“They were. There were a lot of sleepless nights. I sent my buddy out to talk to potential investors. There was a small venture fund in Indianapolis called CID Ventures. They took a look at what we were doing and had some serious reservations, but they did end up investing. One of the partners there, Bob Compton, became a tremendous collaborator and rolled up his sleeves and worked with us and helped us make the transition from selling tools to selling a solution. That made all the difference.”