What's the First Principle of Reverse Engineering?

The first sequence that we had laid out there was almost like a marketing drip campaign and didn't have any SDR personalization injected into it. We weren't really getting much out of it at all. So I just made a list of credit unions and started leaving messages saying like hey I can speed up the loan application process and reduce the number of write offs that you have every month. And people were calling me back. The data was out of date, bad contact info, emails were bouncing, phone numbers didn't go to the right person. That was one problem. Then I think the other problem is that the messaging was very, very generic because there was a wide like addressable