The Second Time Around, How Was That Different From the First Time Around?

The first time around, we were building the value prop for the million dollar cost. And then pointed all these businesses and being like, yeah, but look, this business, that's also the same size as you use as paddle. They chose us for these reasons. But not really kind of necessarily being like, they chose us for those reasons when they were doing a million dollars a year. If you ask them the reasons that they continue to use paddle, like, it's a whole different set of reasons. We hadn't built any of the cases around those whole different sets of reasons. So the second time around,. we were much more educated about the actual buyer who was going to be