Chris Brisson

And so those are these just what are the table stakes features you have to have in order to even be in that conversation to win a deal.

And then the advanced side is distinct differentiators.

What can we engineer or create that is different and unique in the marketplace that nobody else has?

And so there's this idea called a unique mechanism, really stem from the marketing space.

What is something unique that no one else has?

that you can coin or trademark or create that they don't have this sort of positions you differently in the market, that you're the only company that offers that.

And so the companies that can create this unique mechanism, they're in their own blue ocean versus a red ocean.

So here is sort of how we quantify it.

We love Jira, we love Confluence, everything we have is documented.

And so we get into like, okay, guys, what does it look like for MTP for, let's just say calling, right, or outbound calling?

Well, they need to be able to like make a call, they need to be able to mute a call, they need to be able to do this, they need to be like, all that stuff.

And it's just a brainstorm session.

What do you need?

Hey, let's go look at other competitors.

What do they have?

Okay, let's bring a list, bring a list, bring a list.

And we just get a whole big-ass dump of all the stuff we can build.

And then we just start picking it out.

Yeah, that's an advanced feature.

That's a table stakes.