Or Weiss

So with a product-led growth motion, your focus, and we were actually getting luckier than we expected, but in general,

The best practice is to allow yourself the time to grow organically with the market and focus on capitalization and sales only later down the funnel.

A bit over two years.

It's more than just thinking time.

It's time to kind of adjust and learn the product marketing, but also allow time to allow things to grow.

I'll give you an example from another company, a successful company, Snyk, which I also happen to be a ambassador for, which is a cute kind of title.

Snyk took about a bit over two years to get to a million ARR.

which is considered slow if you think classic enterprise slaves.

But two years later, they were already a multi-billion dollar company.

So the hockey stick there is very steep.

So we're now 13, actually 14.

And we'll grow to around 16 immediately.

And that's what I'm kind of calling cruising altitude.

I'll give you something that's not exactly a business book, but I use a lot of metaphors from it for business.

And it's my favorite book in general, The Selfish Gene by Richard Dawkins.

It's a book that basically explains what life is and how it's geared to move forward and what evolution is.

And I constantly find equivalencies in both business and software development.

I am an avid admirer of the Collison brothers at Running Stripe.

It's just astounding to see the behemoth that they were able to build.

Online tool to build permit, you say?