John Juma

And then secondly, based on that information, we can see if a business is struggling with a long sales cycle, sorry, long outstanding day sales, what you call day sales outstanding cycle, meaning that it's taking a bit long for receivables to come in, then we can build a lending product on top of that.

And so we are working with regional banks such as Trade Development Bank,

uh, who are offering us the balance sheets to now address this problem.

I see.

Yeah.

And then, uh, so this was a completely organic products.

We, we didn't have to like think out of the box.

We naturally came as a solution to customers' pains.

Yeah.

Um, of course right now it's high touch point.

It's holidays.

Um,

But with time, as we scale product and commoditized offering, then our CAC will definitely be at a very low cost.

But as I said, we have a sales team that really composes the high cost of the team right now.

But digital marketing and the organic nature of our virtual accounts product, because we've built something around virtual accounts, what you can imagine Modern Treasurer has done in the US with their virtual accounts product is exactly what's like

scaling very quickly.

And that's completely organic growth.

So that's keeping our CAC really, you know, grounded.

Oh, man.

It was a sales book.