Manny Medina

You see what I mean?

And because we are, you know, we're true to our Seattle-like roots in which we do what we say we're going to do.

You know, we never market ahead of capability.

We needed the ability for us to have an outlet to tell our story.

And that's what we bought CellSacker and that's what brings us here.

Oh, it's less than one to one.

So last time we talked, I think it was, you know, over one to one, one and a half or so SDR for AE.

And now we're dialing that down significantly to less than one SDR.

And we're going to get to one SDR for two AEs.

So it's because we are nonstop testing.

So we have a team actually internally that what they do is they test language.

And as we break down by persona, right?

So we figure out what persona we're reaching out.

And then for each of those personas, we break it down by segment.

You see what I mean?

So you have, you know, persona, make market persona, enterprise persona.

How many personas do you have, by the way?

Um, on the SDR team, I think we're testing about, uh, 15.

And then go down one more layer.

You said each persona has segments.