Massimo

So, for example, when I was head of product, as I was saying earlier, I discovered that there were some people, some developers that were not using our transactional email system to send a password reminder.

And why not?

When it turns out our own transactional email system was not fast enough.

They didn't say anything because people don't want to hurt your feelings, right?

But they weren't using our own software.

When we launched the landing page builder at B, turns out the marketing department was not building landing pages with our own tool.

And we're like, okay, what's going on here?

It is a landing page builder.

Why are you not using it?

Well, there's no tracking yet.

Because he was an MVP of that.

Okay, we'll add integration with Google Analytics.

Will you use it then?

Actually, no, because we want to host the pages in HubSpot.

Okay, fast forward to today, we have a very, very solid integration with HubSpot, and we have tons of people that use B to design and then push into HubSpot.

Always as first gives you that understanding of the why.

And as Todd was saying earlier, of course, it's not scalable.

You're talking about one customer, you know, yourself.

But you know that customer so well that you can get into the nuances of if they're not using it, why?

Why are they not using it?