The Challenge of Bifurcating the Value Stream

We need to go back to the sales pipeline, we need to articulate what our product is, right? I remember eight years ago, Dan, trying to put engagement agreements together. And they're like, well, that's not my last bookkeeper did that for me. Okay. So we've got like 1000 times better at that, right? But now we find ourselves like, because we have kind of served that kind of more sophisticated, like the consumer of financials, 85% of our book is like a cruel bookkeeping, right?