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For enterprise recruiting software, the first customers usually come from a founder’s direct access to hiring managers and from one painful evaluation workflow.

The first dollar came when a customer paid about $5,000 per month for a basic tool to assess its internal engineers. That is a concrete signal that the earliest wedge solved a live skills-evaluation need, even though the transcript’s auto-caption around the original pricing is garbled.

The early flywheel was customer reference. Kaushik said the second customer came from the first and the third from the second, with the first five or six customers arriving through referrals.

Enterprise sales can feel quiet: a promising call may be followed by procurement, security review, and a long gap before a hiring team runs its first assessment.