Nathan Latka

Let me try and unpack a little bit of that in case someone else is listening in there, your version of 2018, thinking, man, maybe in three or four years I want to go this sort of minority route.

2017, you had a couple customers.

Are you comfortable sharing sort of first year where you two are working together, 2018?

What was total revenue that year?

Okay, and then do you remember the year you passed your first million?

That's obviously a great story.

Were most of those earlier customers, the reason you could close those enterprise accounts early on was because Dave came from the industry so he had connections there?

Or was it you cold calling, knocking on doors, hustling?

And then before we get into the external capital story, I want to give you guys a complete credit for what you bootstrapped to.

Are you comfortable sharing what you bootstrapped to in terms of revenue before you took out external capital in 2022?

Okay, so between 5 and 10 million.

Sure.

Okay, very cool.

So at that point, you said you knew you were capital constrained at that point.

Why?

Did you know you could spend money on ads and you didn't have profits through that?

Or you wanted to go buy a company?

Like what made you guys look at each other one morning and go, man, we are capital constrained?

and so all those things together kind of had us look at each other and say hey this is the moment where we know this is working we have the playbook now we need to scale and it's worth investing ahead and and then can we fast forward to today and then i want to wrap up with your take on ai and product roadmap you guys have for next year but if you were doing caught high single digit millions in 2022 let's do the worst case 5 million and you also said you 10x'd since then that would put you at about 50 million ar this year am i in the right ballpark there

Okay, fair.