Tom Gibby

They maybe have an urgent use case that they want to launch.

And so if they want to pay us a bit of money to help build that for them, that means that we can get them off to a quicker and better start.

So we actually find that in the instances where some customers pay us a bit of money to build a couple of bots for them at the beginning, they get some really good success stories really quickly.

That also then gives them a bit of time if they have some urgent use cases

They don't need to worry about learning how to use a new platform, a new tool.

They can let us do that for them while simultaneously training their team.

Then within a few weeks when they're much more comfortable with using our platform themselves, they can just go off to the races and build whatever they want.

Ooh, maybe around 70, maybe.

Zero, something like that.

Okay.

I can give you some other growth stats.

I mean, cash and receivables were up 81% year on year.

Last month, our invoicing is up 130% compared to last year.

Bootstrapped.

We toyed with the idea of raising about a year, well, I'd say about two and a half years ago, maybe.

And we actually decided that it might be much more valuable for us to spend that time that we would invest into raising to just invest into growing the business and trying to generate sales.

And that's what we did and it worked out.

So, yeah.

Yeah.

Basically, that's what we were doing.