How 1Mind CEO Amanda Kahlow grew to $6M revenue and 60 customers in 2026.

$1M in 3 Months Selling AI Agents? - YouTube

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(00:00) You share how many months from launch did it take you to break a million bucks of contracted revenue? >> We broke a million from when we went out selling within probably 3 months. >> Are you open to sharing a percent like a growth rate over the past 12 months? Are we talking like 500% year over year growth or 100% year over year growth or where are you generally? >> 600%. (00:16) >> Can I ask you what you're doing today or range? >> We had a 211% NDR. >> I think on your website you said you have 45 customers. >> Uh we have over 60 now. >> What does emotionally intelligent AI mean? Take me past the buzzwords. We are building what we call go-to-market superhuman. (00:30) So we are replacing all roles across go-to-market. So everything from the obvious that everybody else is doing, top of funnel inbound, she's on your website, she gives a pitch, gives a demo, she doesn't just pass off to an SDR, she goes all the way for the close. So individual customers now already paying just 18 months after launch $400,000. (00:48) Amanda, as we wrap up here, you just, you know, 30 million series A closed, what was the valuation? Hey folks, my guest today is Amanda Caholo. She's a three-time entrepreneur and the former founder and CEO of 6sense. She's currently the founder and CEO of OneMind, which she launched to transform the go-to-market strategies using emotionally intelligent AI. (01:05) Amanda, you ready to take us to the top? >> Let's do it. >> All right. Okay, what does emotionally intelligent AI mean? Yeah, I don't know who came up with that. That's not typically what we how we what we call ourselves, but we are building what we call go-to-market superhuman. So we are replacing all roles across go-to-market. (01:19) So everything from the obvious that everybody else is doing, oh here we go, there's our superhuman right there. Uh top of funnel inbound, she's on your website, she gives a pitch, gives a demo, she doesn't just pass off to an SDR, she goes all the way for the close. Um and so then we also join Zoom calls so she could be here on the call with us and she can act as a ride-along sales engineer, solutions engineer to give the demo, answer the tough technical questions. (01:43) And then we have a lot of PLG companies that are using it for onboarding to get people to go from free trial to paid. And lastly, in customer success. So how do we onboard our customers through the life cycle for more of an enterprise motion. So our goal is not to be just top of funnel, our goal is to support the full life cycle and give the buyers one experience that's consistent throughout. (02:02) >> Interesting. Yeah, I mean I'm using here on my screen. I had to mute it cuz it's She started talking to me, but you guys get the sense of what's happening over here. I mean, just out of curiosity, what's the tech stack here? I mean, is this a like a HeyGen real-time API plus Eleven Labs voice on top of it or what what's the tech stack here powering her? >> Uh we use a multiple of different uh technologies. (02:19) Some of it's our own and some of it's uh third-party vendors. We actually have our own pipeline for most of it. We use multiple different face uh vendors. The face, I believe, will be commoditized at some point, so we did start out building face and then we kind of said, "You know what? We're We're more about the brain. (02:33) We want to build the context graph and be the decision logic and the engine behind so that she can give the real-life demo, so that she can um support and create ROI calculators on the fly, etc." So, yeah, it's a combination of different things and a lot of it's our own. Mhm. Really interesting. Okay, let's do a couple of these examples here. (02:50) HubSpot VSB, just to be clear, are these real? These are real paying customers, real examples? >> They are real enterprise paying customers with logos that we are allowed to talk about. So, these are not uh experimental budgets. Most of these customers are paying the cost of a human um plus and have multiple like like HubSpot, for example, we are working on, I believe it is their fourth superhuman um to go live across their journey. (03:12) Fiona, the one you're seeing here, was the first superhuman that we built for them. It's in the top left corner. Fiona is set to talk to their SMB business. So, when somebody asks for a demo, they engage with Fiona, she gives the demo, she qualifies, she takes them through to close, and they able to increase their their revenue by 25% in their SMB small business segment. (03:31) >> Interesting. Does Fiona make commissions? No. >> [laughter] >> That's the good thing. And she is, you know, we did some analysis for HubSpot and we looked at the transcripts and the number of conversations and the quality of conversations, the depth and the content she was talking about, and it would have taken 89 SDRs and 19 sales engineers to do the job that Fiona is doing today. (03:50) >> Interesting. What so we I mean, everyone watching my show totally understands the old sort of SDR BDR to AE ratios and then there's CSM after that. Everyone understands that flow. How