$2.5M Pre-seed Round to Make Weather Forecasts More Accurate #SaaS

Summary

Andreas Brenner, co-founder and CEO of Jewel, discusses his journey from the old industry to founding multiple SaaS companies, including Jewel, a pre-revenue SaaS startup focusing on accurate weather forecasting using deep learning and IoT data. Brenner shares his fundraising experience, emphasizing the importance of networking and outreach to investors. He also highlights the potential scientific discoveries their AI model could yield and the company's plans for future growth, including commercial contracts and another funding round.

Takeaways

• 😀 Andreas Brenner is the co-founder and CEO of Jewel, a pre-revenue SaaS company specializing in accurate weather forecasts.
• 🌐 Andreas has a background in the SaaS industry, having previously founded Avrios, which was sold to Battery Ventures, and is also a founding investor in Cleanhub.
• 🌡️ Jewel's weather forecasting model is the first end-to-end deep learning-based model, utilizing both traditional meteorological data and IoT data from smart homes and cars.
• 💡 The company's approach to weather forecasting is innovative, as it allows machines to learn the physics of the atmosphere, rather than relying solely on numerical models.
• 📈 Jewel provides its services through an API and plans to offer customers the ability to fine-tune the weather model for their specific needs using their own data.
• 💼 Andreas has a business background but is also technically inclined, with experience in software and technology since a young age.
• 🌱 The company was founded in April 2022 and has grown to a team of 17, primarily focused on technology development.
• 📍 The team is spread across Zurich, Switzerland; Berlin, Germany; and Cape Town, South Africa.
• 💼 Andreas emphasizes the importance of network building for fundraising, having raised more capital than initially disclosed, and highlights the value of speaking to a large number of investors to ensure a good fit.
• 🔮 Jewel is currently in negotiations for its first commercial contracts and is considering another funding round in the future to support product development and market expansion.

Q & A

What is the name of the weather forecasting company founded by Andreas Brenner?

The company founded by Andreas Brenner is called Jewel (JUA).

What makes Jewel's weather forecasting model unique?

Jewel's weather forecasting model is unique because it is the world's first end-to-end deep learning-based model, which uses not only traditional governmental data sources but also IoT data from smart homes and cars.

How does Jewel plan to allow customers to customize their weather forecasts?

Jewel plans to provide an API and also release capabilities for customers to fine-tune the weather model for their specific purposes using their own custom data.

What is the business model for Jewel's weather forecasting service?

Jewel's business model is based on a subscription model where customers pay to access the API. They offer a fixed bundle with a usage component in theory, but in practice, it's offered as a fixed rate subscription.

When was Jewel founded and how many team members does it currently have?

Jewel was founded in April 2022 and currently has a team of 17 people, predominantly in technology roles.

What was Andreas Brenner's previous experience in the SaaS industry before founding Jewel?

Before founding Jewel, Andreas Brenner co-founded a company called Avrios in 2015, which grew to about 10 million in ARR before being sold to Battery Ventures. He was also a founding investor in Cleanhub and is on the board of two other SaaS companies.

How did Andreas Brenner's background influence the founding of Jewel?

Andreas Brenner's background in technology and business, along with his personal interest in weather due to activities like kite surfing and trail running, influenced the founding of Jewel. His experience in the SaaS industry and previous success with Avrios also played a significant role.

What was the process like for Jewel to raise their initial funding?

Jewel's initial funding was raised through a combination of Andreas Brenner's network and a lucky coincidence of a lead investor with experience in the weather industry seeing a LinkedIn announcement and reaching out.

What are some of the key industries that are interested in Jewel's weather forecasting service?

Key industries interested in Jewel's service include consumer weather apps, agriculture, and renewable energy sectors, where accurate precipitation forecasts are particularly valuable.

What are some of the challenges and exciting prospects that Jewel is currently facing?

Jewel is facing the challenge of understanding the new atmospheric physics learned by their machine learning model, which could lead to scientific discoveries. They are also in the exciting phase of negotiating their first commercial contracts and planning for future fundraising.

