Henry Schuck

And it has this incredible tailwind because in the super enterprise,

They're hungry for data to build into their internal AI applications.

And so we monetize that way.

In the down market, they're not building their own AI applications.

They want to leverage AI because they recognize that it'll drive efficiencies in their business, but they want it out of the box.

And so they want the ability to go pull something off the shelf, leverage that, that drives their efficiency.

And so we're kind of building solutions, not kind of, we're building solutions for both ends of the market.

We're making it really easy to consume our data for the upmarket business.

And then we're building out of the box solutions like Copilot and GoToMarketStudio for our downmarket clients as well.

In all you've done over the last couple of years here, would you be willing to share maybe a failure story and how you pivoted along the way?

Maybe there are two.

I think one was, you know, pre us going all in on AI, we were really going all in on this idea of an integrated platform.

So we thought like, hey, we have conversation intelligence.

We have sales automation.

We have the core data asset.

Let's just build one platform that's an all-in-one platform that everybody can get.

You could get everything you need from a go-to-market perspective out of this.

And that integration was hard.

We probably didn't have the right engineering or product.

We didn't.