 So hello everyone, thank you for joining us today as we are being joined here today at Entrepreneur India and APAC. We're talking to JVJN who has revolutionized in a very different way the entire process of auto retailing and technology services. Particularly what is a key point to note is that his entire SaaS technology and the services which are accompanying it has enabled dealers and manufacturers to sell and service vehicles in the most simple, secure and most importantly contact freeway. And this is of course all you know what is important to notice that they're providing a great customer experience as well to customers through the technology. In this pandemic you know when we have all been sort of troubled by how we are going to go and do that one small purchase whether it was for a vegetable or something as meaningful as auto which is always a big decision for any family or a business. I think it's great to have Jay joining us as he tells us about how Tekyon has been able to achieve this during the time of the pandemic and not just that but also growing the company to become a billion dollar company in probably the fastest time even for a Silicon Valley company which is just four years less than four years in fact they started in 2016 and not we're not even at the end of 2020 right now. So welcome Jay it's lovely to have you here with us at Entrepreneur and you know it's such a wonderful journey to see that you know what you have built in such a small period of time and done it so beautifully just in a matter of three and a half years almost close to four but you know achieving that kind of orbit in auto industry is absolutely a delight and we would love to know more about how you've really done it. So let me start by asking you a simple question that you know traditionally we have seen that when auto dealerships particularly they have these fanciest you know state-of-the-art designer showrooms and you see that you know it's like the entire swanky thing that they sell along with the auto that you are looking to buy. So do you feel that particularly with the kind of product that you have developed the future of all these auto dealerships or showrooms is likely to be or people buying from there is likely to be much lesser and they would prefer to buy digitally or online and you know how are you going to match that or how are you trying to match that yeah dealership ad tech here to ensure that customer is able to sort of get that kind of service. Sure yeah thank you I'm glad to have this conversation with you thanks for thanks for inviting and I appreciate the kind introduction. Going to your question see you're right this is not just in you know India but also in the US as well as globally. I think for over decades several decades I think the I mean I would say in a century this is how it's been operating where you know the other traditional showroom where customers go and buy and as you you may have seen online purchasing is increasing but again the the biggest thing is in today's world customers expect convenience and choice two things okay they want of course convenience includes experience they want easiest the best experience they could get and in all of our other worlds today if you want to shop in you know e-commerce like Amazon or in India probably Flipkart and any other e-commerce site things have gotten really easy very simple easy for you to in few clicks you place an order and it gets delivered to your home no issues without even shipping costs in most of the times but in automotive that has not been possible yet except for maybe some places there are used car online providers but there is no global you have great brands that is that are selling great cars but end of the day the experience of buying a car or servicing a car has not been great and this is something as you know well pretty much it's either people own or it's their dream to own always an automobile right after housing automobile is kind of it's a global thing for people to feel that you know they own an asset after housing so I think it's been a long view to change that experience to make sure you to think about this automobile is second most of the time second largest purchase any person would make most of the time after your housing that's the biggest money that you would put in terms of dollars or rupees so if you think about today buying that but that buying experience is it's not pleasant many times even though you have good feeling of when you start a buying a buying a vehicle but experience of going through that is not great today because when you go to a showroom even after doing all the research the same thing in the US it takes easily four hours to eight hours to finish a purchase and most of these four to eight hours is spent in things that are not pleasurable or not pleasant it is more you know price haggling it is documentation there is no even easy way to pull the documentation you forget 10 things and you have to run around go get documentation you have to call multiple people you know your whatever it is fan card it's not digital so in today's digital world it should be easy even if you spend four hours in a dealership think about this that four hours or majority of the four hours should be spending in what is pleasant and pleasurable that means you see the car right you experience the car you do a test drive if you take your family and kids let them spend time ask about options so that is how a purchasing experience should be not in all the other things right of course dealerships and OEMs are all they are in this in terms of doing a business so it should be a win-win they should still make money and maybe profitable so that they can continue to exist and continue to grow at the same time customers can get a great experience as well because in technology world companies like Apple has already shown this right Apple has probably the most expensive many times products but still they're able to sell what is the reason because they have showrooms as well and they can do both online and so so they they do that digital convergence very well that doesn't exist in the automotive industry as cleanly there is so much friction because the OEMs run different set of systems the dealers run different set of systems even within a dealership there is like in the US I could see easily 30 40 50 different point solutions and they don't talk to each other well and they create more friction in that process both service and selling so what you've talked through that's something I've seen from my Tesla world to what I'm doing now I felt you know there is a