Sure

“Yeah, I think even, even faster than that in terms of ARR.”

“So when we raised our Series C in twenty-twenty-one we had every dollar of our Series B in the bank still. And we were actually profitable, net income positive, not, you know, community adjusted EBITDA or some weird thing. We actually were profitable.”

“I want to say it was like, 22 minutes after arrival was the optimal time to push somebody a notification to do that.”

“Because really, what did I need engineers for to go get an insurance company to be our partner, right? And so you could have been building stuff, but were you building the right stuff? Was that actually a good use of time? And so it was very much like, hey, ho…”

“The first five guys were folks I'd worked with previously, and some of them in two companies, and three out of those five are still at the company 10 years later.”

“And that first insurance company in South Africa provided the validation to go to the U.S. And meet with that same insurance company in the U.S. And say, we're already doing it with your counterparts. Why don't we just do it here?”

“From clicking on an ad to going through that whole process, which isn't actually that simple. We converted 15.91% of people.”

“What we got wrong and or I got wrong is our DNA is more about building product and tech, less about marketing and customer acquisition and In hindsight, my why is much more about helping other people build things versus us building a brand”

“Where we figured out and really nailed our why and our mission was we were really the best at the tech to facilitate the transactions. And that, that part was where we differentiated and really started the journey going from a direct to consumer mobile app To …”

“It was really just a different distribution of something they were selling already, which turned out to be one of the big factors to get our first partners on board.”

“Small dollar things work really well if you have no CAC. Right? If there's no cost to acquire that customer, sell a dollar thing all day long, no problem. But when you have to go acquire the customer, and they're not repeat, and it's not recurring, man, that i…”

“But I'd say in other industries, the 10 years could happen in 12 months. I just happened to unknowingly choose an industry that A decade is equivalent to a year in other industries.”

“What was fascinating is we saw people coming back, going through that whole process seven times.”

“What we're specialized in, in a category of our own, is helping Fortune 500, Fortune 100 consumer and B to B brands embed insurance. And so we've done that with some of the biggest brands in the world, folks like Tesla, Toyota, Better.com, MasterCard, Intuit”

“We function kind of like in the credit card industry, kind of like a visa and mastercard. They are not the brand that gives you the credit card and they're not the folks you buy stuff from.”

“And some of the programs we run today, we no longer work with those guys, but some of the things we do today are even bigger.”