You Don't Have to Have a Great Strategy to Survive a Crisis

Before I joined, the company was about 200 people. And that was at 5 million in revenue. We went down to 29 people and it was probably 80% of the 29 that were left were developers. The other thing is, with a company that had raised 28 million, got to 5 million in ARR and had basically gone flat, we were not in a position to go rebuild a significant demand-gen engine. So we pivoted to go to market 100% towards a channel partner based model which in our business made a lot of sense because we were an integration platform built into our ecosystem.