I mean, I wasn't going to go down the tooling road, but now that you've mentioned that I have to because you're so right. I can't tell you how many organizations have the lead to nowhere. You might as well burn the money in the parking lot. And the other issue I've seen is improper lead gating mechanisms. So they're sending leads over whenever there's an enrichment thing that runs. No. Don't do that. Or have proper

lead scoring like really look at your lead scoring. Like, is it right? Once again, just like you would revisit your ICP every six months. Don't say, Hey, I built a lead scoring mechanism like 18 months ago. Like, does that really work anymore? Did you get feedback from CS that that's really working? And so, you know, one of the things that we've been thinking about lately, because I've done so many start like build stuff or so many startup companies, when they go in, it's like, what's your real problem? So we actually started thinking about like the special operations of go to market. I was watching a documentary on the Navy seals. And I'm like, they went in originally thinking that it was one thing, but it was something completely different. They had to change our full strategy on the fly. One, not to die. And two, like to, you know, save like whatever their mission was. And so I kind of think of it the same way when I'm going in to talk to a team or whatever it is like the problem is that you're having may be the problem. I'm not saying it's not. However, like if you scratch on the surface and go a couple levels deeper, is it that you have enough leads and they're just getting sit and like, no, it's falling up with them. And then marketing is like, I'm sending you leads and sales is like, they're crap. And it's like, no one's falling up on the good ones. It's like, Oh, my God.