I translated that in my head was, oh, we just need a better PowerPoint pitch. Turns out that was not it at all. It was about step one, step two, step three, step four. Once he built that and put it down on one page, the reps literally pinned it up on the wall over their computers.

Like, your team doesn't know how to find and win deals over and over again. And I'll tell you what how I translated that in my head was, oh, we just need a better PowerPoint pitch. Turns out that was not it at all. It was about step one from, like, who's the customer going after? Step two, how do we engage them? Step three, what do we do to get them to eval the product? Step three, how do we win? Like, this, that whole step one, two, three, four. Once he built that and put it down on one page, like, the reps literally pinned it up on the wall over their computers in their cube. It just it was what do they say? What do they do? What's the next step? What do they say? What do they do? What's the next step? And once we got that going, that's when the flywheel took off. Just to give you a sense, if you find product market fit and then nail go to market fit,