The Surprising Key to Success: Don't Wait for a Slowdown!

And by the way, it's much harder to raise money when your company's slowing down. And so for us, we saw this slowdown roughly around $50 million of AR, and there'd be the logos on the top of the building. I'd be like, okay, I pitched that customer, their customer, their customer. I pitched that customer. Everyone, every single company we'd either pitched or they'd bought. I was like, oh geez, we're TAM constrained. But don't let it wait till you start flattening out till you figure out your next act. And one of the things very practically I wish I'd done is build a database of your addressable market. Now, I don't mean that BS slide you show to investors that says your addressable market's like $10 billion or a trillion dollars. I mean the real one.