Outlines

00:00

🌐 Introduction to Andreas Brenner and Jewel

Andreas Brenner, co-founder and CEO of Jewel, a pre-revenue SaaS company specializing in accurate weather forecasting, is introduced. Andreas has a background in the SaaS industry, having previously founded Avrios, which was sold to Battery Ventures. He is also involved in other companies like Cleanhub and sits on the boards of two SaaS companies. Jewel utilizes deep learning to enhance weather predictions, incorporating IoT data from smart homes and vehicles in addition to traditional meteorological data. The company aims to provide an API for its services and plans to allow customers to fine-tune the weather model for their specific needs.

05:00

🌦️ Discussing Jewel's Business Model and Customer Acquisition

Jewel's business model is based on a subscription service for its API, with a potential tiered structure based on usage. The company is pre-revenue but has plans to monetize its services. The ideal customer profile for Jewel is broad, as weather affects many industries. Initial interest is being generated through inbound marketing, network connections, and outbound emails. Andreas emphasizes the importance of iterating on the company's message to find product-market fit.

10:01

💼 Fundraising Insights and Investor Engagement

Andreas shares his experience with fundraising, highlighting the importance of networking and maintaining relationships with investors. He mentions that he and his co-founder managed to raise an undisclosed amount of capital beyond the initial $2.5 million, partly due to their previous business success and a lucky connection on LinkedIn. Andreas advises that speaking to a large number of investors can be crucial in finding the right fit and securing funding.

15:04

🌍 Global Perspective on Fundraising and Investor Relations

Andreas discusses the differences in fundraising approaches between Europe and Silicon Valley, emphasizing the importance of speaking to a large number of investors to increase the chances of success. He shares his strategy of speaking to at least 100 investors per funding round and how this approach has helped him secure funding. Andreas also talks about the importance of understanding an investor's fit beyond just their initial interest in your company.

20:06

🚀 Future Plans and Scientific Discoveries at Jewel

Looking ahead, Andreas is excited about the scientific discoveries Jewel's machine learning model has made regarding atmospheric physics, which are yet to be understood by scientists. He also anticipates signing commercial contracts and another funding round to further the company's growth. Andreas encourages founders to reach out to him for advice and support, aiming to give back to the entrepreneurial community.

Keywords

💡SaaS

SaaS stands for Software as a Service, a software distribution model in which a third-party provider hosts applications and makes them available to customers over the Internet. In the video, Andreas Brenner discusses his background in SaaS, having founded and sold a SaaS company called Avrios, which grew to about 10 million in ARR (Annual Recurring Revenue). This term is central to understanding the business model and experiences shared in the interview.

💡Deep Learning

Deep learning is a subset of machine learning in artificial intelligence that has neural networks with several layers, allowing the model to learn and make decisions based on complex patterns. In the context of the video, Andreas mentions that his company, Jewel, uses deep learning to create an end-to-end weather forecasting model, which is a significant innovation in the field as it allows for more accurate predictions by learning the physics of the atmosphere.

💡IoT Data

IoT stands for Internet of Things, which refers to the network of physical devices, vehicles, home appliances, and other items embedded with electronics, software, sensors, and connectivity that enables these objects to collect and exchange data. In the video, Andreas explains that Jewel's weather forecasting model uses IoT data from smart homes and cars, in addition to traditional weather data sources, to enhance the accuracy of their forecasts.

💡Numerical Weather Models

Numerical weather models are computer programs that use mathematical equations to simulate the atmosphere and predict the weather. These models are based on the physical laws that govern the behavior of the atmosphere. In the video, Andreas contrasts Jewel's approach with traditional numerical weather models by emphasizing that Jewel uses deep learning, allowing the machine to learn the physics of the atmosphere rather than hard-coding it.

💡ARR (Annual Recurring Revenue)

ARR is a financial metric that represents the amount of revenue a subscription-based company can expect over a year. It's a key indicator of the health and growth of a SaaS business. Andreas mentions ARR when discussing the growth of his previous company, Avrios, which reached about 10 million in ARR before being sold.

💡API

An API, or Application Programming Interface, is a set of rules and protocols for building and interacting with software applications. APIs allow different software systems to communicate with each other. In the video, Andreas explains that Jewel provides its weather forecasting capabilities as an API, which allows customers to integrate accurate weather data into their own systems or applications.

💡Subscription Model

A subscription model is a business model in which customers pay a recurring fee to access a company's product or service. This model is common in SaaS businesses. Andreas discusses Jewel's business model, which is based on a subscription model, selling access to their weather forecasting API on a subscription basis.