are you right I mean you probably ran that playbook at 6sense actually as you scaled 6sense. How is this radically changing that? Is it just like a cost structure change? Is it something else I'm missing? >> If you look at the jobs report AI has put on more jobs than it's taken away. (04:10) I think there are some legacy ways that we ran go to market that is highly inefficient as you mentioned. But really a lot of companies today are stuck and they're not growing and they need to cut costs. They need to do two things. They grow and they need to cut costs. And so what bigger problem to solve than those two things through the form of an AI superhuman that basically can do the job and do it exponentially better, more efficiently, and serves the buyer. (04:32) So my ultimate goal, why I'm helping companies grow, I'm helping them cut costs. My number one thing that we are focused on is creating a better buying experience. The handoff from an SDR to an AE to a sales engineer to a CSM is atrocious if you think about and there's this loss of context and memory. (04:49) We ask the buyers the same thing. We take them through the journey and it's if you put yourself in your the buyer's shoes, the process that we go through with humans today is ungodly. So this is a new way and a new world to have unlimited memory, recall, capacity limits, can talk to any industry or vertical. (05:05) Like for example, if you're talking to like a Cisco or a Databricks that sell to every industry and every vertical and anyone who needs data for them to staff sales engineers and solutions engineers that understand the nuances of every vertical and every industry they sell to is virtually impossible. But with AI it has no capacity limits. (05:20) So she can actually solution sell in a way that humans could never in the past. >> This makes sense. How are you pricing this thing? What's the average customer paying per month today? >> Uh they is an annual contract um or a multi-year contract commitment that we have from most of our customers right now. (05:35) Nothing surprise like it's a flat subscription. We do have some fair use cap, but I'm not in the world of metering. The whole pricing model around AI is very difficult to get right and my goal is >> just to be clear, you don't price it. If I have you build one role for me on one license, am I going to pay you 10 grand a year on average, or what's the general cost? >> It's the cost of a human, so it's six figures. (05:53) >> Like 100k, like 100k for one. Okay. And then if she if the agent you build for me handles 10 calls versus handles 10,000 calls, you're saying there's no variability pricing there. >> There is a variability. We can't We price based on the size of your business, and then we give you then we have a very good understanding of how much we think it's you're going to consume. (06:11) So, we're doing that on the back end, but we're not metering it. We were So, there are a lot of customers of ours that are on a metered pricing system, but we we're moving and we're shifting over to a world that just makes it easier to know exactly what you're going to pay for and the outcome that she's going to produce and what that looks like. (06:24) >> Yeah, I would imagine like my hesitancy to signing up to something like this is, okay, if I if I release her on my website and she has a thousand conversations and I was like, oh my gosh, I thought she was going to have five and now I owe Amanda like a million dollars when I thought it was going to be like 100k. (06:36) That makes it really hard for me to predict like my budgets for with my CFO. Is that Did you experience that first hand? Is that what happened? >> No, we we actually said you would buy a bucket of conversations. So, let's say you we would estimate, okay, you're going to have a thousand or two thousand conversations a month, so let's call that 12,000 or 24,000 conversations a year, and I would sell you a bucket of those conversations. (06:55) And now what we're moving towards is we still have that concept, but I'm basically giving you exponential what we think you're going to do. Like if you have 10,000 visitors to your site, I think I get 20 to 40% will talk to the superhuman. If you got all 100%, I'm not going to charge you more. (07:09) So, we're really looking at this of like we want to be in partnership. We don't want to prohibit you and slow you down from using the superhuman. We don't want you to put her in a corner. We want to give her as much exposure he or or she or they, whatever pronoun you want to give your superhuman, as much exposure as possible to drive as much value in your business as possible. (07:26) So, we're just trying to align back to the values of our customers. And so, it's kind of taking that away in a way that says, all right, I'm going to 5x. I can't go to 20x or 100x cuz then I'll be out of business, but I'm going to go to 5x what we think you're going to use. >> Guys, remember I am not just a YouTuber. (07:39) I'm investing in my third fund. We've deployed $250 million into 550 software companies so far. Again, at founderpath.com, if you're interested in capital, I would love to cut you a check because I know you're investing in your education. You watch my show. So, sign up at founderpath. (07:58) com, and