If we had just only interviewed the execs, we probably wouldn't have started the business because they were really happy with the current solution. But when we interviewed the ICs, we learned that they didn't really get any value out of the solution.

managers and executives versus, like, individual sales reps. And I think if we had just only met interviewed the execs, we probably wouldn't have not started the business because they were really happy with the current solution. But when we interviewed the ICs, we learned that they didn't really get any value out of the solution. It was really a tool just for the managers. And when I talked to the the sales ICs, it also dawned on me that, like, the same problems they had, like, oh, it's stressful to take notes. I'm worried if we missed something. But they have doing sales calls was the exact same problem I had to user research calls, which obviously a very different use case. And so it really made me feel emboldened that, like, this isn't a vertical play. This is something that everyone should have that does any sort of knowledge work that's on Zoom, Google Meet, you name it.