Jeff Horing

And people around the industry obviously respect it.

You've got lanes and we've got technology to claim.

I mean, it's probably a lot like if you were in

a good software company and you looked at the PDRs and that software company and looked at the sales folks and you thought, all right, who gets what territory?

And we're not going to give people territory in the same way, but we're going to give people a chance to claim a deal.

And then it sits on their pipe and it has certain rules around how long it could stay in that pipe until it's acted on.

Up for grabs again.

It's up for grabs again.

You get the ocean, you could call whatever you want.

Once it's on somebody's pipe, it's their deal.

And

We try really hard to encourage collegiality.

So if somebody is looking at a deal that's not getting followed on on somebody's pipe, please pass it and we'll work together on it.

And we tend to overcompensate for cooperation.

Obviously, people like their own track records.

It's hard to take type A people and make them full players on that.

But I think we do a pretty good job of that.

In general, you're going to step on toes.

I think other firms are more delineated by buckets.

You go after infrastructure, you go after AI.