Jen Grant

And then long-term, they want to build other apps and they want to have this sort of platform capability connected into this sort of robust data source that they've built over the last 20 years.

Right.

And so then we kind of white label it, give it to them.

They do a lot of the work and they have the sales reps that are out there selling.

And so that also allows us to stay lean, which in today's market turns out is a really good thing.

That's right.

Yeah.

So we're still kind of running on that.

And like every other startup, we're looking at our road or runway and saying, okay, are we okay?

We're planning for a year runway because it's OEM deals.

We don't actually need to hire any more sales because of the kind of

awesome expansion effect of the channel so we're we're able to kind of grow the way we want to grow without actually adding headcount and so we have like we need that year to sort of say okay let's sell the crap out of this um and that gives us some of our engineering innovation will continue but we also are sort of like okay let's just go sell the crap out of this yeah

Yeah.

Most of our folks are in Bangalore, India.

So we do have a large, that's where engineering is.

So it's also very efficient.

Exactly right.

Yeah.

So we're able to get a lot of efficiencies as well since our customer success and our engineering and support are all out of India.

Yeah.