Harpreet Singh

Okay.

That is right.

It is predictable revenue.

Yeah, so that's where this industry is a bit tricky.

The cost to acquire a customer can vary.

It's very, very relationship-driven selling.

We measure it in really time to acquire a customer rather than cost to acquire a customer because the time to acquire a customer can range anywhere from eight months to a year and a half.

And then since these are big companies, once you acquire a customer, going through the procurement and signing up on all the insurances and everything else that's needed, add another six months to it.

So if a customer wants to buy from us today, we are looking to begin a year from now.

So anytime we are able to sign up our customer in less than six months, we think that it's a big success.

And that's what we aim for.

Now, obviously, this is for the sort of big customers, the sort of Coca-Cola's and Kimberly Clark's and targets of the world.

Smaller customers, it's a lot faster.

But then there, the cost of acquisition really is my 500 bucks.

So because they know what they want, you get on a call, they have made a decision and we start.

So there's a book called Built to Lust.

That's my favorite business book.

Yeah, that's a good question.

It has been various CEOs.

Sorry, I'm not brief, but I would say the CEO that I'm following the most is Satya Nadella, the Microsoft guy.