Edward Kandel

And then you can drive these values from it.

Yeah, exactly.

And the first thing around this area is more focusing on how can we better impact deals today.

So what this looks like if you're a team onboarding to Focal is, you know, in that slack nudge before a call going, hey, this objection from this persona or this case study has worked similar to this persona with these similar requirements, etc.,

And then after the call, by comparing that to what actually happened, Focal has this semantic understanding of what, for example, a requirement is versus an objection, and is able to update them with human in the loop input from the team as those happen.

So we start to get an understanding because we, again, connect that to outcome.

of what are the things that resonate, not have more impact, how that changes when competitors change, our product changes.

So the initial focus for us is the most important thing is like, how do we help you hit your revenue targets, scale your team faster as you ramp new people?

But yes, the goal is then using that to help go, well, when we have more...

more senior, faster ramped individuals.

This is the impact they're having on higher qualitative conversations with customers.

And that's the impact we're seeing on outcomes.

So yes, it is both a quantitative where we hate time tracking, we're fans of activity tracking.

And then the second one is more the qualitative side of like, what is happening with those customers?

Because again, that is where a lot of the value that solutions teams do, right?

It is the value of like, hey, what is the thing that Tim really needs that

you know he needs to solve more than anything else how do we align ourselves to that so if you're not capturing that flow you don't capture the value that a solutions team does yeah and then i mean if i'm thinking now further coming back to the

Yeah, and in the short term, it'll be focused on conversion between stages because that's a faster lagging indicator than one loss.

And of course, how good your AE is also impacts the one loss.

So I think initially more focusing on those conversion between stages.