Joel Sullivan

Because I, you know, I can sort of talk about some of my contracts.

Um, and I can, I can go into some details on like the use cases that we've been doing in environmental monitoring.

Um, so that maybe is a little bit easier to kind of get our arms around.

Yeah, it's I mean, it's an issue.

It's a real problem.

And the way we do that is by being very hands on and focused in a direct outbound kind of sales process.

Right.

So I'm meeting with the customers.

We have these this very high touch sales process for that customer segment.

And then at the same time, we have this like super low touch automated SaaS thing.

So it's been a weird growth trajectory to try to do both of those.

And what we're finding is like sometimes we'll actually get that traction from the inbound and then go, wait a minute, I need to do this as like more of an outbound higher touch sales process.

So we've been in.

Yeah, we went through some pretty serious pivots.

I've always been interested in, you know, I've kind of like had that startup itch.

And so in college, I actually started this notebook that I aspirationally titled 100 Startups.

And I would just write down my ideas as I was going.

And I'm now at 750 ideas.

And I'm sure you probably get this a lot.

Guys just like, hey, I got ideas.