when you get the onboarding email, I reply and I see all those. Just reply and say, "Nathan, I found you through YouTube." and I'll make sure to prioritize you. I would love to cut you a check. Check out founderpath.com. It's Okay, so fair to say though, average customer today is paying you somewhere between 100k and 200k per year for, you know, one or two agents handling some bucket of conversations. (08:15) >> Somewhere 100 to yeah, 3, 400k. Okay. You have customers today already. I mean, you've already gone. You have customer I mean, you just launched from what I can tell, but you already have customers paying 400k per year. >> Yes. That's incredible. >> have had some remarkable In fact, I just did a chart for my team yesterday where I was looking at all the go-to-market SaaS companies and AI companies. (08:31) You know, even looking at like Clay and Gong and my former company 6sense. So, as the founder and former CEO of 6sense, I look at the trajectory of the first five years of the when they were in business. And our growth curve is like straight up compared to anything I we've ever seen in go-to-market. (08:46) Well, let me let me push you on that for a second. Since you opened the bucket, can you share how many months from launch did it take you to break a million bucks of contracted revenue? >> We broke a million from when we went out selling within probably three months. >> That's wild. Can I ask you what you're doing today or a range? >> You can't. (09:02) Let's just say we raised very soon after. We've been in market for 18 months. So, we've you know, we've come up on a full year of renewal cycles. We had a 211% NDR, which is amazing. So, these aren't experimental by Almost every customer within 90 days of going live adds a second superhuman. So, we have actually more opportunities when you were talking about those higher customers within our customer base than net new. (09:24) I think a lot of net new are afraid. They're like, "Wait, can this do this? Is it going to hallucinate? Are we sure this can represent our brand and our product?" And this is how we want to go go to market. But, it's absolutely wild when they see the results and they see that this works. And I can tell you, 18 months of being live, I have not had one single customer tell me, touch wood that in a way that has negatively impacted their business. (09:42) The only time we've ever heard somebody say that it's said something they didn't want it to say is because they gave us content that was outdated. And so I was like they point to it and like, "Wait, we don't do that anymore." And I was like, "Well, let's go look at what you gave us." Then we cite back to the source and like like, "Oh yeah, we used to say that. (09:56) Okay, so she wasn't hallucinating, she was actually using the content." trained data which was old and outdated. Interesting. The point of like superhumans today everybody's like, "Oh, everybody needs a human and they trust humans." I actually think we're about to cross the chasm where people trust AI more than humans because we have the ability to put the AI on really tight guardrails. (10:13) And if you do this right, and once society actually moves to that point, they're going to demand to talk to something like a superhuman or an agent over a human because humans hallucinate nefariously. Let's be honest, sales reps do it to get the deal done, right? Going sales and then sales reps have emotions and robots don't. (10:29) I mean all kinds of things. Well, robots can and they're starting to. We're starting [clears throat] to like read the tone of the voice. And when you say no, you mean yes. Like, "Oh yeah, yeah, I'm going to buy from you." Actually. Right? Right? Right? So I love that example. Yeah. If I can't tell you down on a revenue today, are you open to showing a percent like a growth rate over the past 12 months? Are we talking like 500% year-over-year growth or 100% year-over-year growth or where are you generally? 600%. 600. Okay, that's (10:51) great. That's amazing. Now I can kind of tell you down cuz you told me you broke a million 3 months in and you're 18 months ago. So like you basically grew You're trying to get to my numbers. We're doing well. Yeah. If you're at 600% growth and you we know you're north of a million 18 months or 16 months ago, you're doing north of 6 million. (11:05) I won't make you uncomfortable, but that's a Point being, it's incredible growth. So let me go back to the backstory now that we know where you are today and what you're selling. I mean look, my first thing here wondering, I'm going, "Okay, she was the CEO at a very successful, I mean venture backed, right? Yeah, at 6sense. (11:18) " You then went out and I think you're launching here with like a massive raise versus I'm thinking if she really believes in this, why not use her own money and just fund this herself? So two questions there. Did you get really rich at 6sense? And why not self-fund now? >> Did I get really rich at 6sense? Um I think the story that I share openly um is yes, I left at a time when we were raising another round. (11:38) It actually just happened to be that way. It wasn't like when I was leaving we were timing it and planning it. I took 5 years off so you can do the math. It was