Working with Steve and going over things. Mostly we were talking about sales, current status of things, and projects. We also spent some time talking about options for working with Andrew. Here are some of my notes. Somewhat all over the place.

- Steve was saying that if someone says no, he likes to ask why wouldn't you choose our software?

- If you are doing sales, you need to ask closing questions. If you don't ask those questions, you never get a firm yes or no answer.

- Making sure that the fit is good. If it doesn't fit, meaning what we have to what they are wanting, you just move on.

- Steve keeps having to do more Metrc updates - statewide tracking system.

- Part of the game is dealing with clients and helping them to mix and build things.

- Levels of comfort with functionality... how deep do we go? Often, we have a lot to offer and say. Some people don't really care. They just want to make sure that it gets done.

- The customer is always right

- We need to generate more revenue and really trying to sell this stuff, meaning adilas products and functionality.

- Steve was talking about some older discussion with a business advisor. Maybe we need to talk with him again and see what he says. Steve is betting that he will start talking about sales and revenue.

- For sales - it usually ends up boiling down to like, trust, and respect.

- Micro management to the crazy level.

- People seem to object to the look and feel.

- Get out there... Somebody needs to talk to somebody - sales.

- Steve likes to focus on getting people on the system and then helping them mold the system with input, ideas, and funding.

- Talking about AI and gaining from that tool.

- As a challenge, Steve was saying - take it out of the garage and go test it. Challenge to us... get somebody and bring them to the table.

- 20% commissions. Normal for sales.

- The ideal would be an angel investor of some sort.

- Talking about sales. We spent some time talking about Josh and Andrew. They are both out there stirring the pot a bit. They have different styles, but they talk to people.

- Helping and doing some sales - get out there.

- Back to updates and waiting until the last minute to do those updates. This was dealing with maintenance on the system. Sometimes we know about something, but we wait until it really needs to be fixed. It depends on funding and availability of the developers.

- You have to keep asking... Who is going to pay for all of this?

- Steve was talking about what he is seeing... Real customers that want something. That is where he is working right now.

- Level of control. What level do we need or does that matter?

- We need help inside

- Steve was saying this to me... Don't have a major freakout if you can't find what you are looking for... I think that this is his way of trying to help me set my own expectations.

- What have investors been saying... adilas is worth 2-5 million, need to be in a vertical (set business or industry), and reoccurring revenue needs to be higher.

- Dealing with what investors have been saying... What is our response to that? How will our plan work? These were discussion topics between Steve and I.

- He gave me a homework assignment to rework the sales doc. This is the document between Steve and Andrew.