Amit

It's something that the company gets value out of.

So you have the incentive problem.

And then you've also got the software problems.

Most of the CRM systems were in the best case designed in the 90s, worst case designed in the 80s.

And they're hard to use.

If you've ever tried to use Salesforce or Salesforce's mobile application, you know it's a time consuming process.

And so if it's time consuming and it's annoying and you're not motivated to do it, you're generally not going to do it or you're not going to do it well.

And as a sales manager, as a sales operations leader, that makes it very difficult to run an efficient and effective sales team.

You don't have the underlying data to know, do I need to have more sales reps or do I need to have fewer sales reps?

Do I need to have more leads or should I get my reps more focused on a fewer set of leads?

And if you don't have the underlying data, you can't make those decisions effectively.

Um, so this was, this was one of the Francisco mentioned the big insight here is flipping this problem on its head.

And so we're about an 80 to 90% of the interactions now are prompted by pseudo.

So the most important thing for us is they have to get all the way through the onboarding process where we get connected to the underlying data stream.

So we get connected to their calendar.

We get connected to their email.

We get connected to their Salesforce.

Once we have that, and now we're proactively, um,

or actively ping them with actions that they can take.

And so what we see typically is we get a lot of interactions in the first few days because there's kind of this backlog of stuff that hasn't been entered into the system.