 ᕢᕶᕾᔜᔂ� suc–insan— ᕤ៛ᜡlorksan- ᕕ្៉ ᕙ�好吃- ᕢ៝�觉ᓀ៹, ᕟ៉�daswan- ᕧ៝ᴝ៹ ᕠៜ᱃ᓀst ᕨ៙ ៕៛ጀ. ᒒៜᆲ Professor Gis hovering ᴾᡧ�urar– He holds a master's in finance with distinction from one of the business school. He has studied mathematics at the Edmont State University in the University of Science and Technology. And currently, today we are going to talk about startups, how to fundraise. It's obviously very big, particularly in our media. Thank you. Thank you very much. It's an introduction. Hi everyone. I'll meet you. Good. So what we're going to do today is quite unique. Normally you'll hear one side of the table, right? Either the seller or the buyer. Either this. And here we're going to have the opportunity to hear both use what, how does it look from the side of a startup and from the side of a investor. So I hope it will, I've never done it before. So I hope it's going to be good and successful. And when, you know, it's also depicting a lot on you. So if you're going to ask your friends and get engaged, it will be more interesting for all of us. I just want to thank you. Okay. So I'll talk a bit more about us and me in a second, and what is better, but I'll do a little, but first I want to introduce some of our team members because they're here from Flatclub and most of our city of the world. Hi everybody, my name is Lima. I'm a city of Flatclub. I've worked in Flatclub in the last 80 months. I've been born in Russia, grew up in Israel, moved to London for the office. We are already two years in Armenia. We can see part of our team here. We're very glad that you're bringing us to deliver our product. And the things I'm going to speak about a little bit, it's so, so useful to me. Hi. Hi. Thank you. Thank you. And we do a lot of things in Armenia, and we're looking at 50% of our clients. I mean, in general, in terms of the technical part of the customer in the product part, so I'm going to stay here. I'm also going to present a presentation for the next 10 years, because we have a lot of work to do here with me. Also, I'm going to go out and see myself, and I'll take care of my children. I'm going to Armenia, and I'm going to go to Flatclub. There's an army in the park. There's a lot of technical things, so I'm going to go out and see myself. Good. So we're going to talk about the standard. Anyone who is already home, in a startup, or have an idea of their work? So, what do you think? Anyone already ready for some funding? Yes? Good. How are you? I'm good. No, no, I'm kind of in a good pouch. So, since then? Yes. Good. Alright. So, and anyone who didn't raise and wants, even maybe one day to start the work business? I think about it. Good. Alright. Alright. Thanks. Thanks for this. So, a little bit of keywords about me. So, this is going to be the most boring slide today. Hopefully, with the most steps. I'm Israeli. I'm the founder of the Flatclub. I've been working with Armenia now for two years. You probably want to ask yourself what I'm doing here. And so, we decided that we want to bring our technology in Flatclub. In-house, we thought that we were working with outsourced companies and it didn't work out because it was not connected well. People didn't get the pain. People didn't get to share the success. So, we wanted to do it in-house. Doing it in London was not an option because there was shortage of talent in London. So, we looked at four locations. Actually, we were looking at three locations, but then I met Yerban who, when you're from the business school and also talked about Armenia. So, we had four locations. In each of the locations, we interviewed 20% of the people to understand the pool of talent, to understand the fit. And we took a decision based on the quality of the people that we met. We hired the first person just exactly two years ago. Her name is Koho. By then, we had four or five developers, some of them in China, some in the US. It was complicated. She came in and she was amazing. Not only because of the quality of the pool. Not really. Not really. Now she's our head of development. She's still working with us and working now probably. We've been very committed to that. Some of the qualities that she brought was the understanding of what the business needs. Actually, not only just the pool, just the technology, but actually what the product is about. This is adding a lot, a lot of value. And we then hired a few more people. We sold more of these than and we decided to take a strategic decision as a business to set our operations here in Armenia. I will take the core of our business technology, the core of our development. We committed to that investment a lot. We raised, recently, a total of $15 million in six rounds of funding. And the last round was just recently a few months ago, a $10 million with the majority which is going to be invested here in our own office and in our own technology business which is quite our safety. So we are changing our name, probably asking yourself why we're changing our name or if you don't ask, so I'll tell you anyway. We started as a consumer business that was called Flat Club that was about booking accommodation. That was great. But then we decided to work with corporate and we found the opportunity very interesting for us to work with them about relocation. There was many more services in Asia. So they know our name, but that doesn't work anymore. And that's all we were changing the name out to Benito. Benito is coming from the world. Welcome. Good. Bien Benito, bien Benito, bien Benito in seven languages. And our mission is to make every employee welcome. Every corporate makes every employee welcome. And we focus on the junior employees and we start with relocation. We want to make sure that companies can offer relocation support. People who are moving from one place to another place, new hires or existing employees also to the junior employees. And why do we want to do it? Because currently if you work for a large corporate then the company will spend $25,000 on your cost of relocation if you are a senior manager. But before the same company they have 200 entry-level employees call center, graduates, those who just finished university they can't afford to spend so much money. So they don't do anything. And it costs them money. It's painful for the employer and painful for the employees what we are doing we are changing this industry. We are bringing technology. So instead of delivering service by people we deliver them by technology which means we can be 90% cheaper and use our service to that segment of junior employees that between now no one was able to do it. And it goes quite well I would say. In the last 12 months we signed more than 50 clients we are alive in 60 locations in Europe which means these are the cleanest people you can relocate to. And you know if you also think yourself when we move to Armenia you can see it happened around here and this is where we started to grow a team in Armenia and look what happened to the sales. And the team is not doing sales. It's the quality of our products it's the quality of that's how our media affects everyone. It's the quality of the work it's the quality of our services it's the flexibility to build the ability to sell services to clients and then build the technology to deliver them. So let's go back to the early days of London business school where I started the business a different business started to sell started with building it you know I was a student like a few guys sitting in lectures feeling all kind of entrepreneurs speaking in funny accents and telling me so and I said maybe I can do it also. So I tried but the bottom is to lose. So I tried. When I built the building