Sanjeev

Again, stating the obvious here, but it was very, very important to us to be that.

So that's my first thing.

To us, what happened with that is

You know, lo and behold, this has become a hot topic.

The Supreme Court started weighing in on what we're doing around our compliance.

It has become a very, very hot topic from a use case standpoint.

The other thing in our journey, right, as we are looking to scale, to me, and this is not just a code mantra experience, it's an experience from my entrepreneurial journey.

It really depends, oops.

It really depends on your repeatable sales motion.

You clearly have to have repeatable sales motion at this stage.

It varies depending on what your product market need quotient is.

So look, in every customer, and you'll see this many places across the internet, the most important thing is

In large buckets, your product market fit has to create one of these four values.

Our initial value proposition was save customer money in very simple terms.

The sales motions are very different than where our value proposition is today, which is get customer compliant.

Very, very different messaging.

And stating the obvious, but the types of dollars, the types of sales cycles, the types of LTV to CAC that you should expect changes with all of these need quotients.

We had to graduate our entire sales deployment, our entire sales and marketing money that we spent.

Our organization fundamentally changed from a value proposition of saving money to getting customer compliance.

A big, big portion of our money right now is creating awareness.