fine. Um, didn't plan on coming back to work. I always said I was done and I was on the bench and I was having kids and I was happy. Uh, played a lot of golf. (11:51) Realized that being a mom is the single hardest job in the world. So I decided to outsource that, come back to work. Um, and did I self-fund? I mean maybe I put money in, maybe I didn't. I don't really share that. I don't think it's relevant. I I I will push you on that a bit though. You have a very unique position because you've been through it three times now. (12:05) There's a lot of founders listening today that are much younger than you or I. I mean, when I first launched my SAS company I didn't know what the options were. I thought the signal of success was raise VC. And like if you raise VC everything was going to be good but you and I both know we have friends that raised a lot of VC and on paper it looks successful but they made like nothing for a variety of reasons. (12:21) So I don't want to make you obviously talk about your personal net worth and stuff like that but your context from what I understand was you basically built the thing and you left around the Series C when the valuation was around 300 80 million in January of 2020. The company then after that did a Series D at a 2.1 and a Series E at a 5. (12:36) 2 billion valuation. Without talking about what you personally made from those, can you just for anyone else that's in your same shoes, leaving a company that's raised, you know, 100 million of VC, passing off to somebody else, do you just hold on to equity and then sell it slowly in secondaries? Again, for the market, not what you did. (12:50) Generally, how would someone like you get liquidity? >> Yeah, I mean I think you always look at things Look, I am somebody this is me personally. I am somebody who wants to be in control of my own destiny. And so the minute I handed the reins away, I lost control, right? Like and that was a conscious choice. (13:03) It was the best thing for the company. It was the best thing for myself. Um, I put, you know, you could call it 10 years at it because I was building the product of 6 cents before we actually raised venture product venture funding. Um, so I have been at it for a very long time. And so when that control left my hands, for me it was a time to have some liquidity. (13:19) I didn't sell the entire thing but I, you know, my entire share but I sold enough to take to take time off and, you know, if I never wanted to I didn't I don't have to go back to work. So yeah, and I yes, of course, when there's next rounds of funding, we all like I I tell some of my friends who are C-level operators at some of the most successful AI companies today. (13:37) Actually, I have a really good friend down the street and I'm like, why have you not taken money off? Like you guys are crushing it right now. You never know what the world. We all think that like it's going to keep going in that direction. But absolutely when the opportunity arises, like take some off and then continue to roll the dice and have some and I still have a considerable amount of equity in 6sense. (13:55) But I took the risk off the table and you know, it looked like a good decision now. >> Yeah, I if I had to summarize what you just said, it would be founders listening. You know, you can raise cash and also give up control, but don't do both without taking some personal cash. In other words, don't give up control and take a bunch of cash with no secondary. (14:12) If you're going to give up control, take a first bite at the apple kind of thing. Is that a good summary? >> Yeah, I mean for me when I lost when I was like not in control anymore, it's like great, I will let this ride, but I'm taking a bite or two. And when you can, you know, everyone should and it shouldn't be shamed when you do, right? Like I've had some incredible opportunities already at One Mind and it's important that, you know, I look out for my family and I look out everybody is looking out for at the same time, but I'm also looking out for the (14:35) employees and the decisions I'm making today because I've had that good fortune in the past are very different than the decisions I made when I was at 6sense. So I genuinely care about making sure my entire team is going to see this as a home run for their career and for their families. And >> How big is your team today? How many folks? 72, I believe. 72 people. (14:54) Your website is so simple. I know 40 million's a headline, you're coming on the show, but like I wouldn't feel that there were 72 people here, especially with you I imagine using your own AI bots to sell your own product. >> All over. So it's it's amazing. We 78% of our pipeline has been sourced and created via Mindy, our superhuman. (15:10) She's putting on eight figures a quarter if not more in qualified pipeline. It's wild. She is having on average, I think it's 15-minute conversations up to like for example, we just uh a deal with uh Alteryx as a customer and the CRO just posted about their superhuman going live. (15:27) And when he first heard of us, he went and talked to Mindy. I think it was 90 minutes when we calculated how long he talked to her. Completely went through the whole solutioning, scoping, all the possible use cases, got a demo from