Tom Digan

And he's like, what about down 50?

And we do the dance and we end up somewhere in the middle.

And I'm like, you're done, but I need the money tomorrow.

And he's like, I'll send you the money tomorrow and I'm investing in whatever this is going into.

He doesn't even really know what ladder is, but he's like, but I'm in.

The point there is in particularly those early days, it's important to have skin in the game in whatever way you can.

For us, it was about being able to show that level of conviction and urgency.

Bill didn't need to see a deck.

We didn't have a new product yet.

He knew you were involved and he was just like, if you're willing to do this, I need to be involved too.

So he bought your stake and then also invested in the round that you were investing in.

probably four years ago when we're trying to figure out growth.

We've built a product, people love it, they're using it, they're telling us what we need to build and what features we need to evolve to improve it, but we still haven't figured out how to grow.

The way you get from zero to one million ARR is very different than the one to ten.

For us,

Greg's view was, look, let's go run some experiments.

And so we're looking at some different ways to grow, saying, here are the different options right now.

There's SEO, and we're thinking about how to go and start to create content on search.

We have a lot of assets in the app that we can leverage there.

We're looking at some different channels, TikTok being the most obvious, where it's just all the eyeballs are there, but the brands aren't there yet.