💡B2B

B2B stands for Business-to-Business, a commerce transaction that occurs between two businesses rather than between a business and an individual consumer. In the video, Andreas identifies potential B2B customers for Jewel's weather forecasting service, such as the agriculture sector and renewable energy companies, who could benefit from accurate precipitation forecasts for operational planning.

💡Outbound Email

Outbound email refers to emails sent from a company to its customers or potential customers, often for marketing or sales purposes. Andreas shares his experience with outbound email as a strategy for iterating messages and achieving product-market fit in SaaS businesses. He suggests that outbound emails can be an efficient way to communicate with potential customers and generate interest in a product or service.

💡Fundraising

Fundraising in the context of startups and businesses refers to the process of collecting capital from investors, typically through the sale of equity or the issuance of debt. Andreas discusses his experiences with fundraising, emphasizing the importance of networking and the quantity of investor meetings as a strategy for securing investment, especially in the pre-revenue stage.

Highlights

Andreas Brenner, co-founder and CEO of Jewel, discusses his SaaS background and the inception of Jewel, a company focused on accurate weather forecasting.

Jewel utilizes a deep learning approach to weather forecasting, incorporating IoT data from smart homes and vehicles.

The company's business model revolves around a subscription-based API access for customers seeking precise weather data.

Jewel's technology is the first end-to-end deep learning-based weather forecasting model implemented outside of a research lab.

Andreas shares his personal passion for the outdoors and how it influenced his interest in improving weather forecasting technology.

The company is currently pre-revenue but has plans to monetize through a tiered subscription model based on usage.

Jewel's ideal customer profiles range from consumer weather apps to the agriculture and renewable energy sectors.

The company has experienced rapid growth, expanding to a team of 17 people since its founding in April 2022.

Andreas emphasizes the importance of network building and maintaining relationships with investors for successful fundraising.

Jewel has raised an undisclosed amount of capital beyond the initial $2.5 million, indicating strong investor interest.

The company's approach to fundraising includes a strategic focus on engaging with a large number of investors to ensure a good fit.

Andreas discusses the scientific excitement of Jewel's model uncovering new aspects of atmospheric physics.

Jewel is in the process of negotiating its first commercial contracts, marking a significant milestone for the company.

The company is considering another funding round in the future to support product development and market expansion.

Listeners are encouraged to connect with Andreas on LinkedIn or visit Jewel's website for more information.

