Sanjeev

You need more than that.

The other thing, because we are focusing on our customers, like I said, the easiest way to validate is to minimize churn and maximize your NRR.

Our NRR, three years back, approached Snowflakes NRR.

We were close to 200% in NRR.

And it's easy to do that when you're pivoting, when you have a customer base, when you have validation.

It actually speaks to your validation more than anything else.

To us, that was very, very, very helpful.

Along the way, you'll see these in the next set of slides.

Obviously, there'll be a reset to that.

It'll start approaching industry metrics, but these are when you're in your validation stage.

Don't go with the three to four and say, I need more gas to this fuel.

Try to prove your market further.

Look, the last piece is the scale piece.

Candidly, we are in this phase right now, so my slide might look different a year from now.

Look, it's important to identify, like I said, despite your TAM, you've got many players in our TAM now.

It is a sexy TAM.

For a company our size, without external capital yet, or even if we have external capital,

it's very important to have a white space.

You're playing in a big, big field.

Figure out your white space and crush it.