They can help you identify trends in feedback. They also have some cool AI tools so that if you're doing pain mapping, they can do some of that heavy lifting for you, which is great. But a big part of product marketing is sales enablement and making

And all of these things are proprietary engines, like competitors is not your taxonomy from Crunchbase or PitchBook. It's a dynamic taxonomy that is refreshed every week based on what we glean from 30,000 companies. So pretty comprehensive, and and t

what we learned by pitching and positioning the value of that technology to, a cohort of those ICP companies, it is there was so much regulation and red tape and ultimately budget ownership was just not there. So while there was a validated need in t

barriers to adoption, etcetera. And again, the process is very similar to what I described in the potential side. You really go through each factor, you find or try to find the right data, the right evidence to support your understanding. You summari

research on how investors make their investment decision show clearly that these are the two main dimension that they are looking for, the potential to generate value in this opportunity and the challenges in capturing this value. So an attractive ma

all that, and that kind of fell in like, product marketing was in vogue, and I'm just seeing the pendulum swing in this way. Now, again, at different stages, you need a different type of marketer. So I'm not saying it's a blanket statement for every

Yep. What does a great discovery and qualification process look like? In the end of the day, we're all trying to, as sellers, determine a very common set of attributes about a customer and about a deal. First, we're trying to understand, you know, do

What then in your view and from your wealth of experience are the key tenants to running a successful recruiting and and search process? Well, I'm so obsessed with this because this is all I do all day long. But there's a beginning and a middle and a