there is a need to solve this problem and we that's that's why we took that heavy lifting of building a platform that is truly comprehensive and runs not superficially just bringing OEMs dealers and consumers together but truly be the operating platform for conducting business so that's what we have built from 2016 to now we are really really thrilled about how well everything has come together and also the validation that we have been getting from the industry no I think that's that's super fantastic and understandably the you know the your services are still available in North America largely and you know there is a whole world waiting for you to sort of bring this adoption correct yeah we are excited yeah absolutely I think and I can imagine you know that unicorn status is going to go into multiple times unicorn once you start doing it yeah definitely so you know you so when you have started talking to these auto companies about you know go digital or sort of try to give a more digital experience to a customer so where did you see the first traction coming was it was it you know this market segment of auto or was it more like luxury auto so who are the earlier doctors of the technology yeah no yeah no such specific segment but I think the early adopters were a set of dealers and a couple of OEMs okay so the the great thing for us it was not easy the first two years were the toughest time for us as a company mainly of course people the challenges we had were a few things because this industry as old it is there are so many barriers to for us to cross and break and lot of legacy way of doing things and people have gotten used to it and they'll feel comfortable in doing what they've been doing even though that's not the best way to do things everything from selling a car to servicing a car to engaging with the customer all of those so it took a lot of time for us to convince people there is a better way to do this and and we started showing as we build the product we started showing the you know MVP the pilots and prototypes the initial breakthrough came in few dealers who were you know felt you know this is innovative and this is going to help change their business and they said you know what we are ready to start adopting it even in spite of challenges some of the challenges were you know without OEM certification you can't roll out the product into dealerships and OEMs are initially not willing to talk to us because we didn't I think get to the right people the process was over a decade their process is very complicated it takes time they won't even talk to you until you get to like you know certain number of dealerships on board so we have that chicken and egg problem where you can't roll out to any dealers because it's a critical system if you don't have a certification but OEMs would say we won't even talk to you until you have like you know for pure hundred dealers on boarded on the platform finally we were able to show that to the right people in the OEM exact the OEM executives and OEM management once the the biggest breakthrough came in once they see the product they immediately feel the value this so it took time for us to get to the right people and show them you know what this is what the vision is and this is what the product looks like and this is what it will look like in a year or two years once they saw that they feel like yes this is going to change the industry and yeah we'll we'll help you we'll be part of you of course still they some of the OEMs approach it very skeptical because they've seen for many decades many companies tried and failed so they were even though they they loved what they saw they wanted to make sure is this real is this going to really succeed can they really scale so they started taking small steps then the small steps slowly because we were able to deliver beat expectations all the time the the nice thing is every time then we'll show a demo to OEM team like you know every maybe somewhere between three to six months they will be blown away by the progress we have made they'll always we have a big surprise telling that wow I mean you guys made this much progress in this short time frame then they started small steps became big steps and then it became real partnership then investment and all of those sure no that that's really super and I mean given given the fact that you know you've been able to achieve the success in North America do you see similar problems happening when you go to other markets markets like Europe markets like Asia because you know here too the dealership model is is very strong right auto sales or do you sort of particularly because these markets are a little different from North America and I would say some some bits not as progressive as North America so do you foresee or what forecast any different problems or challenges entering these markets there is going to be different sets of challenges but there are two things I think we have as a great advantage the advantage one is the platform truly the first and only platform as far as I know I've not seen any platform in Europe I've not seen at least so far in even in Asia we are the only platform that have the complete end-to-end cloud native capabilities because when I say cloud native that helps us to move to different markets very quickly right unlike in the past and all of the players have seen are many more on-premise solutions that is being now hosted in the cloud the capabilities are very limited for us truly the tech tech develop cloud native so it's very easy for us to spin a new you know public cloud instance in a region that we wanted to go really serve so platform is a big advantage where we have translations localizations and all of those the second advantage we have is because of the platform the what we have the barriers we have crossed in the US it's the same barriers in in other regions also same thing it's just that there is going to be we don't have to know that we have done it we know what to do so it makes it a little bit more easier for us to work with the regional there are regional OEMs but the good news is there are majority of the OEMs are global as you think about even our investor portfolio if you think about Renault, Nissan, Mitsubishi, Renault are very large in Europe. BMW is a global brand right FCA is a global brand so we so we have a few things that we can really use it to get a start much faster and yeah we are excited about this opportunity we are looking at Europe we are looking at Asia 2021 would be a start for us it won't be a big scale but that might be a start for us in Europe and