Nicole Baer

Um, in terms of like, what happens after, so we, you know, someone is a lead for us and they talk to a salesperson, they get a demo, like what's, what really, like, how does that conversation go?

And how should we think about how we structure the next conversation that happens?

And instead of that being sort of what it used, what it would have been in the past, like you might've maybe listened to some calls.

It would have been a little anecdotal.

You have talked to salespeople, um,

Instead, they did this massive analysis of all of our chorus calls with this core audience.

They looked at Salesforce data.

We looked at essentially any surface where we could glean information around the

how these discovery calls tend to progress into deeper sales conversations to understand what kind of assets we should be applying to those conversations.

What kind of technical person do we need to have in those calls or not?

And they did this beautiful Claude analysis that basically outlined for us specific with like a degree of precision that was pretty insane.

This basically is 80% of what happens in your first call always.

Wow.

And here on the margins, this is how... These are what the margins look like.

And it was phenomenally insightful.

And I'm very proud of my team for doing work like this.

And they're just... They're getting in there and just doing this themselves.

Sometimes I just ask a provocative question or like...

Our CEO will ask a provocative question like, well, what, you know, could we do X, Y, and Z?

And they go find ways to interrogate it in the data using massive analysis that before would have required weeks, consulting firms, you know.