Michael Burns

and then sat in on a lot of pipeline meetings.

So it became really a change management process that was super, super hands-on.

A lot of hearts and minds conversations, but there's no substitute in this economy to really get in there and move the needle with your reps and show them by example and be a little bit prescriptive, to be candid.

So some examples here.

So what you see here is basically a reimagining of Medpick called Co-Impact.

This is not genius.

This is nothing different than MedPick or Medic or anything like that.

The reason that I roll this out is because it's a different acronym and it forces people to learn different words and therefore engages their critical thinking skills, right?

If they use MedPick at their old company and the adoption was poor, they're going to be like, yeah, yeah, I know it.

I know it.

Or they use Bant.

Yeah, I've been doing Bant for 20 years.

That's fine.

No, this is new.

This is new.

What's new about it?

Well, the letters are new, but we're going to position this a little bit differently, right?

So just the act of teaching something new does drive the behaviors home.

And I'll talk a little bit about the important things here.

So there's some things here that I really, really care about.