The Importance of Metrics in First Conversations With Investors

A lot of the metrics that I'm about to touch on are almost downstream lagging indicators of great stuff that's been done earlier in the journey. The one that we spend a bit more time thinking about, which maybe is less common, is win-rate on demo to sale in a B2B environment. And if you can get conviction that with the lighting customers, we win a lot of them every time we chat to them.