Transcripts

greetings everyone I'm excited to

welcome Andreas Brenner co-founder and

CEO at Jewel to the show Andreas welcome

to the show today

hi great to be here great to have you

here so let's dive in tell us a little

bit about your SAS background

sure so I was previously in an old

industry so I'm not going to talk too

much about that in SAS I started so my

first company called avrios with two

co-founders in 2015 we grew the company

to about 10 million in ARR and then we

sold it to battery Ventures at the end

of last year

and then I am also founding investor in

another company which is you know just

about at serious a level the company is

called cleanhub has some sort of a

subscription model I'm also on the board

of two other SAS companies all of them

in somewhere in the range of let's say

two to five million ARR and then at the

same time as you just said I'm also

co-founder and CEO of the of a

pre-revenue SAS company called jua where

we do accurate weather forecasts so we

built the first world's first end-to-end

deep learning based weather forecasting

model

that's great you know everybody loves to

talk about the weather I'm located in

Denver Colorado right now and we're

supposed to get nine inches of snow

tonight so we'll see who knows it could

be two it could be 14 inches but you

never know so I love that so yeah tell

us a little bit more about Duo which is

j-u-a so tell us a little bit about what

jewel does

sure so for now it's literally

straightforward we make weather

forecasts significantly more accurate

under the hood we achieved that by using

complementary data so instead of using

only the governmental you know radar

airplane satellite data that you would

expect we also throw iot data into the

mix so we use data from Smart Homes cars

and so on so we and then the other part

is um historically weather forecasts

have always been done with numerical

weather models so you could say people

try to hard code the physics of the

atmosphere it's an oversimplification

but approximately that's what it is

we're taking a deep learning approach

instead so we're letting the machine

learn the physics of the atmosphere

if you will enter knowledge we're the

first ones in the world who've done this

outside of a research lab so there's

been research before but nobody's really

implemented this in a practically

operational model where the first for

now we provide this as an

as an API but also we're student

planning to release

capabilities for customers to fine-tune

the weather model for their specific

purposes with their own custom data and

then the business model is a

subscription one so we sell that as a we

sell that as a

subscription model for now to get access

to the to the API

okay really interesting I love it you

know weather forecast and and improving

upon that process so you say using

government data sources which a lot of

folks use but also iot data which is

really interesting and then we'll talk a

little bit more about your company but

you said you recently founded so we're

just entering 2023 here so did you found

this in 2022

that's right yes we we got together full

time in April of last year to start

working

to start well in in March last year to

start working on this company we erased

a little bit of money we're now

a team of 17 people

predominantly Tech because it's

it's it's not so easy what we

must be built in terms of Technology but

yeah that's a great yeah and and tell us

your background do you have a technical

background are you on the business side

what what's your your background

so I I'm interested in technology I

started making websites for other people

when I was 12 years old and that's kind

of how I slipped into software and and

Technology I always prefer programming

my my calculator instead of listening to

the German lesson in school or stuff

like that so so it's always you know

interested in a technical side but I

studied business I'm the commercial guy

my co-founder is a machine learning

engineer with a family business

background in in the weather space okay

okay interesting so founded the company

in April 2022 team size of 17 right now

mostly on the engineering Tech side and

then where is where are you located or

where is your company predominantly

located then

so I'm personally based out of Zurich in

Switzerland my co-founders based in

Berlin Germany

and these are two of our Hops and then

the third we also have actually five or

six people are in Cape Town in South

Africa

okay interesting yeah common that people

are in in different locations and okay

so found in 2022 and then you're in

Zurich co-founder of Berlin some folks

in Cape Town a team of 17 and and so

right now you are pre-revenue but you're

gonna sell this on a subscription basis

then we'll be a pure

you know fixed rate subscription will

there be any sort of usage component to

the subscription

so we are offering in theory there is a

usage component in practice we're

offering that as a as a fixed bundle so

in in tears if you want volume volume

tier so okay so subscription but maybe

some tiers as the usage increases or

some sort of indicator that they'll move

up through the tiers based on correct in

the app or the API okay yeah and you're

really interesting so with weather so

who are you going after as far as

customers who who's your ideal customer

profile or or what type of customers

would be interested in in Dua

the one thing that I quickly learned as

I I was near to the weather industry so

I was a personal

you know I'm personally very involved

with the topic I'm a I'm a kite Surfer

and Trail Runner and personally try and

spend as much time Outdoors as I

possibly can but

and you know I had previously been

working in renewable energy so from

that's from from the customer side I had

I had some good good interest in the

topic but I was not familiar with the

weather industry and I think one thing

that I learned is that you know this is

one of the top 10 keywords in the world

on Google I think and then at the same

time it's much easier to find businesses

that are not in some way affected by

weather than it is to find businesses

that are and so you're rightfully asking

the question who's our ideal customer

profile

and I think you know building this

business one of the key things that that

matters not so much identifying

additional opportunity but it's more

about Focus I would lie if I were to say

that we have a hundred percent figure

this out for the long term but we're