potentially in Asia so we are looking at a few partnerships so once we have the right level of partnership then we'll move quick and I mean considering the fact that so many OEMs and dealers have now sort of adopted this module what behavioural changes have you noticed for dealers who have been adopting the technology model you know in terms of their teams in terms of the way they approach business what are how are they doing things differently now that's a great point great point you know dealers definitely are seeing the change that is happening around them okay so the they see industry is moving consumers are see irrespective of what businesses think consumers want what they want right if you think about you or your friends or your family they will go buy the product where it is much easier for them and where they like doing business with so I think smart business people get it and dealers most of the dealers are relatively smart business people they are smart business people so they see the change OEMs are seeing the change they need a platform like this what was been if you think about this the biggest thing they've been lacking is a technology platform they have everything else if you think about they have they have inventories right which is tough to get it's tough vehicle inventories from the OEMs only thing is again there are the technology friction is there there's no good transparency on inventory when it comes when it does all of those so those those needs to be cleaned up they have the inventory they have the real estate to store the inventory they have the capital and then finally they are in the community so they are connected to the community so I think if we converge both digital and showroom make sure it becomes seamless you give choice to the customer to say okay if you want to do 100 buying online and get the car delivered to your phone we will do it they don't have to go to another provider to do it if you're in the community if you're part of that same brand if you like a particular brand that you want to go buy and the consumer for me or for you it should be seamless whether you go to you know BMW's main website or if it routes you to a local dealer website for you the experience should be just seamless you it shouldn't feel any different for you or you shouldn't feel like you know what okay enter your information and someone will reach out to you and most of the time that is where you lose the business literally because many times you will don't reach out or you don't want to have a call coming into you you have to make all the choice and then finally you want to interact with someone at your choice how you want to do it so dealers are seeing that they do want to go to digital and but they've been lacking in the industry what I've seen over the years dealers have been purchasing so many different solutions expecting this will solve their problem but unfortunately this adds to the question they keep buying small small small tools like you know texting and exchanging text to customer is a tool like you know what selling finance and insurance is a different tool so everything they used to buy different different tools now that all goes away pretty much everything comes together in one platform removing friction and then experience also improves significantly so from a dealer point of view they are going more digital they're training their staff definitely how to so the way we have created is you've created not only 100 online buying but in between your online buying experience if you feel as a customer you want to talk to someone right you're going through the you're clicking through you're looking at cars and say you're 50 60 into it but suddenly you don't find some options that you want to choose you don't find some colors you want to choose or you don't find the pricing that you want to choose so now in today's world only way is either you call someone many times that doesn't handshake properly or you go to a dealership which is not a great experience all the time at your choice you can one click you can initiate a virtual session with the dealership so this is where you need additional training a sales manager can sit in a dealership literally seeing a customer call coming online they can do a virtual session with a customer and do a virtual handshake and walk them through the process they can do the same selling of additional options additional accessories finance insurance all of those virtually to them in you know via their computer they can do screen sharing and do everything so those are much more innovative ways and giving options to the customer to the the consumer to purchase a vehicle in the best way they think is is good for them so that's kind of how we have seen in those areas where the the dealerships are willing to definitely train their stuff in fact it is much easier for them to train that way because initially there is a there is a little bit of a mental block for them to get over it once they see how simple it is they can still sell more they can get more commissions paid at the same time make the customer happy then they realize wow okay this is easy so I can still do what I'm doing I can still make money and I can still make my customers happy and loyal so I see a good trend changing that but it's going to take a lot of work for us to educate them and train them and hand them yeah handle them during the transition surely and I mean you know where have you seen volumes within dealerships happening was it in two two wheelers or whether it was in four wheelers or commercial vehicles so are you doing them as spectrum or are you sort of right now at Techion sort of saying that we'll only deal with certain segments of auto no yeah we are we are fully into right now the focus is a lot on the consumer segment because dealerships sell both consumers and they sell fleets as well so anything that dealerships should do or platform takes care of it you know end to end you think about the consumer experience you know buying selling a car servicing maintaining consumer engagement then if you take all of those internally then the complete process of getting a deal a vehicle deal built to it with everything leasing financing insurance options lender connections e-signing online you know signing then pushing the whole deal to processing it to general leger accounts payable accounts receivable so the whole back office functions everything comes together in one one single um platform so they can do warehouse management they can do parts parts inventory vehicle inventory so everything so either they sell it to the