Alan Morton

I'm going to move us all to a pithy summary response on this first question.

And then what we're going to do is we're actually going to go through the REAST report and the chapters, and then we're going to connect what's the insights that Fullcast can glean from working with organizations in that report.

And then Alan and Danny are going to talk about how do you close those gaps.

So it's a really exciting next 30 minutes or so.

So the question really, we're in 2026, the world is changing, right?

There's so much noise going on about AI at the moment.

There's other topics that we also need to be aware of, right?

It's not just AI.

But what is the state of the go-to-market engine at the moment in 2026?

Danny Mathers, over to you.

To build or an opinion from either of you, what's your perspective?

Who wants to go first?

I'll let the guest.

And Alan, just your opinion.

It's great.

Your insights are fantastic.

But how many years have you been in sales and business as a whole, Guy?

25 years.

Alan?

25 years.