Pilot

“And now admittedly, like we've 10 X to the ASP, you know, since then, and there's a lot of course that we do now that we didn't previously do, but very clearly we did not pick The correct price point necessarily”

“I think people can get very hung up on, like, having the thing be perfect, whatever the thing is. Like, the product does not need to be perfect. The deck does not need to be perfect. The collateral does not need to be perfect. Like, you just have to get things…”

“We used to do a thing in our monthly updates, back then we did monthly investor updates, where we basically had a referral leaderboard. We're like, thanks to these people for sending, you know, XYZ referrals this month. So we, like, tried to gamify it a little…”

“And then our second hire wasn't until almost a year after that. It was until August, 2018. We had 240 customers.”

“The first thing you're going to do is not like get the sale. The first thing you're going to do is like that market discovery and you can do that With nothing but like a little sketch on a napkin or whatever.”

“Around September, 2017. So, you know, nine, 10 months of the company, we had about 60 customers. We were probably already doing about 250 K of ARR. We made our first hire on the sales side”