The Topo Double Funnel and Demand Creation Strategy

There's no demand creation strategy in here. We need to prioritize having high-intent buyers come over and say I want to talk to yourselves team about buying this stuff. Having a bunch of people funnel into one place where there's STR qualification creates a sub optimal buying experience. It makes it very difficult to forecast because you got some coming from cold outbound that you're gonna win at 11% or 50%. And you just mix them all together. So it's difficult to forecast is difficult to plan and it’s difficult to optimize"