seeing we're seeing a lot of inbound

interest because of the specific

features of our model

um from anybody who's interested

particularly in accuracy and

precipitation that's that's also like

physically one of the hardest nuts to to

crack

and it's it starts it starts with simple

you know consumer weather apps

because as a consumer you're when you

look at the weather what you really want

to know mostly is does it rain or not

should I wear a jacket yes or no

temperature of course matters but that's

that's just accurate enough a

precipitation is where we can still get

a lot better

so consumer apps is one

and then on the more B2B side we're

seeing a lot of interest in the

agriculture sector where again

precipitation matters a lot

and the accuracy that our model can

provide makes a meaningful difference

for operational planning and then the

third key industry is renewable energies

and generally more broadly the energy

sector I would say

okay interesting so still figuring out

your ICP which makes sense but consumer

weather apps you know which I used to

use dark sky which was bought by Apple

and kind of consumed by the Apple app

I'm not sure if I like that that

integration yet but and then the B2B

side agriculture which makes a ton of

sense and then renewable energy and

broadly the energy sector and for those

other SAS Founders who are listening who

are in that same stage develop a product

pre-revenue how are you finding initial

interest or finding these potential

customers is it through your network you

know how are you generating initial

interest in in your application

yeah so so some some of it is of course

Network and then the other part is that

I always

we we do do some inbound marketing

experiments so we set up some blending

pages and then we you know do some ads

and different channels and see what

comes in with very limited time and

resources you know as I said before I

have previously built a SAS company and

what I've found is that outbound

email or just in general outbound is a

as a great and efficient way to iterate

your

you know messages and get to get to

product Market fit fairly quickly so

this is also what we do here and I think

by now

there is at the time it was still kind

of a secret in 20 not a secret but it

wasn't as you know known in the market

in 2015 by now I think everybody can

manage to find a service that tells you

at least the basics of how to do

outbound and you can take that and then

iterate from there

so so that's

that's what we do just outbound email

network network and a very very little

bit of marketing imbalance so yeah yeah

so interest so inbound marketing a

little bit of that but outbound email

and I love that iterating on your

message till you find that product

Market fit or that message that

resonates with with your prospects and

so you recently raised a precede round

of it looks like two and a half million

and is that total Capital raised to date

that you can disclose at this point

yeah so we so we raised actually

significantly more money than that in

the meantime but that's not yet

announced okay all right really

interesting I will look forward to that

announcement and so tell me what you

know I usually ask you what triggers are

Milestones that led to this raise but

you're pre-revenue so

tell us about that process to go out and

find investors you know what helped in

that process was it you know because you

previously founded a company what helped

you raise the two and a half million

with no Revenue

sure so yeah I mean you know having

having built a 10 million AR business

certainly you know that's I'm not I'm

not one of the fund returners and not

one of the Unicorn Founders but it does

certainly help

but at the same time

we my co-founder and I just literally

published a you know a kind of five

phrase or so LinkedIn announcement and

then there just happened to be

a lead investor with more than 20 years

experience in our specific

space who just from those few sentences

exactly understood what we do and then

kind of pitched pitched back to us why

they thought this was a great

opportunity

so so the track the track record helped

me to build a little bit of competition

around the timesheet that we got from

this investor

but the the timesheet was really I think

a lucky coincidence that there was

someone who loved the space had had a

pre-existing thesis and that person also

happened to be connected to me on

LinkedIn yeah so big big

yeah I wish I could claim we're just

great but I think it was a bit of a

lucky Punch or lucky coincidence yeah

yeah yeah so maybe for the other

Founders listening maybe maybe not a

repeatable motion to find an investor

but you're saying you just published a

post on LinkedIn right you know what

you're up to with this new with this new

Endeavor and so just randomly an

investor with experience in the space

saw this and said yes I'm interested

because they believe in that space

that's that's right yes so I guess what

we what may be repeatable is building a

bit of something to network with with

investors and then keeping them engaged

this is actually something that I've

learned from you know previous

fundraisers that

I guess I guess the common pattern that

I see between this fundraise and the

other is that something that my father

always told me is you know luck is when

preparation meets opportunity and I

guess

you know 10 years of or close to 10

years of building Network

with VCS

is is the preparation and then you get

lucky and and maybe for the younger

folks that if there's any kind of

younger founder listening which I think

is maybe the direction that we're taking

this I actually did that similarly when

I started my first company so at the

University I knew I was going to start a

business eventually so I started

organizing you know events for other

Founders invited investors in that way I

built a network and and because of that

I already had a pre-existing Network by

the time that I

um that I started the first company

and that that helped us raise

less money admittedly as first-time

funders but at least you know we raised

the money within two months or so that

we needed to sustain ourselves for the

first 18 months

yeah and great advice and that was my

next question tips and tricks

fundraising lessons but it sounds like

of course comes back to the network

again whether you're looking for a new

job new position network is important

but also fundraising you built that

