1Mind Revenue & Funding (2026)

[00:00] You share how many months from launch did it take you to break a million bucks of contracted revenue? [00:03] >> We broke a million from when we went out selling within probably three months. [00:08] Are you open to showing a percent like a growth rate over the past twelve months? Are we talking like 500% year over year growth or a 100% year over year growth or where are you generally? [00:15] >> 600%. [00:16] Can I ask you what you're doing today or a range? [00:18] >> We had a 211% NDR. [00:20] I think on your website, you said you have 45 customers. [00:22] >> We have over 60 now. [00:23] What is emotionally intelligent AI mean? Take me past the buzzwords. [00:26] >> We are building what we call go to market superhuman. 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 the demo. She doesn't just pass off to an SDR, she goes all the way for the close. [00:42] >> Check individual customers now already paying this eighteen months after lunch, dollars 400,000. [00:46] Amanda, as we wrap up here, you just, know, 30,000,000 series a closed. [00:50] >> What was the valuation? [00:51] Hey, folks, my guest today is Amanda Kahlow. She's a three time entrepreneur and the former Founder and CEO of 6sens. She's currently the Founder and CEO of 1mind, she launched to transform the go to market strategies using emotionally intelligent AI. Amanda, you ready to take us to the [01:06] top? [01:06] >> Let's do it. [01:07] Alright. Okay. What is emotionally intelligent AI mean? [01:09] >> I don't know who came up with that. That's not typically 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. So everything from the obvious that everybody else is doing. Oh, here we go. There's our superhuman right there. Top of funnel inbound. She's on your website. She gives a pitch, gives the demo, she doesn't just pass off to an SDR, she goes [01:30] >> all the way for the close. 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. 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 [01:51] >> customers through the lifecycle for more of an enterprise motion? So our goal is not to be just top of funnel. Our goal is to support the full lifecycle and give the buyers one experience that's consistent throughout. [02:01] Interesting. Yeah, mean, I'm using here on my screen, I had to mute it because it's she started talking to me. But you guys get the sense of what's happening over here. Amanda, just out of curiosity, what's the tech stack here? I mean, is this a, like, a, hey, gen real time API plus 11 labs voice on top of it? Or what what's the tech stack here powering her? [02:15] >> We use a multiple of different technologies. Some of it's our own, and some of it's third party vendors, we actually have our own pipeline for most of it, we use multiple different face 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 more about the brain, we want to build the context graph, and be the decision logic and the [02:36] >> engine behind so that she can give the real live demo so that she can 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. [02:46] Really interesting. Okay, let's do a couple of these examples here. HubSpot, VSP, just to be clear, are these real? These are real paying customers, real examples? [02:52] >> They are real enterprise paying customers with logos that we are allowed to talk about. So these are not experimental budgets. Most of these customers are paying the cost of a human plus and have multiple like suit like HubSpot, for example, we are working on, I believe it is their fourth superhuman to go live across their journey. Fiona, the one you're seeing here was the first superhuman that we built for them is in the top left corner. [03:17] >> 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 were able to increase their revenue by 25% in their SMB small business segment. [03:30] Interesting. Does Fiona make commissions? [03:32] >> No, 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. [03:49] Interesting. So quantify, mean, everyone watching my show totally understands the old sort SDR, BDR to AE ratios and then their CSM after that. Everyone understands that flow. How are you I mean, you probably ran that playbook at 6¢ actually as you scaled 6¢. How is this radically changing that? Is this just like a cost structure change? Is it something else I'm missing? [04:06] >> If you look at the jobs report, AI has put on more jobs than has taken away. 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 [04:23] >> 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. 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 there's loss of [04:47] >> context and memory. 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. Like, for example, if you're talking to, like, a Cisco or a Databricks that sell for every industry [05:07] >> 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. So she can actually solution sell in a way that humans could never in the past. [05:23] This makes sense. How are you pricing this thing? What's the average customer paying per month today? [05:27] >> They it's an annual contract or a multiyear contract commitments that we have from most of our customers right now. Nothing surprised 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 [05:42] >> is So you don't price just to clear, you don't price it. [05:44] If I have you build one role for me on one license, am I gonna pay you $10 a year on average, or what's the general cost? [05:50] >> It's the cost of a human, so it's 6 figures. [05:52] It's like a 100 k. Like a 100 k for one. Okay. At least that. 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? [06:01] >> There is a variability. We cat 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. 