Mindy. And my first call with him, it was he and I cuz earlier in our sales cycle in our days when I was taking the sales calls, I literally I was like a note taker. (15:45) I was like I did not ask any questions. I did not do any selling. It was like, "Amanda, you know when to just shut up and listen." Because he's got ideas for what he wants to do with this. And then we went into, you know, the procurement process, which always takes longer for an enterprise deal. So like the deal cycle was a little bit longer, but getting to vendor of choice and a yes was not that long because Mindy did all the work for us. (16:03) She's also starting to onboard some of our customers. We have her in our customer success life cycle. We have her as actually our sales engineer. We have one sales engineer right now and I literally last week told him, "You know, your job is gone and you now need to maintain the brain of your superhuman. (16:18) " So the sales engineer, the superhuman sales engineer will join the calls. Now we're calling him Nigel. So Nigel will be on the calls. Um so Mindy will be our inbound, Nigel will be on the calls as our solution sales engineer, and his job now has transformed into maintaining the brain so that Nigel can be on every call. Not just the call that's 3D when you're ready for a solutions engineer, but on the first call to answer all the technical questions right there on day one. (16:41) But yeah, we are eating our own dog food and so a lot of our head count is on our engineering team. They're all very AI forward. So I believe in this world >> engineers? 40 some engineers right now. Okay. Um yeah, my head of engineering, my CTO was head of engineering at Rippling prior. So quite a few that came over from there. (16:59) He is not doing bad when it comes to recruiting. Oh my god. I've I've seen good teams and this one's great. So what what is your recommend I mean predict the future of sort of AI driven sales, right? You cuz you actually have if you guys look at the screenshot here, there's actually a couple things happening here. HubSpot, I get the sense they're like, "Okay, we're willing to test this, but we don't want to in any way mislead our users. (17:15) We're We're to say it's powered by AI." Then others, like Adam down here at Owner, it's literally it's basically him. If you didn't know that this was AI, you'd think, well, maybe this actually is actually sort of Adam. I mean, Mana, do you think we're working to a world where me and you are actually created and it's okay that users are talking to a digital version of us even though it's not really us. (17:34) I mean, where where those lines blur over time, you think? >> Yeah, we're not in the business of cloning, but we do. So, we cloned AI Adam because he has a brand, right? So, he has like another one is Jack Jaco from Winning by Design, if you know him, but he has a very strong personal [clears throat] brand, and so he decided to clone himself as well. (17:50) So, we will clone, you know, if it makes sense for the brand of the for our customer. Most of actually one an interesting one is Alteryx is they took the founding founder's wife, and then they made an altered version of her. So, it's a likeness of her, which I thought was great. It was like a nod and a head nod to her without actually cloning her per se. (18:09) So, the goal is not >> clones convert more? I mean, that's the ultimate thing. Does Adam the Owner clone convert higher than Fiona, you know, Fiona's Fiona version, basically? >> No, I think really it's all about the job that's going to be done by the superhuman and where you put them in the process and the ability to meet the buyer and have that highly relevant contextual conversation and taking them down a path of at the same time I'm trying to sell to you. (18:30) And at the same time I'm trying to upsell and give you the demo, but I'm also here to answer your questions and meet your needs. Um I think it's really more of the conversation design and the art. There's a combination of art and science here. I truly don't believe we have some competitors and ankle biters trying to do what we do, and every time I see them I'm like, then you go talk to their their agents, and I call them agents we have superhuman trademark. (18:49) Um but we go talk to their agents and they're not even close. You know, it's like barely answering questions, it's not natural, they're not going down, they're not having multi-goal, they can't give a live demo, they may show a few slides cuz they threw three slides in there, but they don't have 10,000 case studies like Alteryx has in their brain. (19:03) They don't have multiple agents working behind the scenes, cuz what's really happening is you're building like a stack of superhumans, if you will, and multiple brains that are all working simultaneously together to keep the latency, keep the cost, and keep uh the accuracy 100%. So, you're kind of you're always like we're dialing. (19:19) We got to make sure we don't throw the cost through the roof. She's got to respond right away, otherwise people think it's not natural. And she's got to have highly relevant information and allow the buyer to control the experience, but also go for the close. So, there's a lot going on there to make that work and