

And so we've proven that there are customers that are willing to pay 50 bucks per year as basically this service model.

And so we are considering kind of moving to that larger scale.