Mark Stouse

The deal volume that the company in question is experiencing, the average deal size, the average deal velocity, these are all going the other way, right?

Which is not good.

And then you have the really, arguably the worst possible compounding outcome, which is after 12 to 18 months of pursuit, the decision is,

Well, we're not going to buy from anybody.

So you've just wasted all that CAC on that particular customer and didn't get anything for it.

And you wasted it for a long period of time.

So we are all about helping people, whether it's finance and those kinds of people or

go-to-market professions who need and can benefit from better guidance in this area.

We're here to help in that respect.

That's a great question.

It has very far reaching implications and consequences.

For the first time in kind of like in go to market history, we have a situation where customers are actively deploying capabilities using AI to filter and otherwise defeat customers.

the outbound marketing and sales activity of vendors.

That's really important for a lot of reasons, not the least of which is it demonstrates that they're pretty fed up with

The last 10 to 15 years of go-to-market activity, constant bombardment of marketing automation or things like that.

I mean, you see this also in the EU legislation for the past decade.

I mean, how many...

How many laws have in their preamble say basically that that the abusive marketing tactics of businesses is the reason why this law exists?

I mean, wow.

Right.