...product. And nor should they because you don't solve the problem that they've got. That's what the competitor does. So then you can decide to qualify out because you understand. And doing that with the customer feedback in mind, rather than us as a c

...product. And that's just one of many things I learned from our our customers. So the first thing I did was to understand that. The second thing was I don't think you've seen this concept of a value wedge. If you think of three overlapping circles in