Kunal Lunawat

So they've

building software and product for the property managers to kind of still run the ops of the hotel business while solving for this front end.

Excellent question.

So that's exactly what they're working on now, which is to integrate this product with the leading OTAs.

So if you go to an Airbnb or booking.com or Expedia, you would have that option to book by the hour.

We love to get active with the founders.

So just with the case of Stay Flexy, one of the things we've been focused on is the go-to-market strategy.

We've been having daily calls with the founding team.

We are looking at bringing on board a couple of pretty senior advisors from the hospitality industry because I think there's a lot of progress that we've made on the software and product side.

Now we want to understand the nuances of the industry and make sure that we are also focused on the top line and the product market fit.

So that's been a lot of things we've been doing.

We've been helping them with hiring.

We're looking to get on board a VP of sales for the team, and we've been interviewing candidates along with the CEO.

And also, this depends on how much the portfolio companies want us to get involved.

There are some times where the founder wants to check in once a week, and that's fine by us.

There are times when the founder wants to check in once a month.

That's also fine by us.

Our role is to be available and to be cognizant of what the founder might need and be prepared when he or she reaches out.

The biggest thing we've come across, Nathan, is not having focus or clarity of being able to communicate what the value proposition is.

If you're confused about your value proposition and where the product's headed, it's very tough to convince that to someone else, be that to an investor or to someone in the sales cycle.