Michael Burns

And that's going to allow me to really build that trust and build that business case.

Super, super tactical.

Again, this is not about the model.

This is about some really, really easy, quick things that you can do with the team that's going to drive or move the needle for you guys.

So sell to objectives and then a questioning framework that's going to be that inverted pyramid to drive down to some of the pain points.

So from a messaging standpoint, that's tactics, execution on the sales front.

When it came to identifying strategic gaps, we were a point solution.

You looked at that revenue curve.

We were the pandemic darling, virtual platform best on the planet.

And when I really dug into loss reasons, the real loss reason that we had was we're going back to in-person events.

And you guys have branded yourself so well as a virtual platform that I do not even know that you could do anything but virtual.

And here is our messaging.

This is the YV fairs.

And we talk a lot about 3D environments and features.

And that was amazing.

And that grossed $40 million in a heartbeat.

But it made us into a point solution.

So one of the other things that we did is we changed our messaging to, and this is a busy slide, but kind of on purpose, to a platform play.

It's not a product change.

This is not me going to my CTO or my chief product officer and saying, we need to build new stuff.