Sanjeev

Professional services is a way to obviously fill your cash flow bucket, right?

Look, again, having had few exits, my strongest piece of advice, try to delay venture capital or any kind of capital raise money as far as you can.

Sometimes it's hard.

One way to mitigate that temporarily is by selling PS, right?

But watch out.

You and I were talking about our journey with the customer.

This is a very, very large customer of ours who has forced us to do a whole bunch of ps.

The last two years, our precipitous drop on that ps was unwinding from them.

We still have that customer, but we have lost that revenue.

And that's okay because, as you know, investors don't care a lot about that.

It matters if you're about to exit.

It doesn't matter if you're in the journey to pivoting.

It's our single low margin.

And to us, the way we think about it, it's like a money using machine with low cost of time.

It's a very good question.

I'm happy to chat separately, but the quick answer is it depends on what your ARR is, right?

It's a function of your ARR.

Particularly if you have debt capital that's cheap.

We have in our debt capital, we have both cheap capital and very expensive debt capital.

At some point, the expensive debt capital is worse than equity.