How to Create a Repeatable Sales Motion

At 2 million ARR, you haven't really created a repeatable sales motion yet. At that point, it is very likely at your 2 million ARr, you may have a fundamental pivot. Do not compromise on R&D at that point. For us, validation was, it's sort of surprising, right? I mean, we always try to go for the sexy thing, the sexy tab, the success and so forth. Sometimes the validation is right where you belong and what your customers are telling you. They literally got sued in Q3. This was our start in 2019. Now I am.