Tim Brömme

And I think maybe the common denominator is then here maybe how technical is the job, right?

Most customer success managers, at least I've met, they are not as technical as ASEs would be, but someone who does delivery is very technical, obviously.

Sometimes obviously more technical than a traditional pre-sales person would be.

So maybe that's sort of the common denominator there.

Yeah.

All right.

All right.

And now you already started sharing some of the issues that you've observed, right?

You talked about we want to improve our impact.

You want to make sure what were the actual activities that contributed to what's a successful sale, for example, as opposed to just being tagged and an opportunity.

You shared the example of which we've come across many times.

How do I justify additional headcount?

Stuff like that.

So let's go into that problem space.

What were the top three, let's say top three, top five problems that you observed where you say, hey, it makes sense to actually solve these?

Okay, got it.

And now you made me curious, like who's the end user, so to say?

Is it the individual contributor who's interfacing also your solution or is it more a managerial tool or is it in the end depending on the use case and it's actually both?

All right.

Appreciate you sharing that.