And so I'm curious if you're seeing the same or why do you think that is?

It's interesting.

I have an opinion here.

And then I also have like a broader piece of commentary as we like look ahead.

I definitely agree in terms of just like the sheer volume of pitches I make that feel most excited.

Sorry, the sheer volume of pitches I get that feel most exciting to actually invest in.

They tend to be overwhelmingly B2B over consumer.

So I guess, how did you get conviction and how do you think about that going forward for dual entry, but also in general?

Yeah.

It's like the implementation itself is what bogs down kind of everybody in the ecosystem.

It's responsible for a lot of this jaded behavior that Santi's talking about.

And Santi and team, in addition to being able to onboard customers in a 24-hour period, they can actually, like, in real time, show you what your data looks like in an ERP, so you can just plug and play your own different things that you wanna plug in, and you can actually see a demo of what it would be like into that ERP.

And I think to go from this, oh, six to 12-month implementation sort of mindset to seeing that play out overnight, like, no one in the ecosystem had that from who we talked to, and it just feels like the core sticking point of how you win-

Mm

... until we were introduced by someone who was already on Santi's cap table, and we were pretty far along in our work, and in that respect, I think it really helped us understand just how good this team was quite quickly, and then enabled us to also move quite quickly.

So from the first meeting, correct me if I'm wrong, like, we basically were like, "Hey, don't go anywhere.

Yeah.

It's like the implementation itself is what bogs down kind of everybody in the ecosystem.

It's responsible for a lot of this jaded behavior that Santi's talking about.

And Santi and team, in addition to being able to onboard customers in a 24-hour period, they can actually, like, in real time, show you what your data looks like in an ERP, so you can just plug and play your own different things that you wanna plug in, and you can actually see a demo of what it would be like into that ERP.

And I think to go from this, oh, six to 12-month implementation sort of mindset to seeing that play out overnight, like, no one in the ecosystem had that from who we talked to, and it just feels like the core sticking point of how you win-

Mm

... until we were introduced by someone who was already on Santi's cap table, and we were pretty far along in our work, and in that respect, I think it really helped us understand just how good this team was quite quickly, and then enabled us to also move quite quickly.

So from the first meeting, correct me if I'm wrong, like we basically were like, "Hey, don't go anywhere.