Edward Kandel

And then exactly as the example you gave, it's very different being attached to a deal.

I did one demo versus 20 engagements.

I think the way we break it down is into level of activity and quality of activity.

Because obviously, as you say, if I've just done one call where for 30 minutes I've answered questions, that's very different where if I've run multiple demos, engaged multiple stakeholders, built out material, shared them across.

So I think there is a quantity point where we, and this is early, but helping teams benchmark on the deals where we had this higher level of engagement.

This is the impact on ACV, time through stages, and win rate.

But also the second one is around the quality.

And this is going into that point we were mentioning earlier around that herd knowledge.

Because Focal is the operating system where these teams are living,

and it is human in the loop capturing some of these insights around what are good objections, what are good demo talk tracks for this persona?

How do we handle these use cases?

What is a good case study?

We're also able to help teams benchmark on that quality of the interaction and go, these were high quality and so these higher quality interactions we had, actually this had this further impact on pipeline.

And so leaders use that today both for coaching their team, but also to go, hey, if we're investing in more and more senior people who are able to work more in deals, this is the further impact we have.

And what we see is you get less of the pushbacks around diminishing returns.

And can you compare these two different data sets?

Because those issues don't exist anymore.

So again, there's a philosophical difference.

It's not perfect.

But I think the first thing we've done is bring the inputs and outputs into one place.