make that work well. (19:33) >> Mhm. How are you going to market? I mean, I guess you I think on your website you said you have 45 customers today, something like that, 45 logos? >> Uh we have over 60 now, but yeah. >> So, I mean, is this is this a high outbound play? I mean, your domain rating, for example, on Ahrefs, like there's very little organic inbound traffic, but it sounds like that doesn't matter. (19:49) I mean, you're doing running an outbound playbook? We don't do any outbound. Actually, everything is inbound. I don't know why that I don't know where that rating is coming from, but I would say all the inbound that's coming to us is highly qualified. Yeah, I don't know that I can't see the number. You're getting more than 17 your website for one line. (20:05) >> [laughter] >> Yeah. We Ahrefs might be off. Our superhuman Mindy is having thousands of conversations a week. So, what's the ratio? If someone's listening to this going, "Man, should I add this to my website? I get 10,000 hits per month." Right? What do What would you tell him? Should you say expect that 20% of of random cold hits to your website will engage with Mindy or what do you think the hit rate is? >> Yeah, I mean, think about it. (20:23) You most most websites have some kind of chatbot on it today. Like, what are you getting in that chatbot today? You're probably getting maybe 2 to 5%. You can at least double if not 5x what you're getting off your traditional chatbot with a superhuman. And our goal isn't just to be in the real estate of the chatbot. (20:37) We live our we eat our own dog food or drink our own champagne in the fact that Mindy is like rotten center on the website, right? Like, she is all you That's all you get. However, our customers have it as a chatbot. They have it as an embedded experience, like as a banner on the homepage. We have some customers who have it in the top navigation bar. (20:53) Like, talk to our superhuman. So, we have it embedded in outbound campaigns. Let me send you a campaign and have a highly dynamic personalized conversation with that user and offer it instant versus booking a meeting or downloading a white paper. Right? So, she lives all over the place. She lives on LinkedIn profiles, etc. >> Yeah, I'm trying to give a real-life example here, right? So, this is powered by uh Amanda's company, right? One Mind here. This is Winning by Design. (21:15) Um so, that's one way to install it. But, you said you just told us a bunch of different ways people are using it. >> omnilogistics.got.com. So, here you can see top nav, it says Julie. That's their superhuman. There she is at the bottom of the page. You scroll down, there she is as well. So, she's all over the And they have incredibly high conversion rates as a result of it and deep engagement. (21:31) >> you keep the logo there. A little virality built in, huh? Well, of course. Unless somebody tells us to take it down. I don't think they mind. It's a partnership. >> Oh, so is this an iframe? You control this? Yes, we control this. Yeah. >> Oh, interesting. So, you have a bunch of I Really, that's really compelling. (21:45) So, you could push a software update and immediately update all of your customers' websites at once without them having to reinstall new JavaScript. >> god, 100%. Yeah. And we're constantly And maybe because, you know, your question earlier is what models, what faces, what things are you using? We're constantly evolving. (21:58) So, today we might be using Open AI, tomorrow we might be using Gemini, and like it's a combination. So, we might be using smaller models for like the answering "Hi" or "What's the weather like?" And then we use like deeper models and more reasoning models like for the, you know, more complex questions. And then when she needs to give a live demo, it's a whole 'nother set. (22:13) So, all of these things are working together and we're constantly optimizing and trying to stay up on all the latest. I mean, that's one of the hardest things. >> all those credits You include all those credits in your cost of goods sold? Yes. Can I ask, I mean, what was your cost of goods sold last month on credits? Are we talking like a million-dollar month kind of bill? Or are you like tool calling to try and like keep that I mean, obviously as low as possible. (22:29) >> a lot of tool calling to keep that down. Yeah, yeah. So, it's it's not as bad as you think it is. I will tell you it's like >> build SaaS margins in this? Or can you keep your margins at like 80-90%? >> 100%. We're Yes. Yes. We have found a way in the thought of caching. Like, there's a lot of multiple things that we can do to keep this down. (22:45) I'm not trying to support Like, I'm not going after the support use case, which is where you see most of the AI agentic, you know, tools in this world. Like, the Deck-A-Gons and the Ceras of the world. They're solving [clears throat] the problem of you know, solving support cases and tickets. That is a very low-margin business, right? So, like you You have a million conversations and have it cost a lot because there's not a big upside to that. (23:06) If I'm closing a million-dollar deal for you and I'm moving pipeline through and revenue through, like the justification if this is the equivalent of, you know,...