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 were moving and we're shifting over to a world that [06:18] >> just makes it easier to know exactly what you're gonna pay for and the outcome that she's gonna produce and what that looks like. [06:23] 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's only gonna have five. And now I owe Amanda, like, a million dollars when I thought it was gonna be, like, a 100 k. That makes it really hard for me to predict, like, my budgets for with my [06:38] >> CFO. [06:39] Is that did you experience that firsthand? Is that what happened? [06:40] >> No. We we actually set you would buy a bucket of conversations. So let's say you we would estimate, okay, you're gonna have a thousand or 2,000 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. 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 gonna do. Like, if you have 10,000 visitors [07:01] >> to your site, I think I get 20 to 40% will talk to the superhuman. If you got all a 100%, I'm not going to charge you more. So we're really looking at this of like, we wanna 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 [07:19] >> pronoun you wanna give your superhuman, as much exposure as possible to drive as much value in your business as possible. So we're just trying to align back to the values of our customers. And so it's kinda taking that away in a way that says, alright. I'm gonna five x. I can't go to 20 x or a 100 x because then I'll be out of business. But I'm gonna go to five x what we think you're going [07:36] >> to use. [07:37] Guys, remember, I am not just a YouTuber. I'm investing into my third fund. We've deployed $250,000,000 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.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 [08:00] and I'll make sure to prioritize you. I would love to cut you a check. Check out founderpath.com. And so okay. So fair to say though average customer today is paying somewhere between 100 k and 200 k per year for, you know, one or two agents handling some bucket of conversations? [08:12] >> Somewhere 100, yeah, $3,400 k. Yep. [08:14] 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, you already customers paying 400 k per year. [08:20] >> Yes. That's incredible. We 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, you know, even looking at like Clay and Gong and my former company, Sixth Sense. I was the Founder and former CEO of Sixth Sense. I look at the trajectory of the first five years of when they were in business. And our growth curve is [08:39] >> like straight up compared to anything we've ever seen in go to market. [08:42] Well, let push you [08:43] >> on It's pretty wild. [08:44] Since you open the bucket, can you share how many months from launch did it take you to break a million bucks of contracted revenue? [08:49] >> We broke a million from when we went out selling within probably three months. [08:53] That's wild. Yeah. Can I ask you what you're doing today or a range? [08:56] >> You can't. Let's just say we raised very soon after we've been in market for eighteen 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 budget. Almost every customer went within ninety 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. I [09:20] >> think a lot of net new are afraid. They're like, wait. Can this do this? Is it gonna hallucinate? Are we sure this can represent our brand and our product? And this is how we wanna 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 eighteen months of being live, I have not had one single customer tell me, touch wood, that this doesn't happen, [09:37] >> that the superhuman has hallucinated in a way that has negatively impacted their business. 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. I was like, well, let's go look at what you gave us. Then we cite back to the source and like like, [09:53] >> oh, shit. Yeah. We used to say that. Okay. So she wasn't hallucinating. She was actually using the content. [09:57] Using your trained data, which was old and outdated. Interesting. [10:01] >> Which is like the point of like humans today. Everybody's like, oh, everybody needs a human. 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. 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 [10:21] >> humans hallucinate nefariously. Let's be honest. Sales reps do it to get the deal done. Right? [10:25] Yeah. Yeah. And sales and sales reps have emotions and robots don't. I mean, kinds of things. [10:29] >> Well, robots can, and they're starting to we're starting to, like, read the tone of the voice. And when you say no, you mean yes. Like, oh, yeah. Yeah. I'm gonna buy from you. That actually Yeah. That's funny. Right? [10:38] I love that example. Yeah. 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 twelve months? Are we talking like 500% year over year growth or a 100% year over year growth or where are you generally? [10:48] >> 600%. [10:49] 600. Okay. That's great. That's amazing. Now I can kinda tell you down because you told me you broke a million three months in and you're eighteen months ago. So like [10:56] >> I am trying to get to my numbers. We're doing well. Yeah. [10:58] If you're at 600% growth and we know you're north of a million eighteen months or sixteen months ago, you're doing north of 6,000,000. I won't make you uncomfortable, but that's point being it's incredible growth. So let me go back to the backstory now that we know where you're 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, at [11:16] 6¢. 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 6¢, and why not self fund now? [11:29] >> Did I get really rich at 6¢? I think the story that I share openly is, yes, I left at a time when we were racing another round. 