Y Buys - Vertical Validation?

In this ordering, so you come up with the Y buys, you have the bootcamp where you're training the BDRs before they even go deploy this. Let me ask a question on that. Is there a period in between where you're testing, messaging first to kind of figure out, and this could just be like a SWAT team of like, what is gonna work or not? Or do you do that after you've done the bootcamp and you've gotten the B DRs trained up? So we initially started and we didn't do that. We weren't testing prior to that. But then after three months, our clients would then say, okay, let's enter the