But then again don’t only focus on being a hustler, focus on being humble as well.

What we mean with is that you don’t need to look at the big whales yet. Don’t look at the big contracts, don’t look at the big deals you can make. Instead, look at the small fishes and the small things you can manage to achieve with the team of 3-4 people. Don’t over promise, just go for the small deals because that’s where you learn how to get closer to the whales.

That’s what we did as well. We looked for the smallest airport in Europe which is in Lelystad, The Netherlands. It’s actually a really small private airport. They were interested in being a highly technological airport, and they were willing to take the jump with us. So we crafted the solution for them and they became our first customer.

We only sold 4 devices to the Lelystad Airport.

But luckily, our technique worked: soon after, the next customer was in line. Maastricht, part of the Schiphol Group, signed a deal a few months later. And after that, some of the largest airports in Europe and airlines in the USA were closing deals with us.

Be humble: focus on the small things first, scale later.