Jason Andrew

He was instrumental in a lot of areas of the company.

But one of the first things that he did was make an introduction to an insurance carrier.

It was one of the largest insurance carriers in the world.

And they said, yeah, we'd love your product, which was really a prototype at the time.

We want to work with you.

And so we had a huge decision to make after a year of selling to insurance brokers, having about 20 clients on the insurance brokerage side of now going enterprise.

And we had 13 people in the company at the time.

And we really decided if we do this, we're going to have to take our baby, which we just built, put it out on the doorstep in the rain, ignore it and go all in on this insurance carrier, which is going to pay us about a million dollars in revenue for the next year of work and become a customer.

So we made a bet.

We went after the million dollars and we then worked really diligently to try and take care of the customers we had there.

But we largely did not have capacity to do both well.

And it took about two years to rebuild the product for the insurance carrier space while we kept the brokerage side of the business alive and spent a lot of time with those customers who were very, very, very patient with us.

Um, so we, we didn't at that time turn off the other business.

And so we kept growing that.

And so now we had two businesses, one selling to insurance brokers, the other one selling to insurance carriers.

We had one insurance carrier and that was for about almost two and a half years that we had worked with.

Um,

So in terms of culture and authenticity, one of my co-founders, Garrett Viggers, he's a musician.

And so we got into it.

In the early days, neither one of us were technical co-founders.