Sanjeev

You still got to spend on R&D, particularly in your early stages.

You've got to spend at least 20-plus percent on R&D.

At least, you've got to figure out a way to do that.

That's very, very important, or else you'll get run over.

I may be stating the obvious to this crowd.

In practice, it's a fight for me every day to get that kind of money.

You're super clear about it.

Now I am.

Now I am.

Well, as long as you're clear and your clarity comes when you have achieved that level of validation, right?

In the first stage, you're still defining your strategy.

If you're still at 2 million ARR, trust me, you haven't really created a repeatable sales motion.

You've created some validation.

It ain't repeatable sales motion yet.

You've just had your founders sell stuff, right?

At that point, it is very likely at your two million ARR, you may have a fundamental pivot.

You may have nirvana that, shit, I'm not able to do repeatable sales.

Do not compromise on R&D at that point, is what I'm trying to say.

Anyhow, all right, so this is sort of stage two, right?

Again, like I said, I'm sort of walking you through our journey and missteps.