consumer or sell it to fleets in the us if you think about dealers do both the same dealer does sell to consumers to most part they also do sell business to business they do sell the fleets and they do sell parts as well many times and our platform takes care of the whole thing sure and I mean do you also sort of so what what's the entire process from where you sort of take over I mean are you involved in the sales process also because one of the area that concerns the dealers is how is he going to bring volumes from his own dealership so I mean what part do you play over there and secondly even in terms of service so yeah yeah if I understand your question right you're asking how does the platform help increase sales for the dealers correct is that from what point does the process work uh I mean does it start the sale or does it sort of start right before the sale so it helps to identify the customer for sale and what about after sale services well great question correct it does every part of the consumer journey so it does start from campaigning so we have campaigning the dealerships can start creating campaigns and send out campaigns to customers when you say campaigns you know it could be Diwali promotions that are happening right it could be new year's promotions so the platform you can create campaigns and send out to customers from the campaign the whole sales process the customers can click and ask for information which is goes into again our system the whole customer engagement system or they can click to the dealer website and start shopping for a car and then the whole process of shopping buying online or making a choice and then coming to the dealership and the whole process of buying so the complete journey is done in one platform so every part of the journey is done there are some parts of the journey we connect with some other partner systems so for example um lender system so we have to connect through a middle layer company which passes on to lenders so multiple lenders so that so there are a few areas but the core operation for a from a dealer point of view or for consumer point of view they do only one system it's all both go through our platform right and do you have after sale service too correct yeah yeah yeah everything so after sale service is also very everything from a booking and appointment everything is in our platform so if you if you're a customer if you go to the dealer website sometimes even if you go to the OEM website based on your location it will route you to the local dealers appointment booking the appointment booking engine is ours so you book an appointment through the Kion platform the nice thing is it is all interconnected when you as a customer drive to a dealership we know who you are we recognize the vehicle we sometimes many times we connect to the vehicle as well and say okay um miss um Ritu welcome to so-and-so dealer shirts and your service advisor it'll name the person if you've chosen someone and say he'll be with you very shortly and then the first time we have done a complete mobile experience so someone service advisor would come to you with a mobile phone which will have all your information your vehicle information and then they will go through the service experience with you the nice thing is if you are in the dealership for a quick oil change you need to go wait for like say 30 minutes if you go and wait in the lounge of the dealership the displays all the digital displays are all connected to our cloud and connected to the back end system as well so you can literally see the status of your car in the tv while you're watching the program in the side it will show you the life status of where your car is in the service process that way you're always informed if you're sitting in front of the tv but not watching the tv but if you're looking at the phone your phone is also connected so there is a connected customer portal for you which you can practice status of the car you can do the payments so the whole process end-to-end experience is connected to our platform no i think that's great and i mean i give it the fact that you know you've done such great connectivity for the entire dealership model do you see that this is a model that you can also take to other industries cpg industries are such a big dealer network and then the franchise industry is so big in north america anyway so do you see it sort of extending itself to other industries as well definitely definitely so we have we kept that in mind that's how we developed the platform so the reason i keep mentioning is this is a true platform it's not a one-off application for one particular use case so it's a true cloud platform easy to configure to any industry of course there will be work involved for us to understand and that's to make sure that the work flows and everything is configured to the right industry but right now we have a massive opportunity in automotive industry for us as i mentioned earlier it's pretty much the largest consumer industry in terms of dollar volume in the world so i think we we have a massive opportunity in the automotive industry but once we are at a certain phase where we are in a steady stream of growth then we will start focusing um other uh other industry verticals also so have you looked at the possibilities of open sourcing the the technology for others to develop technology for other industries not yet not yet um maybe in the future but not yet yeah we haven't really honestly haven't thought about it yet sure and i mean you recently raised a big round of funding your cdc funding for about 150 million dollars which also sort of brought the valuation to the unicorn status i mean you know so now becoming a unicorn and becoming the unicorn so fast uh in silicon valley what what has been your learning as an entrepreneur and you know how do you want to deploy this funding towards what what would be the aim for this yeah very very good question the the learning has been i would say you know we've been fortunate to be where we are and they are putting in tons of hard work in fact after the funding round it's been few months now in fact we've been working harder now even more and more harder to make sure that you know we live up to the expectations of our customers and our investors so the early days is i think we i should thank my team which has been a phenomenal team staying with us through there are like great people who have been through with the company with very tough time there are people who early days will come to me and say you know jay can i take less salary and can i get more stocks