Sam Saltis

There you go.

Yeah, look, the way I run my business, and some people agree with it and some don't, I actually set my burn rate fixed.

I say I'm going to burn this much money each month, and whenever I make money to close the burn rate, I actually invest it in people.

So I keep the burn rate consistent.

I know how much I want to spend over the last 12 months.

I've spent that money, and I know how much I'm going to spend in the next 12 months.

Yeah.

So I kind of look, the way I look at it is I'm willing to spend over 40 grand a month and burn 40 grand a month in the market.

And what I do is every customer that I bring on, I actually then add more people into the mix.

So I recently picked up a couple of customers.

I added some extra salespeople and some marketing people, and I will keep that number going at that rate, which again,

You know, some people look at it and say, oh, why don't you go just raise money and make your life easier?

And I just go, no, I think this is until I have exact market fit.

And until I understand the market here, I prefer to kind of just burn slowly.

That's right.

Yeah, but I've still got to fund some people back in Australia to do the R&D and I've got to fund a team of people around.

It isn't just the local team.

So I isolate the local business as a local startup, you know, in my head, which has to have its own kind of P&L and its own burn rate.

That's right.

So we were probably, in terms of revenue, we're probably down, we have no customers here, sorry, so zero customers, but we had over 100 and something customers in Australia.