Vidya Santanam

We closed the year at 14K.

So we're probably doing a little lesser than that.

Yeah, we were bootstrapped for about two years, the first two years.

And then, so we really learned how to use capital efficiently.

And we reached a pre-seed round in 2020.

So the first and foremost is I think in the context to how we organize the teams.

So we had to, so this was a toss-up.

So it's very easy to keep hiring and then burning quickly.

So we had to be very capital efficient in how many members in the team that we had to hire and how quickly can we build using the existing team.

We again optimized on cloud spends and then we

Started writing content.

We actually didn't do Google ads at all.

We didn't have the money at that point of time to spend on ads.

So we just started building a lot of content-led lead generation as an engine and in order to get leads.

So these were the three tactics that we used in the early stages.

Yeah, because I think it's also because of the network that we've built.

So that's one of the top keywords.

The other is around OKR's templates.

Interesting.

Yeah.