Todd Olson

We got a team.

They'll come in.

It's like, can you get someone here Monday?

I was like, look, if you sign today, on my way back to the airport, I will have a human in-seat Monday.

So Friday, get back in an Uber.

I am editing in the Uber this contract.

It has a commitment to have a human being there.

I immediately call the office in Raleigh, and I'm like...

What engineer wants to take a trip on Sunday night to get to Salt Lake City by Monday?

And we had an engineer who, frankly, just had a baby and was looking for some nights of sleep.

So he's like, I'll go, I'll go.

So one of our best engineers got on a plane.

I sent the contract and DocuSign from an Uber.

It was signed in line while I was boarding my flight.

It was a 60K deal, ARR.

When our largest deal previous was about $1,500 ARR.

So it gives you a sense that sometimes you have to do crazy things.

And if I hadn't been willing to like just put myself out there, I will be there this week.

We would have never closed that deal.

And that was the first of many deals like that that just set this motion that we're going to do whatever it takes to win.