Godard Abel

They were actually accelerating their sales quoting, selling online through their distributors with big machines.

And we're like, eventually, the market will come.

So we decided to persevere, cut the company down to 20 people.

And we're like, OK, we've got to cut it to a point where in a year, we can actually get profitable and cash flow positive, because we'll never raise more money.

And then we did pull that off.

We just started selling one deal at a time.

We actually got cash flow positive.

And then I think the other really smart thing we did, well, one, we figured out how to sell the product.

I'll talk more about that.

But I hired Matt Gorniak, who's become kind of my best friend.

He was a young sales guy at the time.

But he and I really figured out how to sell together.

And he became our CRO.

And the other smart thing I did at the time, I went to talk to Mark Benioff.

And he was just, Salesforce was still private.

But I remember I met him at a Salesforce event in Chicago.

And I'm like, hey, Mark, I think we could partner.

because we were using his CRM.

And at the time, it was really only for SMBs, maybe mid-market companies.

But I said, hey, some of your customers are going to use sales quoting tools, sales configuration tools.