Latif Nanji

And we are...

been really... So there's a couple of things on the economic side.

Number one, we're in Canada, so we just get that 30% exchange rate.

Number two is we collect the majority of our contracts, call it just 80-20 rule, annually.

So if you were in the Valley and instead of collecting 80-20, you were collecting 50-50 annual and monthly, I ran the numbers, we would have had to have raised two years ago just over $10 million.

So just the dynamic

of those two levers alone completely changed the way we can increase our valuation, allow the founders and the team to be more focused in on the business operationally and not have to worry about doing an early series A, but doing a later A or B when we choose such that we can inflect growth.

And so there is just a couple of levers that have given us those advantages simply by our geography and the way we've collected cash.

I'll abstain, but my smile should give it away.

Oh, okay.

So yeah, just in a general conversation sense, today's a great day to raise money.

There is so much dry powder out there.

I mean, it's the macro environment feels very much like those days when anyone could raise money.

So organizations should be

trying to stuff their coffers if they can get a good valuation and close on reasonable terms really fast.

And it doesn't skew the dynamics of the organizations, i.e.

they don't have to grow too high up into a valuation.

So, you know, if your run rate is like, you know, two or three million and you start to raise at like

30 or 40 or something egregious, you're going to have that huge challenge and then a down round on the next one.

So you want to make sure you avoid those dynamics.