Michael Litt

And so, A, the CFO is final approval on anything over a certain amount of money.

You have to put these policies and parameters in place.

You have to hold everybody accountable to budgets.

We have a very strict budgeting process which starts about three months before our year end.

We use a platform called Adaptive Insights where we allocate budgets according to the board rollout plan.

And then the final thing is it's based on your values.

So one of our values is to be relentlessly resourceful.

That's a value that we carried forward from YC.

It's something that Paul Graham wrote an essay about a very long time ago.

And through that mindset being a value of the company, it means we hire against that mindset.

We fire against that mindset.

And people are applauded and rewarded for doing big things with as little money as possible.

Because at the end of the day, this company dies if we run out of cash.

And so we have to be very careful with our lifeline and make sure that we can grow the business and attain a level of top line ARR required for the next funding vehicle, whether that's an IPO, a PE round, another growth stage round, et cetera, to justify a larger value.

And we need to maintain that cash and bank to get to that point.

yeah yeah it's uh that's about right and what are they getting for that yeah so um the company has has definitely diversified its product line so one of my goals as ceo and a product oriented ceo has been to build technologies that consistently expand our total adjustable market while expanding our share of wallet inside our company so we'll often sell into the marketing team as a beachhead and maybe the marketing team is buying our live streaming solution

personalized video, a video hub, or just the video analytics platform for which they're managing all of their content, that generally is the starting point that has that ARPU associated with it.

We now have a segmentation inside that product where we'll actually sell a cheaper version of that tool to an SME.

So a business doing less than $50 million in revenue actually will get a discounted rate on some of that functionality.

Same thing goes for an enterprise that is using a whack of video inside of the system and a bunch of integrations.