This founder secured 8 figures in ARR before building the product

But I've got one where we have, 8 figures in committed ARR, and we don't even have the product fully built and ready to go yet. And so what does that tell you? That tells you that there's still this phenomenon of what you said earlier where distribution and, like, nailing down, like, what is this complicated thing that your unique relationships, your unique set of customers who only you have access to because of your unique networking prowess want access to. And they're willing to, like, sign an LOI and say, I want this.