Network you've maintained that Network

and then you know your network through

Linkedin just happened to pay off in

this case and so they had that

repeatable motion is you know work on

that Network and maintain that Network

well that's one thing the other thing

particularly that I've seen so I was in

Europe and I asked myself at the time

and then I read a lot of content around

well you don't want to screw up your cap

table early which I think a lot of

European Founders used to do at the time

maybe still do today

and so I asked myself why is it that

American investors are paying higher

relations it's just a market or is there

something else so I flew to the I flew

to San Francisco talked to people there

talked to Siri talk to people in Zurich

Berlin and so on

um and one one thing I found is the the

typical founder I talked to in

Switzerland and it's you know spoke to

maybe 1050 investors and it ended up

being sad if they got only one or a bad

timesheet

and the average founder in the valley

was talking 200 or more investors of

course in the valley that's a lot easier

because the density of investors is much

higher it's changing you know slowly in

Europe but then I unders you know it was

quite clear to me that if I speak if I'm

going to speak to 100 investors and

that's exactly the goal that I said was

for myself and that's exactly what we

did for each round

and I still use that as a metric

today and I learned and and yeah so this

this quantity was one thing

because you know with experience I guess

you learn to recognize who is a good fit

or not a bit earlier maybe nowadays I

don't need to speak to 100 people for a

round anymore but

but still I even even with you know

having gone through

I guess I'd have gone through or advised

on more than a dozen funding grounds in

you know I I there are still factors

that I cannot Prospect from the internet

where a lot of people that I think

should be interested drop off so I still

need to do a little bit of you know

quantity to make sure that I end up with

a good deal

so it sounds like experience of course

key and fundraising and talking to

another founder he said you know I think

through his experience he could tell

within the first five minutes of talking

to a potential investor whether there

was going to be any fit with this

investor do you kind of have built up

that same experience and intuition when

you talk to investor can you tell within

the first five minutes that they may or

may not be a fit

I would say I can tell within typically

you see within the first few minutes

if they already have a thesis on your

space and actually like what you do and

and they understand they conceptually

understand it

I think that that much you can tell

but whether they're a fit or not made

you know I don't think you can tell in

five minutes because there are lots of

other considerations

like you know to me the references you

know how how have they behaved on

on

announced an unannounced board positions

that they held previously

so

so are they you know are they generally

interested in what we do I think that

you can typically tell in a very short

amount of time

but from there to to qualifying investor

properly is still a long way to go okay

well that makes a ton of sense and

that's really fair that maybe in that

first five minutes you can tell do they

actually understand your Niche which

comes up a lot when I talk to SAS

Founders you know they may know

technology or they may know AI they may

know SAS but do they really know your

Niche your space within that sector

which it sounds like you're talking to

so yeah that's that's great advice

really fair so really you'll appreciate

the Insight so what's next for your

company what's coming up next that's

exciting

well a lot of things so there is on on

several levels so on the one hand

we know today that our model has learned

things about the physics of the

atmosphere that are unknown to

scientists now or at least not have

never been modeled by scientists before

you know the model being a machine

learning model we now have to figure out

what exactly those things are that we

learned so this is this is and how can

we tell because if we give the model the

same input data then it's you know it

gets better results as an output and so

that's that's very exciting on a

scientific level on the other side we're

right you know we're in negotiation for

the first

kind of handful of of commercial

contracts so that's a very exciting time

you know who says they will open their

wallet and who will actually do it who

you know in this in this special time

actually ends up working with us so

that's quite exciting

and then

third where you know we're right now

fairly well

funded but as a result of

you know once

once we're further ahead in the release

of our product

and on the commercial traction side

we're very likely going to raise again

although you know we actually don't need

that for for some time

but I always think

fundraisers are exciting

I guess I'm now a lot less excited about

the money that's more just a necessity

to get the job done but

but it's always exciting because you do

ask yourself the big questions and you

do get challenged left and right on all

kind of little details and and it does

make you or it does make me at least

reflect a lot and and I like that so

those are some exciting things and then

yeah I think those are the key yeah the

key ones yeah so I'm sure a lot coming

up for the company so exciting early

negotiation for your first commercial

contracts always exciting and Andreas

really appreciate your time today share

your story and your background if more

if our listeners would look like to

learn more about you and your company

where should we send them online

so first of all of course our very

limited website.ai

but especially if you're a Founder

you'll you'll be smart enough to figure

out by email address so just just email

me

or or connect I am actually active on

LinkedIn so you can also find me on

on LinkedIn and connect me there and as

much time as I have available I'd like

to pay it forward so if I can you know

help anyone

I will yeah well appreciate that so if

you'd like to learn more about joa check

out j u a DOT a i and you can probably

figure out andreas's email address there

and then look them up on LinkedIn pretty

easy to find him on LinkedIn if you'd

like to learn more about what he's up to

and Andreas really appreciate your time

today and sharing your story

thank you very much