in the company and which is uh you know which is such a nice thing to hear um for an entrepreneur because early days uh some of the founding team members we didn't even take salary um we because we wanted to put every single uh dollar we can put it into the company to to grow the company and it's nice to see that people believe in the company that strongly in fact especially in the early days we went through so many challenges in in breaking the barriers it was tough times i think the the the big learning for us is stick to the core um what you're solving keep always a medium to long-term view long-term views what i would always suggest when i say long-term view doesn't mean you you move slow you move really fast to make progress and deliver interim but your view should be long-term when you build something you should think about this product should exist for decades to come not like you know this year i'll be number one and then after that i'll just fall down i don't we don't want that to be you want to be really innovative company constantly innovating innovating and growing the first two to three years were the toughest because a lot of people did say why are you taking so much why would you develop this much what do you what can you take because you have technology expertise why don't you take one problem and solve it this is a very common thing i've heard from investors i think they are advised in one perspective is right but it's not right for everyone because for me the way i saw this is a what problem we are solving for the industry the industry already is fragmented there is already 50 applications people are using so we are solving one of the biggest problem we are solving is fragmentation second problem by removing fragmentation we want seamless experience for customers end to end so to do that whatever it takes if it takes heavy lifting let's go do this and i think that's the biggest part i think we lined up make sure that the vision is very clear the clarity in delivering to your team what are the what is the bigger picture and what are the goals every six months what do you need to solve to continue to make progress then the next part is aligning people you need unit support if you're disrupting an industry this day you need people from the industry supporting you and validating telling them you're solving the right problem i think that was the second thing and we were lucky to do that that's why we got this many oem brands as part of our investors it's much much more than money for me it's more the validation that they bring telling us you know you're solving the right problem for the industry and dealers as well then dealers coming and investing big dealer groups coming and investing so i think all of the learnings we were able to really apply quickly and continue to move in the right trajectory the other learning is some of the things that we thought um you know easy for example the adoption um the consumer adoption and and the the best part for us is we apply the learning very very quick um the consumer adoption was a bit of a challenge in early days and i say that we are a very intuitive application so our application is unlike the applications in the industry usually in this industry if you go people usually need like three months to six months training to use that application okay so for me that was kind of a bit crazy why do you need so think about simple example amazon does billions and billions of dollars of business they're a trillion dollar company okay so they do consumer they do b to b as well in the last 20 years i've seen amazon i've never heard anyone saying i took one month training on how to use amazon right that never happened because the product is so easy and simple and intuitive because then i felt my team from yeah so my to my team that's what i told you know what if that is the case our application should be intuitive enough for the businesses as well where they shouldn't take like this many months training we can build it it's not i have done it in the past uh past life as well so that's how we built it it became super super easy to for consumers to use every part same as their mobile apps but at the same time as you know businesses are businesses they have complex processes even though if you give simple application there is rule sets to configuration to set up you know tax calculations different things so there are so many things those are the learnings that we had to go through but we applied it very quickly because every county every state tax and regulations vary so you need to set up those things in the right way and then there is a small amount of training not three months training but it's even three hours sometimes it takes three days but that's the max so we go through a we set up a very nice training process both online and in person based on the dealer's requirement so we do a very nice training now and it becomes much easier and smoother transition um for us to for us to go through so it's been great now now we are in a phase where the demand is coming in significantly both dealers and OEM now we are all focused on scaling the business to the next next step sure and um i mean you know um the you know i've also read that you were a CIO at tesla before you started tecune yourself so what what were the gaps that you saw at tesla that sort of became sort of a ground or put a foundation for you to start tecune so in the auto industry what was it that you had noticed at that point of time yeah yeah if you see when we started building um or started building and before after we built so when we started building the tesla platform i had an opportunity to see what the industry uses just to see you know what what is what is the industry is using because tesla is of course very very very small at that time and then growing so in a in a in a grand scheme of things tesla was a fraction of the industry 0.3 0.2 0.3 percent this was like you know 20 2012 okay or less 2012 2013 very very small just starting so when i compared to the industry which is like 99.56 percent 7 percent of the industry i saw very obvious for me it was a fresh eyes right coming outside and people who are in the industry they're used to you know if you have to sell a car by going through 100 steps that's how they've done it for decades they'll continue to do the same thing again and again it's like a muscle memory for them even they may not even realize how complicated as a customer you may realize how complicated it is and you may feel like man why should i go through all of these things to because i'm ready to pay money i know