I'm a Brand New Long Hair Kind of a Person

When the KPIs and qualitative indicators of the business are telling you that what you're doing right now isn't working when people are on sales calls and they're not interested. That's going to indicate to you to hey let's slice this if we only look at SMB mid-market enterprise or financial services versus SaaS. If we break this down are there deeper trends that are going to show us what we're missing here? To me like the number one way to figure this stuff out is to just be constantly talking to people in the market and just further validate and understanding why they're a good customer for you.