Joel Sullivan

I just write down ideas.

Yeah.

Yeah.

And so this one really...

took hold for me because I could see, OK, well, the market for robotics and drones in particular is going up.

It's clearly like there's tremendous demand for automation.

And you could actually structure.

I kept saying, OK, how can I structure an annually recurring contract that takes advantage of robotic automation?

And we pivoted through a bunch of different answers to that question.

It originally started as, OK, maybe I can do subscription crop dusting.

And we looked at all the different ways that that could work, then realized, wait a minute, trying to bang my head against two regulatory agencies would be a total nightmare.

And within the first year of our business,

we had kind of said, okay, we'll structure this more as like a solution, get our arms around it.

And we started with kind of a fully integrated disaster response package.

So right out of the gates.

Yeah.

So our first major customer was Comcast.

And we got that customer by emailing a thousand employees at Comcast.

And then finally getting in touch.

Oh, God, I don't even remember.