what car i want to buy but why are you asking me to jump through so many books but from a business point of view not all the time they have that realization so from a fresh eyes i was able to see me and my team were able to see all the complexities so consciously at tesla we said you know what we're going to remove as many friction as we we can remove and make the experience easy and simple for the customers then my thought is okay if we are able to do this in a smaller percentage why can't the same thing can be done for 99.7 percent of the the rest of the people right so but again i that said it sounds easy but as you may you can imagine it's very complex it's not here it was like one company one their own you know dealership there it's like multiple brands tons and tons of dealerships each dealership its own business so there is the complexity is significant but at the same time opportunities are also big right so i'm sure you've heard this where the bigger the challenge and the bigger the problem you solve the bigger the reward and the bigger the opportunity and bigger the reward is so by that we thought you know what yes there is an opportunity to go solve this remove the friction in this process because they in and they out consumers buy cars they service their cars they engage it happens all the time and looking at the economy size where you know just in north america i talked about right the vehicle ecosystem is almost a trillion dollar so it's a four percent somewhere around four percent of gdp us gdp which is eight fifty billion dollars in 2019 right use gdp is 21 trillion dollars and four percent is almost eight fifty billion dollars in just vehicle sales and if you take the whole ecosystem of the service and everything else it's a trillion dollar ecosystem every year that goes through so i felt you know that's that's big so we can deliver a platform to serve this and even if there is a good percentage we can win then that's a phenomenal business for us to sustain and grow so that's kind of how we approach and i felt you know there is a very clear i would say visibility to the problem and we formed a great strategy and a good plan to go solve it and that's what take you on and take you on automotive retail cloud yes and that's wonderful and so finally let me ask you this that you know how has the unicorn status helped take you on to i mean grow or you know be able to think bigger than what you were thinking previously i mean what what changes has it brought for you personally as an entrepreneur and for take you on as an organizer yeah um good question see we kept our platform and the company relatively under the wraps until we announced this so we kept it very very silent a lot of people ask like uh to surprise that you guys didn't even we didn't even know you guys existed people also said even from the automotive industry one of the OEM executives said you know this is the best kept secret in the automotive industry how you were able to and it was a very conscious decision we did that because we didn't want to go you know talk about ourselves and i was very clear that the first our customers our product should speak for itself and our customers who are dealers and OEMs should speak for it once we have the validation then we will go announce to the market and then it'll make sit much easy for us to scale and that's exactly what we have done i think the announcement has done a great job for us to spreading the brand name now people know we exist even though previously it was all word of mouth we had like phenomenal traction through the through word of mouth but now everyone comes to know so for me i'm getting like you know almost every day every week we get inbound requests customer requests dealers are reaching out OEMs are reaching out investors are reaching out so right now it's about balancing and prioritizing it what is important for the company who's going to be helping us to the next level and that's where we're going to spend our time on so it's been great from a brand awareness perspective the unicorn status capital is good we've been a very disciplined company in a very disciplined operations we have tons of capital in the bank our revenue is also increasing so we are our goal is to be fully positive cash flow in 2022 and then still we'll have a lot of money in the bank and we are investing for the right reasons enhancing and accelerating some of the product features and then hiring for the scaling go to market so those are the two areas we are spending our capital okay well at this point you should say about the billion dollar thing about you know sales and all so we can wrap it up from there yeah actually you know how to say as we and I briefly chatted before we started the interview for us it's gratifying to get this billion dollar in valuation but I definitely and strongly feel internally I've discussed this with my team while we feel happy about the valuation I will feel significantly more thrilled when we get to a billion dollar in revenue because thanks to our investors who have given us the valuation believing in that we will step up right so for me I think mentioned this in the mentioned this internally as well with with a lot of money comes you know a lot of power with a lot of power comes a lot of responsibility so we I feel we have a lot more responsibility on our shoulders to live up to this billion dollar valuation and then scale from here to become a multi-billion dollar company and sustain for next decades to come sure and I think we're looking forward to you going out to newer markets and reach out to markets in Asia as well as India and of course other parts of the world and we wish you all the very best as you grow forward and surge your company forward and hopefully next time we look forward to having you here in India and Asia in person and not on the confines of the screen as you come to know more about your product and really get to see a grand presentation of you presenting how the industry is joining us absolutely yeah thank you Ritu I really yeah I really enjoyed the conversation and hopefully I do visit like every you know three to four months I used to I should say until COVID hopefully if everything is behind us then I'll have my routine visits and looking forward to doing a meeting and a presentation as we grow to the next next level thank you so much yeah wonderful talking to you Jay we're talking now I know I think as I get to know more about your product it's fantastic I think what you're doing you know I was while you were talking I was thinking I mean if you follow India and India