How did you go from this relatively unknown startup, you and your cousin Ross running it, uh, hadn't been in the corporate world before, to landing big giant whales like that? How did that happen?

You know, we were quite fortunate in the early days where one of our investors, like, obviously they had, uh, great contacts in the space, they themselves.

So the individual banked with ANZ, so knew someone there, and he was not shy.

You know, he was like, "Okay, well, if I'm banking with you, I, I'm, I'm gonna leverage you," right? [laughs] And, you know, to the fullest extent, which was great, because he was just like, "I'm...

This is what I'm doing.

Can you introduce me to the person in, that looks after this area of the business?" Which was, like, the travel and procurement side.

"We wanna show them what we're working on and get their, uh, advice, right, and get their guidance." So that was the introduction to the likes of, of ANZ.

It just seems like it's a, it's a tough ask to be an SDR.

if salespeople will be replaced by AI, particularly because I'm a salesperson.

So come on, Dave.

How many times do you see this floating around LinkedIn and all the social platforms saying that salespeople are dead? This is a great conversation and it's going to evolve by the time you hear this, by the time the end of the year comes.

I guess if I could answer that quickly, right, would be that it's not going to replace salespeople.

It's going to replace some of the jobs that salespeople do.

If you look at research, the latest report, Gartner mentions that 95% of sellers' time doing research, the first draft will be done by AI.

So that's correct.

Like, does that remove the skills? Are we going to see a challenge here where, you know, some of the basics that you learn as a junior where you got your hands dirty, is this going to disappear? Yeah.