We started adding value by anticipating objections. You're going to struggle to make a business case with your PM. You're going to struggle to get budget sign off. We understand your mindset. Here's templates and resources so that they could go to their CFO and handle those things.

So we started adding value to their world by anticipating like, okay, you're going to struggle to make a business case with your PM. You're going to struggle to get budget sign off because your business might see you as a cost item on the P and L. We understand your mindset. Here's templates and resources and guidance for how you can look good and also get what you want, which is to integrate this product. And starting to deliver that in the sales cycle, we actually got ahead of all of our objections. We helped position our champion buyer as the hero in their organization so that they could go to their CFO and handle those things.