Joel Sullivan

It's been a bumpy road, to be honest.

And what's kind of unique about us is, again, we're finding that most of our traction is within the government space.

And so we wound up saying, okay, what's the most that you can kind of put on a government credit card?

And then let's kind of price a package that matches that.

And now we have, you know, kind of government personnel that will go and swipe and transact that way.

So it took a lot of user discovery to be able to realize this is where the product market fit is.

And therefore we have to price and package accordingly in order to reach that market.

No, it's per month per user.

Yeah.

Yeah, exactly.

So it actually winds up being a pretty good deal for them.

Yeah.

So it's a land and expand strategy.

And what we've seen within the U.S.

drone marketplace is that it's mostly single owner operators.

So it's typically one guy buying one license.

We're seeing that within the government agencies, we're getting 1,000 user orders or several hundred users at a time, which has been great.

But the commercial market, I feel like, is still feeling it around, still getting their hands on it.

I mean, so if you're driving and you can't read Joe's body language, that's a yes.

So it's, it's a little bit tricky, right?