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 five years off, so you can do the math. It was fine. Didn't plan on coming back to work. I always said I was done, and I was [11:46] >> on the bench, and I was having kids, and I was happy. Played a lot of golf. Realized that being a mom is the single hardest job in the world. So I decided to outsource that, come back to work. And did I sell fund? I mean, maybe I put money in, maybe I didn't. I don't really share that. I don't think it's [11:59] Fair enough. I will push you on that a bit though. You have a very unique position because you've been through it three times now. There's a lot of founders listening to you that are much younger than you or I. I mean, when I first launched my SaaS 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 gonna be good. But you and [12:14] 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. So I don't wanna 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 $380,000,000 in January 2020. The company then after that did [12:32] a series d at a 2.1 and a series e at a 5,200,000,000 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, 100,000,000 of VC, passing off somebody else. Do you just hold on to equity and then sell it slowly in secondaries? Again, for the market, not what you did, generally. How would someone like you get liquidity? [12:51] >> 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 I lost control. Right? Like and that was a conscious choice. It was the best thing for the company. It was the best thing for myself. I put you know, you could call it ten years at it because [13:07] >> I was building the product of 6¢ before we actually raised venture prod venture funding. 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. 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 [13:26] >> to go back to 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. 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 [13:44] >> it's going to keep going in that direction. But absolutely when the opportunity arises, take some off and then continue to roll the dice and have some and I still have a considerable amount of equity in 6¢. But I took the risk off the table. And, you know, it looked like a good decision now. [13:59] Yeah. I if I just 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. If you're gonna give up control, take a first bite at the apple kind of thing. Is that a good summary? [14:15] >> 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 1mind. And it's important that, you know, I look out for my family and I look out everybody is looking out for at the [14:34] >> same time, but I'm also looking out for the 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 Sixth Sense. So I genuinely care about making sure my entire team is gonna see this as a home run for their career and for their families. [14:49] And How big is your team today? How many [14:51] >> 72, I believe. [14:52] 72 p your website is so simple. I know 40,000,000 is 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 bot to sell your own product. [15:02] >> All over. So it's it's amazing. We 78% of our pipeline has been sourced and created via Mindy, our superhuman. She's putting on 8 figures a quarter, if not more, in qualified pipeline. It's wild. She is having on average, I think it's fifteen minute conversations up to, like, for example, we just sold a deal with Alteryx as a customer, and the CRO just posted about their superhuman going live. And when he first heard of us, he went [15:27] >> and talked to Mindy. I think it was ninety 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 because earlier in our sales cycle, in our days when I was taking the sales calls, I literally I was like a notetaker. I was like, I did not ask any questions. I [15:45] >> 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, 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. She's also [16:02] >> 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. So sales engineer or the superhuman sales engineer will join the calls. Now we're calling him Nigel. So Nigel will be on the calls. So [16:23] >> 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 three d when you're ready for a solutions engineer, but on the first call to answer all the technical questions right there on day But, yeah, we are eating our own dog food. And so a lot of our headcount is [16:42] >> on our engineering team. They're all very AI forward. So I believe in this How [16:46] many engineers? [16:47] >> 40 some engineers right now. [16:48] Okay. Wow. Yeah. [16:49] >> My head of engineer my CTO was head of engineering at Rippling prior, so quite a few that came over from there. He is not doing bad when it comes to recruiting. Oh my God. I've seen good So things and this one's [17:03] what is your recommend, I mean predict the future of sort of AI driven sales. Right? You because you actually have if you guys look at the screenshot here, there's actually a couple of things happening here. HubSpot, I get the sense they're like, okay. We're willing to test this, but we don't wanna in any way mislead our users. We're gonna say it's powered by AI. Then others like Adam down here at Owner, it's literally it's basically him. [17:20] If you didn't know that this was AI, you'd think, well, maybe this actually is actually sort of Adam. I mean, Amanda, 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? I mean, where where do those lines blur over time, you think? [17:35] >> 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 Jocco from Winning by Design, if you know him, but he has a very strong personal brand. And so he decided to clone himself as well. So we will clone, you know, if it makes sense for the brand of the for our customer. Most of actually what an interesting [17:54] >> 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. So the goal is not Do [18:08] the clones convert more? I mean, that's the ultimate thing. Is Adam the owner clone convert higher than Fiona, you know, Fiona's Fiona version? Basically? [18:16] >> 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. 