What's Your Framework Around Preemptive Strikes?

Morgan, I want to rewind what you just mentioned about the preemptive strike when you're trying to beat the competition and lay some landmines for them. What's your framework around those preemptive strikes? If I know my industry and my marketplace well enough, I should know based on the decision criteria that they tell me where our strengths lie and where our weaknesses are. So then what I do is I'm a guide. Sales ups were guides, okay, you got to make this process easy for the people. Because they're already getting tons of emails, tons of internal meetings. It's not about closing; it's about closing for next steps. Morgan, we've made it