What Do You Do Next?

We have a three week bootcamp that exists solely to teach our why-byes and to ramp reps on it. Managers listen to every single connect and scorecard compliance. And then people tend to reach back out to us when they're either trying to shift their message, right? Or B, they've made some material change in their products so they need new,. enter a new vertical and kind of do this all over again. Those are the points where we kind of come back, help them establish that, and then they kind of continue from there.