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 [18:33] >> your needs. 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, ugh. But then you go talk to their their agents, and I call them agents because we have superhuman trademark. But we go talk to their agents, and they're not even close. You [18:50] >> 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 because they threw three slides in there, but they don't have 10,000 case studies like Alteryx has in their brain. They don't have multiple agents working behind the scenes because what's really happening is you're building, like, a stack of superhumans, if you will, and multiple brains that are all [19:10] >> working simultaneously together to keep the latency, keep the cost, and keep the accuracy a 100%. So you're kinda you're always like, we're dialing. We gotta make sure we don't throw the cost through the roof. She's gotta respond right away. Otherwise, people think it's not natural. And she's gotta have highly relevant information and allow the buyer to control the experience, but also go for the So Mhmm. There's a lot going on there to make that work and [19:32] >> make that work well. [19:33] Mhmm. How are you going to market? I mean, I guess you you I think on your website, you said you have 45 customers today, something like that, 45 logos? [19:39] >> We have over 60 now. [19:40] But Over So I mean, is this a high outbound play? I mean, domain rating, for example, on Ahrefs, there's very little organic inbound traffic, but it sounds like that doesn't matter. I mean, you're running an outbound playbook. [19:50] >> We don't do any outbound. Actually, everything is inbound. I don't know why that. Oh. 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. [20:00] More than seven you're getting more than 17. Is that your website is short of 1mind? [20:04] >> Way more. Yeah. Way more. [20:05] We thousands of conversations. [20:07] >> Our superhuman Mindy is having thousands conversations a week. [20:10] So what's the ratio of someone's listening to this going in? Should I add this to my website? I get 10,000 hits per month. Right? What do what would you tell them? Should you say expect that 20% of of random cold hits to your website will engage with Mindy? What do you think the hit rate is? [20:21] >> Yeah. I mean, think about it. 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 two to 5%. You can at least double, if not five x, 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. We live our we eat our own dog food or drink our own [20:39] >> champagne and the fact that Mindy is, like, front and 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, like, talk to our superhuman. So we have it embedded in outbound campaigns. Let me send you a campaign and have a [20:58] >> 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, etcetera. Yep. [21:08] There's a real life example here. Right? So this is powered by Amanda's company, One mind here. This is winning by design. So it's one way to install it. But you said you just told us a bunch of different ways people are using it. [21:17] >> Go to omnilogistics.com. So here you can see top nav, it says Julie, That's their superhuman. There she is at the bottom of the page. If you scroll down, there she is as well. So she is all over there, and they have incredibly high conversion rates as a result of it and deep engagement. [21:31] They let you keep the logo there. A little virality built in. [21:34] >> Well, of course. Unless somebody tells us to take it down. I don't think they mind. It's a partnership. [21:38] Oh, so is this an iframe? You control this? [21:40] >> Yes. We control this. [21:41] Yeah. Oh, interesting. So you have a bunch of I oh, really? That's really compelling. So you could push a software update and immediately update all of your customers'websites at once without them having to reinstall new JavaScript. [21:49] >> Oh my god. A 100%. Yeah. So super And we're constantly it may be because, you know, your question earlier is what models, what faces, what things are you using. We're constantly evolving. So today, we might be using OpenAI. Tomorrow, we might be using Gemini, and, like, it's a combination. So we might be using smaller models for, like, the answering high or what's the weather like. And then we use, like, deeper models and more reasoning models, like, [22:08] >> for the, you know, more complex questions. And then when she needs to give a live demo, it's a whole another set. So all of these things are working together, and we're constantly optimizing and trying to stay up on all the latest. I mean, the one of the [22:17] hardest all those credits you include all those credits in your cost of goods sold? [22:19] >> Yes. [22:20] Can I ask, I mean, what was your cost of goods sold last month on credits? Are we talking like a million dollar a month kind of bill, or are you, like, tool calling to try and, like, keep that, I mean, obviously, as low as possible? [22:28] >> Doing 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 [22:33] you it's like build SaaS margins in this world? [22:35] >> Can you keep your margins at like 90%? [22:37] >> A 100%. We're yes. Yes. Okay. We have found a way in the slot of caching. Like, there's a lot of multiple things that we can do keep this down. 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 agent tech, you know, tools in this world, the Decagons and the Sierras of the world. Yep. They're solving the problem of, you know, solving support cases [22:56] >> and tickets. That is a very low margin business, right? So...