and we're going to reach those people. Why is it that this tends to work better in b two b than it does in these other software business models? Two reasons come to mind. I've never thought about it, but two reasons come to mind off the top of my hea

ARR business. And these are bootstrappers. Right? So they're small. We could talk about venture back back to hit a 100,000,000 ARR. You know, you don't need that many. That's the first thing that comes to mind. And then the the second thing is that w

...I've or in B2B sales, I find distributed ownership of a problem, distributed ownership of budget, and decision making is so hot potato that it's kind of difficult to know exactly who you're selling to, who's the champion, who's making this final deci

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And I think what you're hearing, I think it's true, is that it's not a single market. At a high level of, you know, people help help working with other people, you can say it's all the same, but inter

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...CS and sales. We do the close, three, and then we think about four churn. And often it's because I close Ben and then I throw you over to, you know, whatever on CS and it's like a terrible handoff. How do we think about creating great interplay betwe

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...define our sales process. And huge shout out to my sales methodologies like Medic and the Challenger sale. We've taken all of that, and we call ours peer. And that is, partnerships, use case, ROI, and then I love this one, event comma compelling. So

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So those it's two net new for outbound is one and a half to two. Inbound is a lot more than that. Inbound, they'll they could be doing five to 10 because it's it's a higher intent. Should AEs be responsible for pipeline generation? In SMB, I don't th

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...you have a sales motion like we discussed with that SMB structure? If you're paying 5 to $15,000, you can't afford the outbound, the AE, the CS, can you? No. You need to be very intentional about where you deploy those resources. Most of our outbound

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