Roy Raanani

But what I would say is we are competitive with any other core piece of the sales stack.

Right.

So competitive with something like a Salesforce dot com.

I would say there's a range.

People will buy Coors for very different reasons depending on the size of the business.

So if you're a smaller team like the one that you described, the number one reason that people will buy is because they'll all have that one account executive that's been around for two or three years that knows the product inside out.

They know how to position it versus competition.

They know how to create urgency.

They know how to do all of those things.

and you're buying an insurance policy.

Because if that person decides to leave for whatever reason, there's a family emergency, who knows, they decide to go to that shiny startup around the block, you've now lost all of that gold around what they're doing that's so effective.

And so, typically, if you're that startup, it's incredibly important for you to hit your numbers to continue to show growth.

And so...

It's very difficult to ramp up a new rep if you don't have those call recordings.

And then in addition to that, making it very easy to find the 10 out of maybe hundreds that are really important to listen to because they deal with a certain competitive situation or a certain part of the sales cycle or a certain objection.

Yeah, I think I think that that's the simplest thing, right?

The simplest thing is this is this is a data set that you want.

More and more, what we're finding is managers and VPs of sales are starting to use chorus as a way to manage their day to day business.

Right.

And so we have some customers that tell us that they spend more time in chorus than they do in Salesforce dot com simply because Salesforce is a lagging it's a lagging system.