Larry Kim

There's lots of little...

things and then you can layer on top of that a level of ai analysis to kind of like really infer whether or not this is a match or not like oh this guy is visiting like a women's clothing store in you know topeka kansas but it's a guy who lives in uh you know new jersey like that doesn't really make sense like it's probably just like he's you know like i'm like a mistaken identity or something like this

So it's kind of a layer cake with different levels of data collection and analysis and so on.

of this year, this spring.

Sure.

Um, so we went from zero to a million.

in a very short period of time, like under a year, I thought we'd made it.

This was like, so by 2019, we're a million dollar ARR company.

You know, unfortunately when you build in an ecosystem like a Facebook partner, you know, you're not really a master of your domain, if you will.

You're kind of at the whim of the,

you know, some, some product manager at Facebook decides to, you know, kill some functionality.

And then, you know, I mean, it's a double edged sword.

Like the, the neat thing is that you can build these products that go from zero to a million in no time at all, because you're, you're leveraging that audience, that enormous Facebook audience that the downside is you're, you're not in charge of that.

So they made some really difficult decisions.

uh kind of policy changes which made it difficult for me to operate that business line um it got up to about a million and and um kind of got stuck there for a while and then the pandemic hit and we lost all our smb customers like it was a kind of a challenge of time um how low did cash balance get in the bank are you comfortable sharing uh so hundreds of thousands now keep in mind like

I'm independently wealthy, so I can put in as much money into this as I want to.

The challenge is you really do want to have a neutral person putting that in to price these rounds.

And so it got down to a couple hundred thousand dollars at one point.

But the story is that around...

at the two-year mark into this journey we realized that this was not a great partnership with facebook in terms of like all the changes that they were making uh and and what our customers wanted to do um and we we decided to kind of uh do this sales outreach automation uh kind of uh