Stacey Epstein

We're two years in on this.

We're constantly... And this is not a defined market, right?

This is not something that's on PG&E's list to buy, right?

And so they're not searching.

They're not typing it into their Google browser.

We're still in heavy outbound traffic.

market awareness mode.

And so the dynamics of like lead to op conversion rate and, you know, all those things are a little different than say, when I was at success factors, when, um, you know, that it was performance management, it was the new hot thing.

And everybody, every HR person was, was searching, you know, the dynamics of, of marketing and go to market were just dramatically different, but we're pretty heavy outbound at this point.

Yeah.

I mean, again, we're still pretty early to everything is so different in the, in, you know, at this stage, any one deal could be an outlier and could completely change an average.

Right.

So we don't even fully calculate cat.

I mean, we do, it's not a reliable number that I could share because it's just depends on so many things I will say.

And I have been part of companies like

ServiceMax, and this is no knock on ServiceMax.

ServiceMax is a very sophisticated, almost ERP-like solution.

And the processes that it automates are drastically different in every company.

You go into a trial and you are basically implementing an ERP.

It is, you know, to say that, oh, let's do a 30-day trial.