Shriram Shubhamanian

We started with a hypothesis of a business model where we don't have to build out a sales team.

I mean, we have to see how far that we can carry that.

But the latest deals we have closed have an annualized revenue of close to $75,000.

But it was primarily closed by me and my co-founder just hustling.

Yes, absolutely.

It's a, it's a hybrid model moving towards pure SAS.

So I'll explain how we work.

Uh, there's two parts to the company.

For a small business, let's say a retailer that has about 20 locations, when they're looking to move to the cloud, we help with migrating their data seamlessly over to the set of cloud systems that they want to move to.

Second, once they're on a set of cloud systems, we make sure that all those systems talk to each other correctly.

So there's two components to it.

When we acquire customers, the cloud platform itself becomes our first customer and we help

then build the right set of integrations that are missing for their customers.

So they become our first paying customer.

So there's a build cost associated with that for the capabilities that are missing.

Let's say a new set of accounting integrations.

And now if a second platform comes to us and asks for the same accounting integration, it already exists.

So there it's pure subscription.

So those are the two components.

Yes.