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… make a little bit money. But yeah, we primarily use it to scale our outside sales operation, right? Like what our, since we promote so fast, we kind of have a step function. People are really good on the ground. They bring in money, but then we promote them to open up a new market. So we're actually growing market by market. The moment we do that, we lose that person on the ground making money. So we lose that delta on actually cash coming in.

They do get a base. And now we have to put ads in Indeed to find good candidates, right? We are spending to ramp up the market. Was FounderPath the first outside money you've ever taken? No. So, you know, I started everything raising angel money, angel family offers, some, you know, high net worth individuals. And then we have been actually doing some level of factoring non-diluted funding from Stripe before, right? But so built the company and I've been here through a lot of pivots. I failed twice with this company, right? And failed hard.

I mean, failed hard. And I was really fortunate to have a pool of angels that have been always seeing the vision. I was always able to sell them on the light at the end of the tunnel. So has FounderPath enabled you to keep more of your equity than otherwise you would have been able to keep? Yeah, 100%. You negotiated with me hard. We gave you a 16-month payback, which gives you more runway to invest in those commissions. Why did you switch from …